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. 

At the core, our Business Applications Sales Specialists are sales hunters that work alongside our customers to help improve their businesses with our Dynamics 365 and Power Platform Solutions. Embracing a challenger mindset, the successful candidate engages new customers through prospecting, qualifying, leading, orchestrating and closing opportunities that produce transformative business outcomes. The Specialist works with the broader Microsoft team and with our prioritized partners to identify new opportunities in the territory to build and drive the opportunities to closure. The Specialist is a seller that requires a solid understanding of CRM and possibly ERP Enterprise Software solutions. You will lead a virtual team of technical, partner and consulting resources to advance the sales process and achieve/exceed solution sales and usage/consumption targets for related workloads in your assigned accounts. You will help customers evaluate their applications, recommend solutions that meet their requirements, remove roadblocks to deployment, and drive customer satisfaction.

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

Requirements:

Extensive experience on solution software-as-a-service sales for CRM, ERP, Power Apps, and Power BI or similar industry/business applications

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

Carrying, meeting and exceeding sales quotas by driving and closing SMC-C business applications deals

Create compelling business value outcome backed proposals, negotiate terms, and contracts with successful close

Senior level pursuit experience in selling CRM and ERP business applications with a strong track record of prospecting, new account development, territory building and quota performance

Assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios, and an ability to measure and present incremental and new economic value

Working with channel partners and co-selling third party applications

Leading, partnering, and orchestrating with virtual teams of experts

Disciplined operator with demonstrated accuracy in forecasting business and maintaining pipeline hygiene

Experience in business value selling

Demonstrated passion and commitment to customer success

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-changing environment and manage ambiguity  

Working knowledge of Microsoft’s commercial cloud offerings - including Microsoft Office 365, Microsoft Azure.

Competitors and related ecosystem

Extensive sales experience

Bachelor's Degree or equivalent work experience required

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.