Microsoft Business Applications Sales Specialist 

United States, Washington, Seattle 

972406898

You will deliver the One Microsoft narrative, differentiation, customer centric pitch, value proposition and compelling proposals with commercial options. You will be responsible for generating qualified pipeline and achieving the revenue targets by executing the Microsoft sales methodology and sales best practices. You will be responsible for supporting Japanese customers.

Required/Minimum 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 withCRM (Customer Relationship Management),ERP (Enterprise Resource Planning)and similar business applications.

Additional or Preferred Qualifications

• Business level fluency to read, write and speak Japanese

• Experience with selling SaaS or business application, cloud-based solutions to large enterprise accounts and exceeding sales targets.
• Developing demand and pipeline by buildingBDM (Business Decision Manager)networking, 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.
• Ability to sell solutions with connected end-to-end business transformation across business units within enterprise accounts.
• Understanding low-code / no-code platform and(Robotic Process Automation) RPA solution.
• Leading/orchestrating sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.
• Disciplined operator with demonstrated accuracy in forecasting business and maintaining pipeline hygiene.
• 1+ years experience selling within the Automotive and Manufacturing industry.
• Understanding of commercial cloud offerings, including Microsoft’s cloud platform, including other technology industry business related ecosystems.
• Knowledge of the security, regulatory and compliance needs of global customers.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

Microsoft will accept applications for the role until July 14, 2024.

Sales Execution

• Engages in conversations with customers aligned to their industry to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals. Initiates conversations with customers on digital transformation in one or more solution areas, in collaboration with partners and services. Creates guiding examples of digital transformation through seminars, workshops, webinars, and direct engagement.
• Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, partners, or services to track and qualify new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.
• 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 (e.g., Technical Sales Professionals, Global Black Belts. For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners.
• Identifies customer business needs and technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Proposes prioritized solutions that align with customers' needs. Articulates the business value of proposed solutions.
• Proactively builds external stakeholders' mapping. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business.
• Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches less experienced team members in deal plan execution. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.

Scaling and Collaboration

• Collaborates with a network of partners to cross-sell and up-sell. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Contributes to developing partner strategies to address gaps in partner capabilities.
• Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners (e.g., Enterprise Operating Unit). Navigates the MSFT organization to bring the best impact to the customer.

Technical Experience

• Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft.
• Initiates conversations with prospective customers/partners at events to expand external network.
• Collaborates with the 'compete' global black belts (GBB) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal. Holistic value of MSFT platform versus single-point solution that positions MSFT favorably against competitors.

Sales Excellence

• Collaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.
• Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.
• Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for accounts in the assigned territory.
• Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.
• Manages the end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.

Other Responsibilities:

• Account Planning andCXO (Chief Experience Officer)/BDM (Business Decision Manager)
• Engagement withCRM (Customer Relationship Management)andERP (Enterprise Resource Planning)proficiency.
• Develop and maintain customer account plans for all the accounts in your designated territory which includes white space analysis, current customer solution and technology footprint/landscape, customer pains, competitive landscape, and industry trends.
• Deliver quality account and quota retirement territory plans.
• DriveCXO (Chief Experience Officer)/BDM (Business Decision Manager)connections/engagements with Business Value Insights and value proposition of CRM(Customer Relationship Management)and ERP(Enterprise Resource Planning)at scale.
• Build & maintain qualified pipeline coverage by translatingBDM (Business Decision Manager)priorities to initiatives.
• Lead customer Envisioning in each opportunity, yielding output of customer agreed business challenges, prioritized with business value and vendor team accountabilities.
• Deliver compelling board-level proposals with commercial options aligned to customer transformation plan.
• Create business outcome, industry thought leadership customer stories and references.
• Leverage the Microsoft partner ecosystem to scale and complement solution selling.
• Supporting Japanese based customers.
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