Modern Work Virtualization Sales Specialists id-1469

December 28, 2024

Full job description

Our mission is to empower every person and every organization on the planet to achieve more. We aspire to build the experiences and tools that make it possible for every professional in any business or role to be much more productive; increase business value. We're helping customers to leverage their Microsoft investments to make a difference in people's lives and in organizations across the globe.

As a Virtualization Sales Specialist - West & Midwest Enterprise you are insatiably curious and always learning. We lean into uncertainty, take risks, and learn quickly from our mistakes. We build on each other's ideas and collaborate across boundaries to bring the best of Microsoft to our customers—because we are better together. It's our ability to work together that makes our dreams believable and achievable. Together we make a difference.

We stand in awe of what humans dare to achieve and are motivated every day to bring digital transformation to our customers. We help them empower their employees, engage their customers, optimize their operations, and change the very nature of their products, services, and business models. We are customer-obsessed—we love learning about our customers and then developing solutions that meet their needs.

Microsoft is a company where passionate innovators come to collaborate, envision what can be, and take their careers to places they simply couldn't reach anywhere else. This is a world of more possibility, more innovation, more openness, more value, and more sky’s-the-limit thinking—a cloud-enabled world.

Responsibilities

Sales Execution

Engages in conversations with customers that align Microsoft technical Solution to Business/Revenue outcomes for the customer.
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.
Collaborate 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, customer success teams, partners, or services to track and qualify new opportunities. Collaborate with other teams (Go to Market, etc..,) on events to increase pipeline. Interfaces with customers and builds relationships via social selling. Applies MCEM (Microsoft Customer Engagement Methodology), BANT, or BOAT 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.
Proactively builds external stakeholders' relationships. Also work closely with AE’s Customer Success, Partners and Microsoft Senior Leadership to create various revenue impacting use cases. These cases will demonstrate to the customer the business value of the Microsoft Technology Platform in addressing their business goals and objectives.
Implement strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches less experienced team members in deal plan execution. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment. POC completion) to de-risk and drive predictable deal closure.
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.

Scaling and Collaboration

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.
Collaborates with Commercia and Ecosystem Partners 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.
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.
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.

Industry Expertise

Broad understanding of the following:
DaaS / Iaas /Paas
Thin Clients
Endpoint Management
Enterprise Security (various areas)
Cloud Tech (Azure, AWS, GCP, etc.)
Knowledge of how various customer business units impact the company’s bottom line
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 internal Microsoft business partners to position Microsoft against potential hurdles (competitors, internal customer politics, or inability to value within the solution).
Leverage AI with 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.

Other · Embody our culture and values

Qualifications

Required/Minimum Qualifications

5+ years technology-related sales or account management experience
- OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years technology-related sales or account management experience.
Experience and/or a broad understanding of the following: DaaS / Iaas /Paas, Thin Clients, Virtualization technology (VM-Ware, Citrix, Nutanix, AWS Workspaces, iGel), Endpoint Management, Enterprise Security (various areas) and/or Cloud Tech (Azure, AWS, GCP, etc.)

Additional or Preferred Qualifications

7+ years technology-related sales or account management experience
- OR Bachelor's Degree in Information Technology, or related field AND 6+ years technology-related sales or account management experience
- OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years technology-related sales or account management experience.
4+ years solution or services sales experience.

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Responsibilities

Qualifications