Microsoft Solution Area Specialist - Business Applications 

India, Karnataka, Bengaluru 

262828546

• 8-10+ years of technology-related sales or account management experience
  • OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience.
  • OR Equivalent experience

Additional or Preferred Qualifications (PQs)

• 6+ years of solution sales or consulting services sales experience:
• Experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications to large enterprise accounts exceeding sales targets.

Job Responsibilities

• Sales Execution
  • Engages in conversation with customers aligned to their industry and collaborates with account and partner team to drive and qualify new opportunities and build pipeline.
  • Identifies customer business and technology readiness, proactively builds external stakeholders' mapping, implements strategies to accelerate the closing of deals, contributes input on strategies to drive and close prioritized opportunities, coaches junior team members in deal plan execution, and implements close plans.​
• Scaling and Collaboration
  • Applies role orchestration model and navigates the Microsoft organization to bring the best impact to the customer.​
  • Collaborates with Global Partner Solutions (GPS), identifies new partners, develops joint proposals with partners, and contributes to developing partner strategies.
• Technical Expertise
  • Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal. Leads conversations and sets up events within Microsoft, mentors others and develops strategies for best practice sharing, initiates conversations with prospective customers/partners at events, acts as a subject matter expert in one or more solution area(s).
  • Collaborates with the 'compete' SMEs internally to analyze competitor products, solutions, and/or services and implement strategies. ​
• Delivers Results Through Teamwork
  • Drives the execution of projects, partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.​
• Account Planning and CXO/BDM Engagement with Industry Expertise
  • Deliver quality account and quota retirement territory plans
  • Drive BDM/CXO connections/engagements with Business Value Insights aligned to industry-relevant connected use cases
  • Build & maintain 3x qualified pipeline coverage by translating BDM 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 v-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 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.