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 achieve our mission.

Its been an incredible year and hybrid workplace will be the reality in the post-pandemic world. As the workplace continues to evolve, business leaders will be looking for a new operating model, defined by flexibility.

The Microsoft Surface device portfolio presents amazing opportunities to empower businesses. Commercial sales of Surface are growing rapidly, and we are looking for a highly-experienced and motivated sales talent to help our Public Sector customers realize the value of Surface in their business.

If you are a proven talent with experience in hardware sales, help us take this product to new heights in a market with millions of passionate customers and billions of dollars in business. We are an unmatched team comprised of talent, passion, expertise, and commitment.

Responsibilities

Our Culture and Values

Exhibit a growth mindset and customer obsession by embodying our culture and values

Sales Execution

Engages in conversations with customers in Public Sector to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry. Initiates conversations with customers on digital transformation in a solution area, in collaboration with partners and services. Shares learning on digital transformation through seminars, workshops, webinars, and direct engagement.

Collaborates 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, partners, or services to track and qualify new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) 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.

Identifies customer business needs and technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs. Leverages the value propositions to communicate business impact of proposed solutions. Listens to customers to understand business outcomes.

Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's/partner's business.

Implements strategies to help accelerate the closing of deals in collaboration with other team members. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.

Scaling and Collaboration

Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell and up-sell products, solutions and services. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Implements partner strategies to scale the business.

Applies the orchestration model to leverage relationships with stakeholders and partners (e.g., Enterprise Operating Unit).

Technical Expertise

Extends relationships with peers and senior team members across solution areas. Creates connections at technical community events.

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).

Researches competitor products, solutions, and/or services and collaborates with the 'compete' global black belts (GBB) to implement strategies to position Microsoft against competitors in customer communication.

Sales Excellence

Collaborates with partners and resources and learns about customer business. Supports senior team members to explore business and emerging opportunities.

Seeks client feedback (both formal and informal) to identify and understand the drivers of satisfaction and execute plans to maintain and continue to build on it, and to identify and understand the drivers of dissatisfaction, determine the root cause of problems, and establish recovery action plan to improve clients overall experience. Shares feedback with account teams.

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.

Manages the pipeline of the assigned territory. Conducts forecasting for assigned accounts and develops a portfolio and territory plan with guidance.

Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.

Qualifications

Professional

Strategic thinking & execution: Ability to develop sales and business strategy options, while also being able to successfully execute on complex opportunities.

Excellent Communicator:Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.

Performer: Highly driven person who consistently exceeds goals and expectations.

Growth Mindset:Ability to overcome and work around problems that are inevitable in rapidly growing businesses.

Technical depth:Technical experience with Enterprise design, configuration and setup of Windows PCs.

Travel Required: 0-25%

Sales

Substantial experience in enterprise sales; proven experience in hardware sales and preferably in Public Sector.

Exhibits outstanding sales and operational excellence, including forecasting, healthy pipeline development, CRM entry and hygiene, opportunity management and virtual team orchestration.

Proven success in closing complex deals and technical understanding of devices and commercial requirements.

Good understanding of Microsoft’s business model and sales model.

Challenger mindset: Competes to win new market share

Influential: Significant experience delivering persuasive presentations to C-level business decision makers.

Education

Bachelor's Degree in Information Technology, or related field Additional training in sales, business, or marketing.

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.