Microsoft Senior Sales Specialist - Business Applications 

United States 

198501095

Required Qualifications

• 5+ years technology-related sales or account management experience.

  • OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years technology-related sales or account management experience.

• Experience selling business applications to enterprise customers.

Preferred Qualifications

• 9+ years technology-related sales or account management experience.

  • OR Bachelor's Degree in Information Technology, or related field AND 8+ years technology-related sales or account management experience.

  • OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years technology-related sales or account management experience.

• 6+ years solution or services sales experience.
• Experience with selling customer relationship management (CRM) or Enterprise resource planning (ERP) or similar software-as-a-service, cloud-based business applications to large enterprise accounts exceeding sales targets.
• Broad understanding of commercial cloud offerings, ideally including Microsoft’s cloud platform, as well as competitors and related ecosystems.
• Industry expertise in any of the following: Financial Services, Healthcare, Retail, Manufacturing, High-Tech, Automotive, Oil/Gas, or Government.
• Experience forecasting, developing demand and building pipeline, and leading/orchestrating complex, matrixed teams.
• Problem solving and ability to work collaboratively in rapidly changing, environment effectively managing ambiguity.
• Ability to assess strategic customer objectives, digital transformation opportunity discovery, and measure and present incremental and new economic value from solutions proposed.
• Deal crafting, negotiating terms and contracts for multimillion-dollar digital transformation initiatives.

Account Planning and Business Decision Maker Engagement with Industry Expertise

• Deliver quality account and quota retirement territory plans.
• Drive decision maker connections/engagements with Business Value Insights aligned to industry-relevant connected use cases.
• Build & maintain 3x qualified pipeline coverage by translating priorities to initiatives.

Best-in-class Business Value Selling

• Lead customer Envisioning in each opportunity, yielding output of customer agreed business challenges, prioritized with business value and team accountabilities.
• Deliver compelling board-level proposals with commercial options aligned to customer transformation plan and business value.
• Create business outcome and industry thought leadership customer stories and references.

Next Generation Sales Execution Excellence

• Usage of digital-first seller tools to identify and grow opportunities in partnership with the Digital Sales Representative (DSR) focused on qualified pipeline and opportunities.
• Orchestrate the sales process and customer journey leveraging the Microsoft Customer Engagement Methodology to increase win rates and customer satisfaction.
• Leverage the Microsoft partner ecosystem to scale and complement solution selling.

• Embody our