Responsibilities (Text Only)
Sales Excellence
Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.
Seeks client feedback (both formal and informal) to identify and understand the drivers of satisfaction, execute plans to maintain and build on it, and identify and understand the drivers of dissatisfaction. Determines root causes of problems and establishes recovery action plans to improve clients' overall experience. Shares feedback with account teams.
Collaborates with partners and resources to learn about customer business. Supports senior team members to explore business and emerging opportunities.
Manages the pipeline of the assigned territory. Conducts forecasting for assigned accounts and develops a portfolio and territory plan with guidance.
Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, industry trends) to pursue high-potential customers and develop a target list of potential business.
Sales Execution
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). Ensures rapid and robust deployment plans at the point of sale for licensing transactions and project engagements, validated by services and partners.
Develops understanding of external stakeholders' mapping, including decision makers and influencers. Participates with account teams in communication with business or subject matter decision makers at the customer's/partner's business.
Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns or internal sources. Tracks and qualifies new opportunities and collaborates with other teams and services to build pipeline. Builds relationships via social selling and applies Microsoft's sales process (MSP) to assess opportunity quality.
Identifies customer business needs and technical readiness. Collaborates with internal teams, partners, and services to propose solutions aligned with customer needs, leveraging value propositions to communicate business impact. Listens to customers to understand business outcomes.
Implements strategies to accelerate deal closing, including close plans to map timelines, engage customers, and secure buy-in and commitment. Initiates conversations on digital transformation aligned with the customer's industry, sharing learnings through seminars, workshops, webinars, and direct engagement.
Scaling and Collaboration
Applies the orchestration model to leverage relationships with stakeholders and partners (e.g., Enterprise Operating Unit). Collaborates with One Commercial Partner (OCP) and a network of partners to cross-sell and up-sell products, solutions, and services.
Develops joint proposals with partners and implements partner strategies to scale the business. Identifies new partners through research and discussions on customer scenarios.
Technical Expertise
Extends relationships with peers and senior team members across solution areas. Creates connections at technical community events.
Researches competitor products, solutions, and services. Collaborates with 'compete' global black belts (GBB) to position Microsoft against competitors in customer communication.
Acts as a subject matter expert in one or more solution areas. Initiates conversations with prospective customers and partners at events to expand external networks.
Qualifications (Text Only)
Bachelor's Degree in Information Technology or a related field AND demonstrated experience in technology-related sales or account management OR proven track record in such fields.
Additional or Preferred Qualifications include substantial experience in technology-related sales or account management, practical experience in solution or services sales.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration 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 characteristic protected by law.
If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request via the Accommodation request form.
Benefits and perks listed may vary depending on employment nature and country.
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