Digital Solution Area Specialists Ic4
hace 20 horas
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. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
The Small, Medium, and Corporate team helps businesses achieve their digital transformation goals by matching customer challenges with Microsoft solutions. Located in Dublin Digital Sales center, you will help our managed customers across industries, company sizes and territories to identify their needs and opportunities.
**Responsibilities**:
The reinvention of business processes represents a significant bet for Microsoft in accelerating our growth in commercial cloud services. The mission of Business Applications is to help our customer digitally transform their businesses to drive innovation with new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs to drive new levels of profitability for their organization.
**Responsibilities**:
- Secure strategic new business wins for Microsoft: Business Applications workloads in territory, and maximize up-sell and cross-sell opportunities collaborating with Partner resources to present Microsoft’s value propositions that align to customer’s business objectives and IT initiatives
- Develop and maintain a Territory Plan with your stakeholders that demonstrates knowledge of your territory, prioritizes investments in time and effort, and leverages your virtual team to exceed the goals and objectives of the business.
- Work with the co-sell prioritized partners for the focus workloads and industries for your territory to jointly drive the sales cycle
- Maintain a healthy balanced and predictable pipeline: Continually assess the pipeline for any deal that will not produce the high-yield result anticipated. Set up and manage a regular rhythm for pipeline reviews with key members of the sales team. Prepare and deliver accurate forecast and pipeline reports. Develop Strategic Opportunity Sales Plans for 'must-win’ deals.
- Discover, assess, evaluate, and challenge strategic customer objectives by translating them into digital transformation opportunities that leverage Microsoft Dynamics 365 and Power Platform
- Address key change scenarios with quantifiable business value outcomes and justification
- Be a disciplined operator by maintaining a rolling pipeline, keeping it current and in accurate stages. Leverage marketing, inside sales, partners, and your relationship network to build pipeline
- Own and deliver on revenue targets for Dynamics 365 and Power Platform for your territory/accounts
- Contribute to the development of Microsoft’s World Class Sales Organization: Be committed to learning the customer’s business and your professional growth. Develop a working knowledge of Microsoft’s transformation and leverage all training resources
Core Accountabilities:
- New cloud customer acquisition revenue
- Dynamics 365 and Power Platform revenue for solution areas in a targeted sales territory
- New customer adds and associated revenue
- Uncover, engage, and close large cloud opportunities in corporate segment sales territory for Business Applications/Dynamics 365, while articulating the Microsoft Value Proposition for our entire cloud strategy.
**Qualifications**:
Benefits/perks listed below may vary depending on the nature of your employment.
**Requirements**:
Developing demand and prospecting for business processes digital transformation opportunities in Corporate accounts
- Driving and leading sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions
Create compelling business value outcome backed proposals, negotiate terms, and contracts with successful close
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
- Disciplined operator with demonstrated accuracy in forecasting business and maintaining CRM pipeline hygiene
- Experience in business value selling
- Demonstrated passion and commitment to customer success
- Fluent in the English language
Desired skills:
- Proven solution envisioning skills
- Ability to sell C-Level and across both IT and business units as a trusted advisor
- Strong time management skills - able to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, collaborative, and team-oriented environment
- Problem solver and ability to work in fast-ch
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