QualificationsNegotiationSalesBusiness managementFinancial servicesBachelor’s degreeMaster’s degreeMaster of Management
Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team at the leading edge of Innovation at Microsoft?
At the core, our Business Applications Digital Specialists are sales hunters that work alongside our customers to help improve their businesses with our Dynamics 365 Solutions. Embracing a challenger mindset, the successful candidate engages new customers through prospecting, qualifying, leading, orchestrating, and closing opportunities that produce transformative business outcomes. The Specialist works with the broader Microsoft team and our prioritized partners to identify new opportunities in the territory to build and drive the opportunities to closure.
As the Digital Specialist – Cloud Acquisition, you will be the solution sales specialist within our Enterprise sales organization, working with our commercial customers to empower them to achieve more. The specialist is a seller who requires a solid understanding of business applications, including CRM and ERP Software Solutions. You will lead a virtual team of technical, partner, and consulting resources to advance the sales process and achieve/exceed solution sales and usage/consumption targets for related workloads in your assigned accounts. You will help customers evaluate their applications, recommend solutions that meet their requirements, remove roadblocks to deployment, drive customer satisfaction and help them achieve their mission.
The reinvention of the business process represents a bold bet for Microsoft to accelerate our growth in commercial cloud services. The mission of Dynamics 365 is to help our customer digitally transform their businesses to drive new sources of revenue, create unique and engaging ways to serve their customers, and transform how their business runs to go new levels of profitability for their organization.
Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer’s industry. Has a fundamental understanding of customers’ business to initiate conversations with customers on digital transformation in a single solution area, in collaboration with partners and services. Shares learning on digital transformation through seminars, workshops, Webinars, and direct engagement.
Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., marketing, account teams). Collaborates with account teams, partners, or services to track, qualify, and expand new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft’s sales process (MSP) to determine the quality of the opportunity and whether to proceed.
Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]); or licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.
Identifies customer business needs and technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers’ needs. Leverages the value propositions to communicate business impact of proposed solutions.
Develops an understanding of external stakeholders’ mapping, including who the decision makers and influencers are. Participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer’s/partner’s business.
Implements strategies to help accelerate the closing of deals in collaboration with other team members. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure.
Scaling and Collaboration
Collaborates with Global Partner Solutions (GPS) and with a network of partners to cross-sell, up-sell, and co-sell products, solutions and services. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposals and consumption plans with partners. Implements partner strategies to scale the business.
Applies the orchestration model to support deal closure by identifying and aligning internal stakeholders and leveraging relationships with partners.
Researches competitor products, solutions, and/or services and collaborates with the “compete” global black belts (GBBs) to implement strategies to position Microsoft against competitors in customer communication.
Collaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.
Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients’ overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team. Collaborates with partners and resources and learns about customer business. Supports senior team members to explore business and emerging opportunities.
Participates in rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory.
Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.
Manages the end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.
6+ years sales and negotiation experience
OR Bachelor’s Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 3+ years sales and negotiation experience or related work or internship experience.
Additional or Preferred Qualifications
7+ years sales and negotiation experience
OR Bachelor’s Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 4+ years sales and negotiation experience or related work or internship experience
OR Master’s Degree in Business Management, Information Technology, Marketing (or equivalent) AND 1+ year(s) sales and negotiation experience or related work.
2+ years of solution sales or consulting services sales experience.
Experience supporting Healthcare or Financial Services industries is a plus.
Selling software-as-a-service or cloud-based CRM and ERP business applications to enterprise customers.
Developing and leading account strategy and opportunity execution plans in complex business environments in large enterprise account targets
Leading, partnering and orchestrating with virtual teams of experts, SMEs composed of industry, engineering, solution, technical, licensing and legal team members
Demonstrated passion and commitment to customer success
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.