Senior Sales Specialist - Biz Apps (CX / CCaaS)

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Microsoft is on a mission to empower every person and every organization on the planet to achieve more. At Microsoft, we value a growth mindset, where individuals are encouraged to learn, grow, and continuously improve. We believe that everyone can grow and develop, and we foster a culture of continuous learning and experimentation.

Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft?

As a Solution Area Specialist for Global Accounts, you will be responsible for driving sales execution and providing impactful industry insights to our largest enterprise customers. You will act as a thought leader across solution areas, advising customers on digital transformation and leading virtual transformational shifts to drive deployment and create business value for customers.

You will be responsible for exploring and assessing the needs of strategic/high-potential customers, articulating the business value and long-term implications for the customer's business, and collaborating with internal teams, partners, and services to develop solutions that align with customer and Microsoft priorities.

Requirements:

• Experience of selling software-as-a-service to enterprise customers, preferably in business applications.

• Developing and leading account strategy and opportunity execution plans.

• Driving and leading sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.

• Carrying and exceeding sales quotas by driving and closing deals.

• 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 virtual teams of experts, SMEs composed of industry, engineering, solution, technical, licensing and legal team members.

• Demonstrated passion and commitment to customer success.

• Deep understanding of business solutions, Microsoft’s commercial cloud offerings, and competitors.

Desired Skills:

• Proven consultative selling and envisioning skills.

• Account planning and execution leadership skills.

• Ability to sell C-Level and across both IT and business units as a trusted advisor.

• Experience of selling software-as-a-service to enterprise customers, preferably in business applications for customer service/CCAAS or customer experience

• Excellent organizational agility, able to coordinate across multiple stakeholders.

• Ability to identify and prioritize opportunities that will drive digital transformation for a client.

• Ability to position long term strategic solutions vs. the competition.

• Problem solver and ability to work in fast-changing environment and manage ambiguity.

Education: Bachelor's Degree or equivalent work experience required.

• Formulate a long-term account strategy that includes expanding into areas currently dominated by competitors.

• Develop deep trusted adviser relationships with Senior Business Decision Makers

• Develop, maintain, and document comprehensive business plans resulting from joint customer planning and discovery workshops.

• Create and drive demand for qualified digital transformation opportunities in your accounts.

• Be a disciplined operator by maintaining a rolling pipeline, keeping it current and in accurate stages.

• Support and leverage all sales promotions, sales events and sales strategies to close opportunities.