Business Applications Specialist

3 weeks ago

London, United Kingdom Microsoft Full time

Overview

At the core, our Business Applications Sales Executives are sales hunters that work alongside our customers to help improve their businesses with our Dynamics 365 and Power Platform Solutions. Embracing a challenger mindset, the successful candidate engages new customers through prospecting, qualifying, leading, orchestrating and closing opportunities that produce transformative business outcomes. The Specialist works with the broader Microsoft team and with our prioritized partners to identify new opportunities in the territory to build and drive the opportunities to closure. The Sales Executive is a seller that requires a solid understanding of CRM and ERP Enterprise Software solutions. You will lead a virtual team of technical, partner and consulting resources to advance the sales process and achieve/exceed solution sales and usage/consumption targets for related workloads in your assigned accounts. You will help customers evaluate their applications, recommend solutions that meet their requirements, remove roadblocks to deployment, and drive customer satisfaction. You will use the Microsoft Catalyst Sales Methodology to enable customer digital transformation journey focusing on the business value and outcomes from Microsoft Business Application solutions.

The Small, Medium, and Corporate (SMC) team helps businesses achieve their digital transformation goals by matching customer challenges with Microsoft solutions.

Are you ready to join a double-digit growth cloud business? Microsoft Business Applications cloud is recognized by analysts as a leader in the CRM, ERP and Low Code application platform space. Trusted by global businesses as their platform of choice, Microsoft Business Applications uniquely enables customers to optimize their operations, engage their customers, empower their people and transform their products. It’s a new data-driven world, and Microsoft is the only platform in the industry built from the ground up with data and intelligence at the center. Microsoft Business Application solutions include virtually unlimited data sources from customers’ applications including legacy, first and third-party, vendor, customer and many more. This unified approach to data and intelligence enables customers to make informed proactive business decisions with deep insights powered by AI and industry-leading analytics (Power BI) resulting in the following key customer benefits:

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.

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. Exec level pursuit - experience in selling business applications with a strong track record of prospecting, new account development, territory building and quota performance. Assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios, and an ability to measure and present incremental, and new economic value. Working with channel partners and co-selling third party applications. 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 competing priorities, and work effectively under the pressure of time constraints in a fast-paced, collaborative, and team-oriented environment Problem solver and ability to work in fast-changing environment and manage ambiguity Working knowledge of Microsoft’s commercial cloud offerings - including Microsoft 365, Microsoft Azure and Dynamics 365. Knowledge of competitors and related ecosystem. Extensive sales or consulting experience.

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 Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect

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