Microsoft is empowering every person and every organization on the planet to do more and achieve more. We have set ourselves three bold ambitions: create more personal computing, reinvent productivity and business processes and build the intelligent cloud. 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. As part of our transformation, one of our key areas of focus is the modernization of our sales motions. The Digital Sales organization is an organization with a charter to accelerate Microsoft’s growth in its cloud-first, mobile-first businesses along with the traditional businesses. This organization is at the forefront of establishing a new sales model leveraging modern technology and big data and analytics to drive impactful demand response and targeted sales coverage.

As a Digital Sales Representative – Demand Response Top Unmanaged SMB accounts, you will work directly with customers, with your sales team and implementation partners to achieve quarterly and annual sales quotas - closing net-new business, fostering a positive and collaborative experience for prospects to learn about, engage with and implement Microsoft products. You will hold business conversations with the customers to understand their needs and identify opportunities that meet the minimum qualification criteria for sales. You will be equipped with best-in-class tools that enable highly efficient and accelerated sales activities. By applying best-in-class sales skills, you will identify new prospects and grow business relationships with companies across all industries and verticals.

Engage with a targeted territory of Microsoft customers and prospects within the Top Unmanaged segment, to identifying need and generating opportunities to fulfill with Microsoft's leading cloud technologies

Leverage best in class technology to identify key customer insights, driving targeted activities to build pipeline and close revenue

Effectively identify and turn leads into opportunities by filtering them through different criteria, e.g. BANT (budget, authority, need and timeline

Identify and explain how businesses across industries, company sizes and types can meet a new bar for excellence and reinvent themselves to compete in the next decade by embracing Microsoft’s technologies

Position competitive offerings and solutions in the context of customer needs and experiences; provide technical product overview and insights pertinent to customer need and usage scenarios

Demonstrate verbally, in writing and through live product demos, how customers can capture value and envision their future with Microsoft’s technologies

Be the first contact point for many customers, deliver a strong first impression and set the foundation for long term customer relationship

Accountable for sales from lead to purchase; be the main point of contact for Microsoft's customers, leading the sales strategy, overcoming objections and negotiating success

Meet and exceed targets for net-new revenue and sales pipeline, as well as a monthly and quarterly forecast for cloud solution usage and sales; accurately forecast sales, pipeline and usage for the products and solutions in your scope

Ability to navigate large, complex, deals through 6-month sales cycle across a variety of stakeholders (Partner ecosystem, Channel Managers, leadership)

Work in a fast-paced, collaborative and dynamic teaming environment with Technical Solution Professionals.

Commercial Executives and Customer Success teams to effectively manage opportunities and pipeline through the sales cycle

Leverage social, digital, video, chat, phone and demonstration environments to effectively reach, sell to and manage Microsoft customers maintain high daily activity

Present action plans and results to management and use appropriate escalation techniques to stay on top of goals and objectives

Obsess over Microsoft’s customers and prospects to deliver a world-class customer engagement experience.

Responsibilities

Fluency level of Dutch and English languages

Experience with a proven track record of success of technology related sales or business development experience

Effectively manage opportunities and pipeline through the sales cycle, from start to close is required.

Strong demonstratable success across one of the following solutions Azure, Modern Work and Dynamics solution areas is required.

Experience in driving annualised consumption on Azure preferred.

Knowledge of Demand Response motion, SMB business is desired.  

Experience in qualifying and building pipeline, managing aggressive sales cycles, and sales negotiation preferred; Challenger Sales training completion a plus

Degree qualification desirable

A self-starter with a track record of outstanding performance and achieving goals.

Skill to breakdown complex information into simplified format with the ability to thrive in an ambiguous, fast-paced environment, with a mindset focused on innovation, growth, and program development.

Strong collaboration aptitude with solid interpersonal skills, excellent oral, written and verbal communications skills. Ability to successfully communicate with contacts via the phone, email, video and presentations.

Desire to work in a competitive environment where one’s growth potential is driven by one’s abilities and attitude.

General knowledge of the IT industry, with the capacity to learn and retain knowledge about individual products and business solutions quickly and accurate.

Achievement and success-driven personality motivated by performance rewards for exceeding annual sales goals through strategic sales leadership and strong cross business collaboration.

Solid time management skills and ability to work independently or under supervision with a high level of integrity.

Experience using Micrsoft Office Suite applications; Dynamics CRM or other CRM experience is a bonus.

Passion for cloud technologies and changing the world.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Qualifications

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.