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Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

Microsoft is a company where passionate innovators come to collaborate, envision what can be, and take their careers to levels they cannot achieve anywhere else. This is a world of more possibilities, more innovation, more openness, and sky's-the-limit thinking -- a cloud-enabled world.

At Microsoft we have unique capabilities to meet the needs of both individuals and organizations. We care deeply about taking our ideals and vision around the globe, and to make a difference in peoples' lives and organizations in all corners of the planet.

Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft?

The mission of Microsoft Business Applications is to help our customers digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs driving new levels of profitability for their organization.

Responsibilities

As a Business Applications Sales Executive – you will be an industry-aligned, outcome-driven business process transformation enabler within the Microsoft Specialist sales organization working with our most important customers helping them with their end-to-end business transformation needs by envisioning solutions and mapping capabilities with associated business value to business decision maker persona pains/needs. You will execute with excellence the entire sales process by owning and orchestrating a virtual pursuit team of technically intense workload (solution) experts including presales, co-sell partners, and Independent Software Vendors to provide customers with solutions aligned to their end-to-end business transformation needs using Microsoft Business Applications’ portfolio of offerings.

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.

Qualifications

• 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.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .