Business Application Sales Executive Public Sector

• Business Process Transformation Expert– Has deep understanding of challenges and opportunities in the industry (Public Sector, Utilities or Hospital Market) and can envision solutions mapped with business value to address customer needs and pains.
• Expert Business Decision Maker Conversationalist, Digital First Seller – Identifies the right BDMs and builds relationships using social selling best practices while leveraging other organizations in Microsoft and their relationships.
• Business Outcome Seller – Expert ability to quantify business value for solution capabilities addressing customer persona needs/pains.
• Expert in Differentiating Solution Offering – Expert understanding and positioning of proposed solution(s) against competition, macro-level thinker who can articulate and present the power of the Microsoft Cloud and differentiated benefits for the customer.

Responsibilities

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 junior 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 our Partner organisation and 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 Expertise

• 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. Acts as a subject matter expert in one or more solution area(s).
• 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.

Qualifications

Required/Minimum Qualifications

• Proven Industry related sales or account management experience with Business Applications
  • OR Bachelor’s Degree in Computer Science, Information Technology, Business Administration, or related field AND technology-related sales or account management experience.

Additional or Preferred Qualifications

• Demonstrable Industry related sales or account management experience with Business Applications
  • OR Bachelor’s Degree in Information Technology, or related field AND technology-related sales or account management experience.

• 
  Successfully selling business application enterprise software and consistently exceeding sales targets.
• Selling software-as-a-service cloud-based business applications to customers.
• Business value selling methodologies, practices and technologies that drive sales prospecting and sales management in complex solution selling environments (e.g. Design Thinking, Business Value Engineering, Challenger sales etc.).
• Digital transformation management consulting experience would be an advantage
• Driving/leading sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.
• Assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios, and an ability to measure and present economic value
• Leading and orchestrating virtual teams comprising industry, engineering, presales, licensing and legal team members
• Disciplined operator with demonstrated accuracy in forecasting business and maintaining pipeline hygiene
• Proficiency in German language is mandatory and fluent English language is expected. French language would be an added advantage.

• Public Sector industry and the specific business processes
• The security, regulatory and compliance needs of Utilities, Health and Government customers
• Commercial cloud offerings, ideally including Microsoft’s cloud platform as well as competitors and related ecosystems.