Solution Sales Executive (Business Applications)

Om jobbet

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 a team that is at the leading edge of innovation at Microsoft?We'll support you with the tools and resources you need to reach new milestones, as you help our customers reach theirs.

The reinvention of business processes is a growth engine for Microsoft cloud services. The mission of Microsoft Business Applications is to help our customers digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs driving new levels of profitability for their organization. TheSolution Sales Executive (Business Applications)is an accomplished and experienced solution seller with a proven record of accomplishment of driving Business Application-led (ERP/CRM solutions) complex digital transformation in large enterprise accounts with experience running multi-million-dollar pursuits.
Responsibilities:

You will be an industry-aligned, outcome-driven business process transformation enabler within the Microsoft specialist sales organization working with our most important customers helping them with their end-to-end business transformation needs by envisioning solutions and mapping capabilities with associated business value to business decision maker persona pains/needs. You will execute with excellence the entire sales process by owning and orchestrating a virtual pursuit team of technically intense workload (solution) experts including presales, co-sell partners, and Independent Software Vendors to provide customers with solutions aligned to their end-to-end business transformation needs using Microsoft Business Applications' portfolio of offerings. You will use the Microsoft Catalyst Sales Methodology to enable customer digital transformation journey focusing on the business value and outcomes from Microsoft Business Application solutions.

• Build Pipe in alignment with Account Teams & Cross-Solution Areas - Build pipe by leading with industry, using digital signals & insights to prospect, network, identify, engage & nurture with right BDMs, align & gain account team commitment, plug into cross solution sales motions.
• Envision Industry-aligned Customer-Centric Solutions with Business Value Insights - Discover and envision industry-based solutions with business value insights working with a pursuit team of technically intense workload experts and partners resources to quantify and qualify end-to-end connected solution use cases expanding opportunity value across line of business BDMs.
• Engage with Partner(s) - Leverage and scale through aligning early with priority co-sell partners and ISVs.
• Develop Close Plan & Secure Customer Agreement to Envisioned Solution - Gain customer agreement by successfully presenting the business case for change, aligning business pains with envisioned solution and associated business value.
• Orchestrate Solution Design & Calculate/Present Business value - Orchestrate, bringing clarity to pursuit team to ensure designed solution(s) maps to envisioned solution and business value. Ensure design has an end-to-end view, building opportunities for future expansion of interconnected business processes after initial sale.
• Negotiate with Proposals Mapped to Business Value - Create compelling board-level presentations with proposals aligned to customer transformation plan mapped to business value impact. Deal crafting and negotiating using Give Gets/Balance of Trade and other resources. Engage Microsoft executives when required to expedite close and resolve stale mate/in action.
• Commitment for Customer Success - Throughout the sales process and after sales closure ensure successful handoff to customer success teams with a clearly documented deployment plan.

Qualifications:

• Experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications (eg Marketing Automation, Sales Automation, Relationship Sales, Customer Service, Field Service, Finance, Supply Chain Management and Commerce) to large/global enterprise accounts exceeding sales targets
• Broad understanding of commercial cloud offerings, ideally including Microsoft's cloud platform, as well as competitors and related ecosystems.
• Understanding of proposed solution(s) against competition, macro-level thinker that can articulate and present the power of the Microsoft Cloud and differentiated benefits for customer.
• Ability to sell solutions including software and implementation covering the end-to-end business transformation within enterprise accounts. Leading/orchestrating sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.
• Experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government.
• Consulting background delivering large enterprise projects to multiple markets highly desirable
• Disciplined operator with demonstrated accuracy in forecasting business and maintaining pipeline hygiene.
• Strong track record and history of carrying and exceeding an enterprise account sales quota
• Strong presentation, white-boarding and communication skills
• Passion and commitment for customer success
• Embody our culture and values
• Ability to maintain a high level of productivity, manage multiple competing priorities and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative and team-oriented environment.
• Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field or equivalent work experience

Your Onboarding Process

You'll attend an in-depth onboarding program designed to help you become skilled in the Microsoft Business Applications solution portfolio, differentiated value proposition, industry-aligned connected end-to-end use cases and business value. You will learn the Microsoft Sales methodology, Design Thinking, envisioning, business value quantification and the use of guided selling tools. You will also get to participate in several hands-on experiential trainings to fortify concepts you learned to achieve success in your role.

Microsoft envisions a cloud-empowered world. A world of more possibility, more innovation, more openness, and more sky's-the-limit thinking. A world where passionate innovators come to collaborate, envisioning what can be and taking their careers to places they simply couldn't anywhere else. Our mission is to empower every person and every organization on the planet to achieve more. This mission is ambitious and at the core of what our customers deeply care about. At Microsoft we know this mission would be impossible without incredible, passionate, and talented people. We want every employee to contribute their unique skills, discover their passions, and chart a course that makes a difference. We are always learning. Insatiably curious. We lean into uncertainty, take risks, and learn quickly from our mistakes. We build on each other's ideas because we are better together. We take pride and live the Microsoft Values every day.

See why we are recognised as an Endorsed Employer for Women by WORK180 here .Join us and be one who empowers billions! #NextPlay

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.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.