Microsoft Modern Work Copilot - Solution Area Specialists 

Germany 

97863044

You will lead a virtual team of technical, licensing expert, engineering resources to advance the sales process and achieve/exceed solution sales and usage/consumption targets for related workloads in your accounts. You will help customers evaluate their applications, recommend solutions that meet their requirements, remove roadblocks to deployment and drive customer satisfaction.

Required Qualification:

• BS/BA degree is required, Masters degree or MBA desired
• Experienced in selling cloud solutions, consulting services, or technical selling experience, preferably in the field of AI for enterprise customers
• Experienced in designing, value-selling, negotiating and finally landing multi-million cloud/AI deals

Preferred Qualifications:

• Passion and commitment for customer success
• Proven track record of selling and engaging at the executive level
• Experience with complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.) and sales methodologies
• Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards recommended.
• Design Thinking and Solution Envisioning
• Problem solver and ability to work in rapidly changing environment effectively managing ambiguity.
• Experience co-selling with partners and their expertise for scale

Key Accountabilities

• Sales Execution:You will orchestrate a virtual team and assess customer needs to develop strategies that proactively build a stakeholder network to accelerate and close Modern Work opportunities.
• Consultative Solution Sales:You will drive solutions sales best practices including but not limited to; discovery, building and crafting solution strategies that differentiate from the competition, challenging our customers with creative and innovative solutions.
• Business Value Selling:You will foster and expand Microsoft’s relationships with Customer Business Decision. Collaborate alongside other sellersroles to identify and qualify new Modern Work opportunities, engaging with key business contacts, understanding customers’ business and technology priorities, governance, decision, and budget processes, and landing the value proposition of Microsoft Viva.
• Scaling and Collaboration:You will leadthe planning, orchestration, and execution of Modern Work opportunities with internal stakeholders and partners to cross-sell and up-sell.
• Technical Expertise:You will leadModern Work BDM (Business Decision Maker) and ITDM (Information Technology Decision Maker) conversations, shares best practices and key competitor knowledge across solution areas acting as a subject matter expert to inform decisions on pursuit or withdrawal.
• Sales Excellence:You will lead the planning for accounts across territories, complete plans, and business analysis to pursue high-potential customers and manage Modern Work solutions across the organization.
• Deliver Results and Model Microsoft Values:You will deliver results through teamwork, acts as role model for MS values including treating others with fairness and respect.

Key Capabilities

• Executive presence:strong in leading conversations at CxO level, proven track record in getting executive commitment and orchestrating such stakeholder as sponsors along the sales cycle
• Sales Execution:Skilled in leading BDM outside of traditional ITDM conversations with high-potential customers, building pipeline and developing and presenting solutions that meet customer requirements & strategy, and leading deal execution through closure.
• Business process reengineering:Experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications. Has deep understanding of all or part of the challenges and opportunities in an emerging product category and can envision solutions mapped with business value to address customer persona business needs and pains.
• Business Value Selling:Skilled in building economic justification of Modern Work solutions, assessing business opportunities and needs, and validating business value analysis with customers to drive intention to buy
• Scaling and Collaboration:Skilled in identifying, leveraging, and coordinating a holistic, collaborative, and participative approach with internal stakeholders, including Global Partner Solutions, Telco Operators and Partners across solutions areas to scale business results.
• Technical Expertise:Skilled in understanding Modern Work solutions and products, developing strategies to share best practices across subsidiaries, collaborating with Global Black Belts (GBBs) and other stakeholders on compete scenarios and providing insights on future product trends and sales blockers.
• Sales Excellence: