Microsoft is a company where passionate innovators come to collaborate, envision what can be, and take their careers to levels they cannot achieve anywhere else. This is a world of more possibilities, more innovation, more openness, and sky's-the-limit thinking -- a cloud-enabled world.

At Microsoft we have unique capabilities to meet the needs of both individuals and organizations. We care deeply about taking our ideals and vision around the globe, and to make a difference in peoples' lives and organizations in all corners of the planet. Our mission is to empower every person and every organization on the planet.

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?

The reinvention of businessprocesses is a growthengine for Microsoft cloud services.  The mission of Microsoft Business Applications is to help our customers digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runsdrivingnew levels of profitability for their organization. 

Are you ready to joina double-digitgrowth cloud business? Microsoft Business Applicationscloud isrecognized by analysts as a leaderin the CRM,ERPandapplication platformspace. Trustedby global businessesas their platform of choice,Microsoft Business Applicationsuniquely enablescustomers tooptimizetheiroperations,engagetheircustomers, empowertheirpeopleandtransformtheirproducts.It’s a newdata-driven world, and Microsoft isthe onlyplatformin the industrybuilt from the ground upwithdata and intelligenceat the center. Microsoft Business Applicationsolutions includevirtually unlimited data sources from customers’ applications including legacy, first and third-party, vendor, customer and many more. This unified approachto data and intelligenceenables customers to makeinformed proactive business decisionswith deep insights powered by AI and industry-leading analytics (Power BI)resulting inthe following key customer benefits:

Createimpact faster:Deliver moreimpactin less timeby quicklydeployingsolutions, oraugmentingexisting ones,to enable teams toacceleratebusinessresultsandincrease time to value.

Break through barriers:Takea data-first approachwithunifieddatathat leveragesMicrosoft AI to deliver insights & actions thathelpcreate better customer experiences.

Adapt to anything:agility toreactand respond tonew business priorities, market conditions and customer opportunitieswithrapidly deployablesolutions.

Innovate everywhere:Solve problems with powerful solutionsonlypossible withthe Microsoft Cloudenabling interoperablesolutions acrossmultiple lines ofbusiness.

As aBusiness Applications SalesSpecialist– youwill be anaccount/industry-aligned,outcome-drivenbusiness process transformationenablerwithintheMicrosoftspecialistsales organization working withourmost important customers helping them with theirend-to-endbusiness transformation needs by envisioning solutionsandmappingcapabilitieswithassociated business value to business decision maker persona pains/needs. You will execute with excellence the entire sales process by owning and orchestrating a virtual pursuit team of technicallyintense workload (solution) experts including presales, co-sell partners, and Independent Software Vendors toprovidecustomers with solutionsaligned totheir end-to-end business transformation needs using Microsoft Business Applications’portfolio of offerings.  You will use theMicrosoftCatalyst Sales Methodologytoenable customers’digital transformation journeyfocusing on the business value and outcomesfromMicrosoftBusiness Applicationsolutions.

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Responsibilities

TheBusiness Applications SalesSpecialistis an accomplished and experienced solution seller with a proven track record of driving Business Application-led (ERP/CRM solutions) complex digital transformationsin large enterprise accounts with experiencerunningmulti-million-dollar pursuits. 

To excel in the Business Applications SalesSpecialistrole,you must have the following traits and abilities:

Business Process Transformation Expert– Has deep understanding ofchallenges and opportunitiesin an industry and can envision solutions mapped with business value to address customerpersonabusiness needsandpains.

Expert Business Decision Maker Conversationalist, Digital First Seller– Identifies the right BDMs and builds relationships using social selling best practiceswhileleveragingotherorganizationsin Microsoftand their relationships. Expertise in Industry and solutions with connected use cases to achieve trusted advisor role with BDMs & customer personas.

World Class Orchestrator– Complex, multi-thread Project Manager,influences forimpact,leads,manages& drivesshared vision and execution acrossvirtual teams and partners. 

Industry-based Solutioning Expert– Expert inanindustry and has knowledge and skills to envision solutions solving BDM persona pains with connected use cases.

Business Outcome Seller– Expertabilityto quantify business valueforsolution capabilitiesaddressingcustomerpersona needs/pains.

Expert inDifferentiating SolutionOffering– Expert understanding and positioning of proposed solution(s)against competition, macro-level thinkerwhocan articulateand present the power oftheMicrosoft Cloud anddifferentiated benefits forthecustomer.

World Class Deal Crafter & Negotiator– Exceptionaldeal crafterwithcapability tomapbusinessvalue tocustomer proposals.Employs world class negotiating techniquesto close business.

Senior Executive C-Suite Level Presenter– Expert communicator with world class skills in effective presentationsto executive and board level BDMs. 

JobResponsibilities

Build Pipe in alignment with Account Teams & Cross-Solution Areas– Build pipe by leading withindustry, using digital signals&insights to prospect, network, identify, engage & nurture with right BDMs, align&gain account team commitment, plug into cross solution sales motions.

Envision Industry-aligned Customer-Centric Solutions withBusinessValueInsights– Discover and envision industry-based solutionswith business value insights working with a pursuit team oftechnically intense workloadexpertsand partnersresourcestoquantifyand qualify end-to-end connected solution use cases expanding opportunity value across line of business BDMs.

Engage with Partner(s)– Leverageandscale throughearlyalignmentwith priorityco-sell partnersand ISVs.

Develop Close Plan & Secure CustomerAgreement toEnvisionedSolution– Gain customer agreement by successfully presenting the business case for change, aligning business pains with envisioned solution and associated business value.

Orchestrate Solution Design & Calculate/Present Business value– Orchestrate, bringing clarity to pursuit team to ensure designed solution(s)maps to envisioned solution and business value. Ensure design has an end-to-end view,building opportunities forfutureexpansion ofinterconnected businessprocessesafter initial sale.

Negotiate withProposalsMapped toBusiness Value– Create compellingboard-level presentationswithproposalsaligned to customer transformation planmapped tobusiness value impact.Deal crafting and negotiatingusingGive Gets/Balance of Trade and otherresources.EngageMicrosoft executives when required to expedite close and resolve stalemate/inaction.

Commitment forCustomerSuccess– Throughout the sales process andaftersalesclosure ensuresuccessful handofftocustomer success teamswith aclearlydocumenteddeployment plan.

Qualifications

3 to 5 years of experience:

Experiencewithselling CRM/ERP or similarsoftware-as-a-service,cloud-based business applicationsto large enterprise accountsexceeding salestargets.

Developing demandand pipe by building BDM networking,assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios andanability to measure and present incremental and new economic valuefrom solutions proposed.

Ability to sellsolutions with connectedend-to-endbusiness transformationacross business units withinenterprise accounts.

Leading/orchestratingsales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.

Deal crafting, negotiating terms and contracts for multimillion-dollardigital transformationinitiatives.

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

Strong track record and history of carrying and exceeding an enterprise accountsales quota.

DeepUnderstanding of: 

Business solutions, specifically CRM and/or ERP applications includingone or more of:Marketing Automation, Sales Automation, Relationship Sales, Customer Service, Field Service, Finance, Supply Chain ManagementandCommerceand how they translate into business impact. 

Expert understandingand1 to 2 years’ experienceselling intoone ofthe following industries:Financial Services, Manufacturing, Healthcare, Retail and Government.

Broadunderstandingof commercial cloud offerings, ideally including Microsoft’s cloud platform,as well ascompetitors and related ecosystems.

The security, regulatory and compliance needs of global customers.

Desired Skills: 

Design Thinkingand Solution Envisioning

Strongpresentation, white-boarding and communication

Passion and commitment for customer success

Ability to maintain ahigh levelof productivity, manage multiple competing priorities and work effectively under the pressure of time constraints in a fast-paced, complex, collaborativeand team-oriented environment.

Organizational agility, able to coordinate stakeholderslike Marketing, Engineering, Licensing, Legal,Executives etc.

Problem solver and ability to work inrapidly changingenvironmenteffectively managingambiguity.

Fluent in English and Spanish

*Bachelor's Degree or equivalent work experience required.

Your Onboarding Process 

You’ll attend an in-depth onboarding program designed tohelp you becomeskilled intheMicrosoft Business Applicationssolution portfolio,differentiatedvalueproposition,industry-alignedconnected end-to-end use casesandbusiness value.You will learn the Microsoft Catalyst Sales methodology,DesignThinking,envisioning,business value quantificationandthe use ofguided selling tools. You will alsoget to participate in severalhands-onexperientialtrainingsto fortify concepts you learnedtoachieve successin your role.

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.