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Digital Sales and Solutions

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This Digital Sales and Solutions role acts as a thought leader to advise customers on digital transformation and drive growth with strategic accounts. Responsibilities include developing sales strategies, leading deal execution, and managing end-to-end business for key clients, requiring a strong understanding of technology and business needs.

Ansvarsområden

  • Acts as a thought leader across solution areas to advise customers on digital transformation.
  • Leads conversations with customers along with account teams or partners.
  • Drives consumption and growth with existing strategic customers by initiating conversations.
  • Assesses and proposes solutions to the needs of customers.
  • Develops strategies for driving and closing strategic and/or prioritized opportunities.
  • Leads the planning and execution on opportunities with resources and partners to cross-sell, up-sell, and co-sell.
  • Manages the end-to-end business for strategic accounts across the organization.
  • Shares competitor knowledge across solution areas as a subject matter expert.
  • Engages with stakeholders on business planning and rhythm-of-business (ROB) meetings to review and plan for strategic accounts.
  • Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources.
  • Coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans.
  • Collaborates with extended sales team, partners, and marketing to lead business analysis.
  • Mentors less experienced team members.
  • Completes required training and obtains relevant product and role certifications.
  • Proactively seeks training, including information that adds to the understanding of customers' business, and shares it with team members.
  • Proactively builds external stakeholder network and leverages internal partners to engage external stakeholders.
  • Acts as a thought leader and subject matter advisor to the executive-level business decision makers at the customer's/partner's business.
  • Guides others on identifying and engaging decision makers and stakeholders to expand the relationship with customers/ partners.
  • Explores and assesses the needs of strategic/high-potential customers.
  • Articulates business value and long-term implications for customer business.
  • Collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities.
  • Analyzes market trends to identify opportunities for new solutions.
  • Collaborates with account teams to ensure alignment with the account strategy and plan.
  • Leads deal execution with the deal teams across the organization.
  • Coaches others on the implementation of close plans to de-risk and drive predictable deal closure.
  • Brings impactful industry insights into customer engagements and closes deals with customers.
  • Leads virtual transformational shifts to drive deployment and create business value for customers.
  • May lead partner integration into account/territory planning and customer engagements.
  • Orchestrates with team members on conducting personal campaigns to discover new opportunities and generate new leads.
  • Facilitates the account team unit (ATU) to build pipeline in collaboration with partners and services.
  • Guides others on social selling.
  • Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
  • Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration with partners or internal teams.
  • Ensures rapid and robust deployment plan at point of sale that is validated by services and partners for licensing transactions and project engagements.
  • Identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.
  • Leads the sales orchestration to proactively drive deal closure by identifying and aligning internal stakeholders as well as leveraging and expanding relationships with partners.
  • Applies a holistic approach to build network across territories.
  • Positions opportunities to promote collaboration and participation.
  • Identifies, leverages, coordinates partners and resources across solution areas, and supports on-boarding new partners.
  • Validates partner solution relevance for customers.
  • Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and consumption plans, and connects the partner ecosystems to scale business results.
  • Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal.
  • Collaborates with the "compete" global black belts (GBBs) to proactively provide analysis of the competitive landscape in supported solution area.
  • Leads the communication to provide feedback to other teams (e.g., sales, marketing, engineering) on future product trends or sales blocker.

Krav

  • Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience OR 9+ years of technology-related sales or account management experience.
  • Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience OR 11+ years of technology-related sales or account management experience.
  • 6+ years of solution or services sales experience
#digital transformation#solution sales#account management#customer relationship management#business development#strategic accounts#technology sales
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Företag

Microsoft

Publicerade jobb

för 1 månad sedan

Anställningstyp

Heltid

Arbetsform

Hybrid

Erfarenhetsnivå

Senior

Platser

United States

Kvalifikation

Kandidatexamen, Masterexamen

Sökande

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