Microsoft Business Applications Sales Lead 

Italy, Lombardy, Milan 

165391718

Preferred Qualifications

• 6+ years of solution or services sales experience OR technology-related sales or account management experience
• 3+ years of people management experience.
• Deep understanding of:
• Business solutions, ERP & CRM and how they translate into business impact. Commercial cloud offerings, ideally including Microsoft’s cloud platform as well as competitors and related ecosystems.
• Business value selling methodologies, practices and technologies that drive sales prospecting and sales management in complex solution selling environments (e.g. Design Thinking, Business Value Engineering, Challenger sales etc.).
• Expert understanding and 1 to 2 years’ experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government. The security, regulatory and compliance needs of global customers.
• Excels at developing strong relationships and customer decision maker connections to understand needs.
• Adept at challenging perspectives with new ideas that reframe perceptions about deriving value from Microsoft solutions.
• Outstanding presentation, white boarding, and communication skills. Demonstrated people leader able to coach and inspire a diverse team of sales professionals.
• Excellent coaching/people development skills
• Strong negotiating skills.

The following are the primary responsibilities of the Solution Area Specialists Manager:

Ensure Account Planning and CXO/BDM Engagement

• Validate and coach quality Account and Quota Retirement Territory Plans monthly.
• Observe IC presentation skills, ensuring team can deliver compelling board-level proposals with commercial options aligned to customer transformation plan and business value.
• Enable and coach team for strong BDM/C-Suite connections/engagements across all rooms of the house with Business Value Insights aligned to industry-relevant connected use cases by targeted personas.
• Ensure team is leveraging partner ecosystem and Customer Success teammates at scale to complement full solution selling.
• Promote and enable ICs to land customer discovery/Envisioning sessions in each opportunity, yielding output of agreed business challenges, prioritized with business value and v-team accountabilities.
• Drive Next-Generation Sales Execution Excellence to align with shifting customer journeys and buying habits to increase win rates
• Coach Best-in-class Business Value Selling and Customer Advocacy Program to land customer references aligned to industry business value.