Responsibilities
Sales Excellence: Manages the end-to-end business of the assigned territory; conducts forecasting for accounts; develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities. Collaborates with partners and resources; learns about customer business; supports senior team members to explore business and emerging opportunities. Seeks client feedback (both formal and informal) to identify and understand drivers of satisfaction; executes plans to maintain and build on it; identifies drivers of dissatisfaction; determines root causes; establishes recovery action plans to improve the overall client experience; shares feedback with account teams. Completes required training and obtains relevant product and role certifications aligned with the role and workload/industry.
Sales Execution
Understands customer business needs through initial conversations; collaborates with internal teams, partners, and services to recommend solutions or products in an assigned area with guidance. Receives leads from Marketing, Account Teams, and/or partners; converts leads into opportunities; applies Microsoft's sales process (Microsoft Customer Engagement Methodology) to assess opportunity quality. Articulates how Microsoft's three-cloud platform enables digital transformations; discusses digital transformation opportunities; initiates conversations on digital transformation in collaboration with partners and services. Accelerates deal closing by developing and executing close plans. Supports team members in identifying and progressing opportunities to drive consumption with existing customers; identifies and articulates blockers to consumption.
Scaling and Collaboration
Collaborates with internal stakeholders and partners to cross-sell, up-sell, and co-sell products, solutions, and services; understands the partner ecosystem and current market offers. Establishes relationships with internal stakeholders and partners; considers their opinions; learns about the orchestration model within a solution area.
Technical Expertise
Participates in and contributes to internal technical community discussions. Learns about competitors for assigned products, solutions, and/or services; collaborates with Digital Solution Engineers to execute strategies that position Microsoft favorably against competitors.
Qualifications
Required Qualifications
* Bachelor's Degree in Information Technology or related field AND 2+ years of technology-related sales or account management experience OR 3+ years of such experience.
* Proficiency in English and Spanish, as the role is assigned to the Spain Customer Market.
* Business Relationship Management: Ability to develop and maintain positive relationships; demonstrates empathy, approachability, and respect.
* Consultative Selling: Ability to understand customer needs through dialogue before recommending solutions.
* Conflict Resolution: Ability to manage and address conflicts and sensitivities effectively.
This role is based in Ireland with up to 50% flexible work from home; relocation may be required.
Preferred Qualifications
* Decision Making: Ability to make decisions in a fast-paced, changing environment considering resources, costs, and trade-offs.
* Creativity: Application of ingenuity and imagination in design and development.
* Negotiation: Ability to reach mutually satisfying agreements through effective communication and collaboration.
* Microsoft Products: Knowledge of Microsoft products/services; participation in technical discussions; certifications in Microsoft Cloud and/or AI Platforms.
Microsoft is an equal opportunity employer. For assistance or accommodations due to disability, please send a request via the Accommodation request form.
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