Discovers and qualifies new leads; drives consumption with new and existing customers. Identifies market and customer needs and collaborates with internal teams to devise solutions to meet those needs. Orchestrates deals across multiple stakeholder groups including partners. Positions Microsoft solutions in competitive landscape through research and collaboration; utilizes industry expertise to differentiate Microsoft solutions. Develops and manages pipeline for territory and forecasts resource needs; meets with customers on site to deepen relationships and solution development**Responsibilities**:Sales Execution- Engages in conversations with customers 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 pipelines. 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.- Implements strategies to help accelerate the closing of deals in collaboration with other team members. Implements closing 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 proposals 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.- Research 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 client's 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.Other- Embody our culture and values**Qualifications**:**Qualifications**Required/Minimum Qualifications- 7+ years of technology-related sales or account management experience- OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years of technology-related sales or account management experience.Additional or Preferred Qualifications- 9+ years of technology-related sales or account management experience- OR Bachelor's Degree in Information Techn
