Solution Area Specialists IC4

Responsibilities

• Hunt new Modern Workplace (team work, telephony, viva, devices and security) opportunities by identifying and engaging with key business and technical contacts, understanding customers’ business and technology priorities, governance, decision and budget processes, and landing the value proposition of M365 and EXP platform
• Own and drive new revenue growth for Microsoft M365 and EXP solutions within assigned accounts by setting and achieving monthly sales forecasts.
• Drive Surface penetration in enterprise accounts in coordination with Surface sales specialist
• Deliver customer business transformation and success through accelerated adoption and usage resulting in customer references that can be leveraged in future sales engagements.
• Compete proactively to win new business and share through differentiated customer business value, evaluating customer alternatives and refining competitive strategy
• Engage confidently at CxO level to articulate M365 value and help to define the future with the EXP platform and how Microsoft can enable digital transformation

• Identify customer business and technology challenges and bring them to agreement on the business value of modern Workplace solutions - including detailed relevant BDM, ITDM & Industry use cases, solution briefings and demos, and financial analysis such as Total Cost of Ownership & Return on Investment
• Own opportunities from qualification to close by orchestrating an extensive virtual team consisting of technical and partner roles across an extensive portfolio of products, escalating issues for internal business and technical teams, and negotiating final proposals.
• Orchestrate the completion of a successful Customer Success Plan in all new opportunities before opportunity is closed to drive deployment and usage.
• Foster and expand Microsoft’s relationships with Customer Business Decision Makers and lead sales team to blockers to evaluation, contracting, deployment, and usage.

• Continuously nurture and expand sales, business, technology, and competitive readiness.
• Participate in internal Microsoft sales communities and in the broader industry through events, yammer, Teams sites, community gatherings and more.

Qualifications

Qualifications

Required/Minimum Qualifications

• Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute on complex opportunities.
• Excellent Communicator. Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.
• Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.
• Work cohesively with members of the Microsoft sales & services field, Microsoft partners, and Microsoft corporate sales, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.
• Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development of potential

• Travel Required: 50%.

• Amazing Salesperson: Exhibits outstanding operational excellence - including monthly/quarterly forecasting, building healthy pipeline, CRM entry and hygiene, opportunity management and virtual team orchestration
• Hunter:Experience driving new sales and customers using innovative approaches, leveraging joint partnership events, social selling (Linkedln) and networking.
• Technical breadth:Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards recommended.
• Overachiever: Exceeds sales goals in an assigned sales territory.
• Leader: Demonstrated sales and partner management experience
• Proficient: Experience with complex sales training and sales methodologies
• Challenger mindset: Competes to win new market share
• Influential: Significant experience delivering persuasive presentations to business decision makers.

• BS/BA degree or equivalent work experience is recommended.

• Additional training in sales, business or marketing preferred.

• German and English in written and spoken is a must.

• French is a plus.