Microsoft Solution Area Specialist Business Applications 

Germany 

187894420

Required Qualifications:

• profound Experience with technology-related sales (i.e. SaaS and aPaaS) and key account management experience
• Experience in developing demand and pipeline, assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios and an ability to measure and present incremental and new economic value from solutions proposed.
• proven ability to sell solutions with connected end-to-end business transformation across business units within enterprise accounts.
• Experience in orchestrating complex sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.
• Strong track record and history of carrying and exceeding an enterprise account sales quota.
• Fluent in German and English language

Preferred Skills:

• Experience with selling CRM, CXP, ERP, Low Code or similar cloud-based business applications to large or even Global Enterprise Accounts exceeding sales targets
• Experience, Understanding, interest, know-how and relationship network with and into Automotive Industry ( e.g. BMW, Schaeffler, ZF and Continental )

• Sales Excellence

  • Collaborates with partners and resources and learns 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

  Scaling and Collaboration

  • Applies the orchestration model to leverage relationships with stakeholders and partners (e.g., Enterprise Operating Unit).
  • Collaborates with a network of partners to cross-sell and up-sell products, solutions, and services.

  Technical Expertise

  • Researches competitor products, solutions, and/or services and collaborates with the 'compete' global black belts (GBB) to implement strategies to position Microsoft against competitors in customer communication.
  • Initiates conversations with prospective customers/partners at events to expand external network.

  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.
  • Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. 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. Collaborates with account teams, partners, or services to track and qualify new opportunities.
  • Identifies customer business needs and technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs.
  • Implements strategies to help accelerate the closing of deals in collaboration with other team members.
  • Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry.