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Digital Sales and Solutions

Logistics, Sales & Operations · Sales & Business Development · Enterprise Sales · Account Management · Sales Management

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In short

This full-time, hybrid role is for a Digital Sales and Solutions professional specializing in Digital Account Management for Corporate Accounts (SMEC) in a Field Sales capacity. The position requires extensive sales and negotiation experience and focuses on establishing and maintaining customer engagements, driving value from Microsoft investments, and identifying new opportunities through the sales lifecycle.

Responsibilities

  • Establishes and maintains customer engagements, focusing on the value of customer contact.
  • Conducts background research and investigates existing customer accounts.
  • Understands customer business and goals, and ensures effective transition and ongoing account management.
  • Monitors customer satisfaction metrics and addresses renewal options.
  • Determines priority for each account and identifies resources to develop execution plans.
  • Helps customers drive value from existing Microsoft investments and orchestrates collaboration to match teams and resources to customer needs.
  • Understands customer digital transformation strategy and identifies and qualifies opportunities.
  • Drives adoption through cross-sell/upsell to new opportunities and stays up-to-date on Microsoft offers and solutions.
  • Strategically identifies and qualifies business opportunities, leading them through the sales lifecycle.
  • Drives improvements in pipeline accuracy and hygiene by applying common sales and delivery methodology.
  • Advocates for Microsoft solutions, articulating value and promoting upsell/cross-sell opportunities.
  • Orchestrates customer strategy development and presents sophisticated Microsoft solutions.
  • Collaborates with customer leaders to analyze budget considerations and align strategic priorities.
  • Manages and leads renewals for enterprise agreements (EA) and cloud solution provider (CSP).
  • Develops tailored renewal options aligning with partners and customer business outcomes.
  • Seeks out opportunities to consolidate and drives cross- and upsells integrated with customer priorities.
  • Implements and drives negotiation strategies and stakeholder maps.
  • Leads driving conversations and collaborates with partners to scale resources effectively.
  • Works with customers and partners to drive assessments and deep dives into customer environments.
  • Conducts in-depth assessments to understand needs and coordinates resources and internal partners to drive growth and consumption targets.
  • Leads the strategic prioritization of accounts within the portfolio.
  • Directs cross-functional resources and orchestrates development and execution against prioritization.
  • Utilizes data to devise and execute strategic plans that exceed quota.
  • Ensures holistic and strategic integration of plans across consumption, upsell, and renewal.
  • Optimizes investment programs and identifies new go-to-market strategies.
  • Provides strategic recommendations for sales plays and identifies key partners.
  • Coaches others to identify and address gaps in territory strategy.
  • Drives engagement cadence during the development of success plans for unified support and consumption plans.
  • Creates co-sell campaigns with partner(s) to align portfolio planning.
  • Enables partners in their go-to-market strategies.
  • Demonstrates subject matter expertise of industry knowledge.
  • Enforces accountability for deliverables within agreed-upon time frames.
  • Leads strategic collaboration with internal and external stakeholders to meet and exceed revenue targets.
  • Orchestrates strategic alignment of teams and resources with customer needs.
  • Provides key organizational insights and ensures alignment of virtual teams.
  • Mentors others in orchestration and serves as escalation point.
  • Utilizes and expands a broad network within and across partner ecosystem.
  • Identifies resources and partner solutions to help customers derive value from existing Microsoft investments.
  • Leads in-depth analysis of customer satisfaction metrics and develops strategies to address trends.
  • Serves as a trusted advisor for advanced customer satisfaction strategy and best practices.
  • Oversees primary contact and ensures comprehensive feedback is gathered and incorporated.
  • Serves as an escalation contact for customer dissatisfaction and designs and implements effective resolutions.
  • Manages the escalation process and strategically engages Microsoft executives.
  • Drives initiatives to anticipate and preemptively address potential customer issues.
  • Initiates and negotiates conditions of satisfaction with customers.
  • Strategically orchestrates customer engagements, ensuring alignment of resources.
  • Mentors team members on fostering strong customer relationships and engagement strategies.
  • Applies advanced synthesis of customer interactions to enhance strategic impact.
  • Strengthens and expands relationships with key customers.
  • Acts as a senior advocate and trusted advisor for the customer.
  • Influences internal strategies by providing insights from customer perspectives.
  • Leads the utilization and refinement of customer relationship management tools (e.g., MSX D365).
  • Initiates and leads proactive outreach to engage with customers through innovative digital channels.
  • Captures, assesses, and interprets key learnings internally and externally about customers.
  • Coaches team on senior leader engagements and relevancy to board-level approvals.
  • Develops and adapts deep understanding of customer business to lead industry conversations.
  • Proactively leverages digital tools to conduct comprehensive research on existing accounts and customers.
  • Strategically identifies key decision-makers within the customer organization.
  • Aligns customer business needs and priorities with Microsoft priorities and strategy.
  • Presents tailored use cases to customers, proactively anticipating their needs.
  • Provides foresight into industry trends.
  • Strategically builds and leverages deep knowledge of Microsoft's landscape, solutions, and strategy.
  • Provides Microsoft point of view on Microsoft solutions and industry trends.
  • Exhibits expert-level understanding of strategic customers' business strategy and industry trends.
  • Completes required training and certifications.
  • Constructs and executes a comprehensive personal development plan.

Requirements

  • Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 12-17 years sales and negotiation experience or related work experience OR 12+ years sales and negotiation experience OR equivalent experience.

Desired Qualifications

  • Travel: 25-50%
#Digital Sales#Account Management#Field Sales#Enterprise Accounts#SMEC
Microsoft Logo

Company

Microsoft

Job Posted

6 hours ago

Employment Type

Full Time

WorkMode

Hybrid

Experience Level

Senior

Locations

USA

Qualification

Bachelor

Applicants

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