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. The reinvention of business processes is a growth engine for Microsoft cloud services. 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.
As a Business Applications Sales Executive ? you will be an 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.

Responsibilities

Job Responsibilities

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  Build Pipe in alignment with Account Teams & Cross-Solution Areas- Build pipe by leading with industry, using digital signals & insights to prospect, network, identify, engage and nurture with right senior decision makers, align and gain account team commitment, plug into cross solution sales motions.
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  Envision Industry-aligned Customer-Centric Solutions with Business Value Insights- Discover and envision industry-based solutions with business value insights working with a pursuit team of technically intense workload experts and partners resources to quantify and qualify end-to-end connected solution use cases expanding opportunity value across line of business decision makers.
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  Engage with Partner(s)- Leverage and scale through aligning early with priority co-sell partners and ISVs.
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  Develop Close Plan & Secure Customer Agreement to Envisioned Solution- Gain customer agreement by successfully presenting the business case for change, aligning business pains with envisioned solution and associated business value.
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  Orchestrate Solution Design & Calculate/Present Business value - Orchestrate, bringing clarity to pursuit team to ensure designed solution maps to envisioned solution and business value. Ensure design has an end-to-end view, building opportunities for future expansion of interconnected business processes after initial sale.
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  Negotiate with Proposals Mapped to Business Value- Create compelling board-level presentations with proposals aligned to customer transformation plan 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.
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  Commitment for Customer Success- Throughout the sales process and after sales closure ensure successful handoff to customer success teams with a clearly documented deployment plan.

Qualifications

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  Proven experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications to large enterprise accounts exceeding sales targets.
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  Expert understanding and experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government.
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  Broad understanding of commercial cloud offerings, ideally including Microsoft?s cloud platform, as well as competitors and related ecosystems.
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  Ability to sell solutions with connected end-to-end business transformation across business units within enterprise accounts.
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  Leading/orchestrating sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.
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  Deal crafting, negotiating terms and contracts for multimillion-dollar digital transformation initiatives.
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  Strong track record and history of carrying and exceeding an enterprise account sales quota.
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  Business solutions, specifically CRM and/or ERP applications including one or more of: Marketing Automation, Sales Automation, Relationship Sales, Customer Service, Field Service, Finance, Supply Chain Management and Commerce and how they translate into business impact.
  

Desired Skills:

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  Design Thinking and Solution Envisioning
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  Strong presentation, white-boarding and communication
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  Passion and commitment for customer success
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  Ability to maintain a high level of productivity, manage multiple competing priorities and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative and team-oriented environment.
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  Organizational agility, able to coordinate stakeholders like Marketing, Engineering, Licensing, Legal, Executives etc.
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  Problem solver and ability to work in rapidly changing environment effectively managing ambiguity.

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.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.