Solution Area Specialist, Business Applications

6 months ago

London, United Kingdom Microsoft Full time

The Small, Medium, and Corporate (SMC) team helps businesses achieve their digital transformation goals by matching customer challenges with Microsoft solutions.
- Create impact faster: Deliver more impact in less time by quickly deploying solutions, or augmenting existing ones, to enable teams to accelerate business results and increase time to value.
- Break through barriers: Take a data-first approach with unified data that leverages Microsoft AI to deliver insights & actions that help create better customer experiences.
- Adapt to anything: agility to react and respond to new business priorities, market conditions and customer opportunities with rapidly deployable solutions.
- Innovate everywhere: Solve problems with powerful solutions only possible with the Microsoft Cloud enabling interoperable solutions across multiple lines of business.

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. Our mission is to empower every person and every organization on the planet.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centred 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.

**Responsibilities**:

- Secure strategic new business wins for Microsoft: Selling Business Applications workloads in a territory, and maximize up-sell and cross-sell opportunities by collaborating with Partner resources, to present Microsoft’s value proposition that align to the customer’s business objectives and IT initiatives
- Develop and maintain a Territory Plan with your stakeholders, that demonstrates knowledge of your territory, prioritizes investments in time and effort, and leverages your virtual team to exceed the goals and objectives of the business.
- Work with the co-sell prioritized partners for the focus industries of your territory to jointly drive the sales cycle
- Maintain a healthy, balanced and predictable pipeline: Set up and manage a regular rhythm for pipeline reviews with key members of the sales team. Prepare and deliver accurate forecast and pipeline reports. Develop strategic opportunity sales plans for'must-win’ deals.
- Discover, assess, evaluate, and challenge strategic customer objectives by translating them into digital transformation opportunities that leverage Microsoft Dynamics 365 and Power Platform
- Address key change scenarios with quantifiable business value outcomes and justification
- Be a disciplined operator by maintaining a rolling pipeline, keeping it current and in accurate stages. Leverage marketing insights, partners, and your relationship network to build pipeline
- Own and deliver on revenue targets for Dynamics 365 and Power Platform for your territories
- Contribute to the development of Microsoft’s World Class Sales Organization: Be committed to learning the customer’s business and your professional growth. Develop a working knowledge of Microsoft’s transformation and leverage all training resources

**Qualifications**:
Required Qualifications:

- Extensive experience of cloud software solution sales.
- Proven track record in demand generation and prospecting for digital transformation opportunities across Corporate accounts.
- End-to-end sales process orchestration, across account planning, opportunity management, deal negotiation, customer decision frameworks, close plans and engaging in sophisticated business case discussions

**Skills**:

- Carrying, meeting and exceeding sales quotas by driving and closing net-new business deals.
- Negotiate with Proposals Mapped to Business Value - Create compelling board-level presentations with proposals aligned to customer transformation plans, mapped to business value impact. Deal crafting and negotiating using Give Gets/Balance of Trade and other resources. Engage Microsoft executives when required to expedite close and resolve stale mate/in action.
- Assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios, and an ability to measure and present incremental, and new economic value.
- Leading, partnering, and orchestrating with a virtual team of experts.
- Disciplined operator with demonstrated accuracy in forecasting business and maintaining CRM pipeline hygiene
- Experience in business value selling.
- Demonstrated passion and commitment to customer success.
- Fluent in English.

Desired skills:

- Proven solution envisioning skills.
- Ability to sell across the C-Suite and IT departments.
- Strong time management skills - able to maintain a high level of productivity, manage multiple

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