Latest Jobs at Microsoft

Responsibilities

Sales Execution

• Brings impactful industry insights into customer engagements and closes deals with customers. Acts as a thought leader across solution areas to advise customers across business functions on digital transformation. Leads virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements. Provides thought leadership.
• Orchestrates with team members on conducting personal campaigns to discover new opportunities and generate new leads. Leads conversations with strategic/high-potential customers (e.g., high budget, global account, highly competitive) along with account teams or partners. Facilitates the account team unit (ATU) and/or Specialist Team Unit (STU) 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 (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.  Drives advanced workloads and usage.
• 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 innovative solutions.
• Proactively builds and governs 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.
• Develops strategies for driving and closing strategic and/or prioritized opportunities. 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 (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

• Leads the planning and execution on opportunities with resources and partners to cross-sell and up-sell. Identifies, leverages, and coordinates partners and resources across solution areas. Validates partner solution relevance for customers. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and connects the partner ecosystems to scale business results.
• Leads the sales orchestration with internal stakeholders and partners (e.g., Enterprise Operating Unit). Applies a holistic approach to build network across territories. Positions opportunities to promote collaboration and participation.

 Technical Expertise

• Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft.
• Posts information or speaks at external events, drives conversations with prospective customers/partners as a thought leader across solution areas.
• 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 (GBB) 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.

Sales Excellence

• Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
• Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction. Coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.
• Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for strategic accounts across territories.
• Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. Acts as a thought leader and clears opinions and perspectives from business analysis.
• Manages the end-to-end business for strategic accounts across the organization. Leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts. Mentors junior team members.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Proactively seeks training, including information that adds to the understanding of customers' business, and shares it with team members.

Qualifications

• Good understanding of Business Solutions with special attention to Dynamics ERP applications including areas such as Finance, Supply chain, Project Operations, Commerce, HR and how they translate into business impact and drive the desired business outcomes. As the Microsoft ERP solution is an integrated part of the Dynamics umbrella responsibilities towards customers will also span Customer Engagement/CRM and Low Code No Code.
• An equal understanding of Business Solutions with special attention to Dynamics CE applications including areas as Customer Data Platform, Sales, Customer service, Customer Service, Marketing and how they translate into business impact and drive desired business outcomes.
• Special understanding of the Power Platform, this is the leading low code no code platform which leads to rapid business transformation in a compressed timeline yielding business value.
• 7+ years of technology-related sales or account management experience

1. 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
• Bachelor's Degree in Information Technology, or related field AND 8+ years of technology-related sales or account management experience
• Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience.
• 6+ years of solution or services sales experience.
• Commercial cloud offerings, ideally including Microsoft’s cloud platform as well as competitors and related ecosystems.
• Business value selling methodologies, practices and technologies that drive sales prospecting and sales management in complex solution selling environments (e.g. Design Thinking, Business Value Engineering, Challenger sales etc.). 
• Industry experience
• Commercially oriented and with documented results.
• Networking and experienced in the large customer segment space

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Responsibilities

• Account and Deal Strategy
• Customer and Partner Relationship management
• Business Value & Consultative Selling
• Consulting Sales and Consumption target

Qualifications

Required/Minimum Qualifications

• 13+ years Banking industry sales experience with experience managing team(s)/business unit(s)
• Bachelor's degree
• 7+ years technology consulting solution sales experience in Banking

Additional or Preferred Qualifications

• Bachelor's Degree in Business, Information Technology (IT), or related field AND 14+ years industry sales experience in the commercial or public sector (e.g. Finance, Local Government, etc.) or related work
• Master's Degree in Business, Information Technology (IT), or related field AND 12+ years experience in technology sales experience inthe commercial or public sector (e.g. Finance, Local Government, etc.) or related work

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Responsibilities

Key areas of responsibility:

• Digital Transformation & Innovation Strategy: Understand customer's business goals and the industry trends, Microsoft solution areas and partner solutions to build the 3 Horizon roadmap to enable customer’s DT/Innovation agenda. Expand Microsoft relationships with customers into DT partnerships.
• Technology Thought Leadership: Reimagine the role of technology as a business and innovation partner to drive DT agenda of our enterprise customers, help them understand the impact of emerging and strategic technologies and inspire & influence them for Microsoft technologies to become the main enabler of business innovation.
• Industry & Business Architecture: Create long-term strategy which links business, technology, and industry needs of our customers to enable their business and transformation strategy, based upon customer’s business, technology and industry knowledge.
• Technology Sales: Orchestrate technology sales activities to drive the digital transformation vision and roadmap of our customers with Microsoft technologies. Plan and orchestrate the solution proposal and coordinate technology sales teams to provide the right solution to the customer.
• Account Leadership: Change Agent internally and externally to inspire and ideate about possibilities new technologies provide to drive business strategy and priorities of our customers. Own and Strengthen the relations with C-level technology, innovation executives and technology decision makers.

Qualifications

Experience Required:

• Ability and confidence to drive an industry aligned (Public Sector) "Digital transformation envisioning conversation" with c-level clients
• Experience defining the technology roadmap of clients within your given industry of knowledge.
• Strong orchestration of virtual teams to maximize the revenue opportunity.

Key Capabilities Required:

• Digital Transformation & Innovation Strategy: With deep business experience, industry understanding, broad technology knowledge and design thinking skills, ideation of a clear 3H plan across acceleration, innovation and market-making with and for our customers on their digital agenda
• Technology Thought Leadership: Partner with senior executives within customer organization to articulate how Microsoft technology/services will drive their future business needs & priorities and will enable the achievement of long-term growth and success
• Industry & Business Architecture: Dissect the industry and business priorities of customers, determine which Microsoft and partner technologies to leverage in customer’s future state architecture and design an integrated offering that address business priorities
• Technology Sales: Orchestrate Technology Sales in Industry Priority Scenarios, Industry Cloud, Cross-Solution Area opportunities and prioritized strategic sales plays to bring the best of Microsoft to customers and to drive highest value
• Account Leadership: Drive Account thought leadership with knowledge of customer's technology, industry, and business strategy and their DT roadmap by setting account strategy, owning accountability, and orchestrating extended teams to drive customer business needs & outcomes

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Responsibilities

• Sales Execution: You will orchestrate a virtual team and assess customer needs to develop strategies that proactively build a stakeholder network to accelerate and close Modern Work opportunities. 
• Consultative Solution Sales: You will drive solutions sales best practices including but not limited to; discovery, building and crafting solution strategies that differentiate from the competition, challenging our customers with creative and innovative solutions.   
• Business Value Selling: You will foster and expand Microsoft’s relationships with Customer Business Decision. Collaborate alongside other sellers roles to identify and qualify new Modern Work opportunities, engaging with key business contacts, understanding customers’ business and technology priorities, governance, decision, and budget processes, and landing the value proposition of Microsoft Viva. 
• Scaling and Collaboration: You will lead the planning, orchestration, and execution of Modern Work opportunities with internal stakeholders and partners to cross-sell and up-sell. 
• Technical Expertise: You will lead Modern Work BDM (Business Decision Maker) and ITDM (Information Technology Decision Maker) conversations, shares best practices and key competitor knowledge across solution areas acting as a subject matter expert to inform decisions on pursuit or withdrawal. 
• Sales Excellence: You will lead the planning for accounts across territories, complete plans, and business analysis to pursue high-potential customers and manage Modern Work solutions across the organization. 
• Deliver Results and Model Microsoft Values: You will deliver results through teamwork, acts as role model for MS values including treating others with fairness and respect. 

Qualifications

• BS/BA degree is required 
• 5-7 years of cloud solutions, consulting services, or technical selling experience 

Additional or Preferred Qualifications : 

• Sales Execution: Skilled in leading BDM outside of traditional ITDM conversations with high-potential customers, building pipeline and developing and presenting solutions that meet customer requirements & strategy, and leading deal execution through closure.
• Employee Experience: Experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications. Has deep understanding of all or part of the challenges and opportunities in an emerging category and can envision solutions mapped with business value to address customer persona business needs and pains.  
• Business Value Selling: Skilled in building economic justification of Modern Work solutions, assessing business opportunities and needs, and validating business value analysis with customers to drive intention to buy 
• Scaling and Collaboration: Skilled in identifying, leveraging, and coordinating a holistic, collaborative, and participative approach with internal stakeholders, including Global Partner Solutions, Telco Operators and Partners across solutions areas to scale business results. 
• Technical Expertise: Skilled in understanding Modern Work solutions and products, developing strategies to share best practices across subsidiaries, collaborating with Global Black Belts (GBBs) and other stakeholders on compete scenarios and providing insights on future product trends and sales blockers. 
• Sales Excellence: Skilled in collaborating with internal and external stakeholders on business planning, leading forecast, account, and territory plan discussions to drive intentional selling in high propensity accounts. 
• Deliver Results and Model Microsoft Values: Skilled in identifying Customers' operational needs and building account plans accordingly. Partnering and collaborating with internal/external stakeholders on related deliverables and work streams; Models compliance to Microsoft values and shows empathy and compassion 

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Responsibilities

Sales Execution

• Engages in conversations with customers aligned to their industry to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals. Initiates conversations with customers on digital transformation in one or more solution areas, in collaboration with partners and services. Creates guiding examples of 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 technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Proposes prioritized solutions that align with customers' needs. Articulates the business value of proposed solutions.
• Proactively builds external stakeholders' mapping. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business.
• Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches junior team members in deal plan execution. 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. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Contributes to developing partner strategies to address gaps in partner capabilities.
• Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners (e.g., Enterprise Operating Unit). Navigates the MSFT organization to bring the best impact to the customer.

Technical Expertise

• Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft.
• 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).
• Collaborates with the 'compete' global black belts (GBB) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal. Holistic value of MSFT platform versus single-point solution that positions MSFT favorably against competitors.

Sales Excellence

• Collaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.
• Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.
• Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for accounts in the assigned territory.
• 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 end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.

Qualifications

• 5+ years of technology-related sales or account management experience
• Bachelor's Degree OR Master's Degree in Computer Science, Information Technology, Business Administration, or related field
• 4+ years of solution or services sales experience.

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As a Security Technical Specialist, you will work within a virtual team of sales, technical, partner and consulting resources to enhance the team capabilities for extended detection and response (XDR), zero trust and cloud security. Being part of this team will allow you to strengthen both your consultative selling skills as well as your deep technical expertise across Microsoft and non-Microsoft cloud-based security solutions, architectures, programs, and technologies. You will make impact by helping clients secure their organizations. 

Responsibilities

• Scale Customer Engagements: Remediates blockers; leads and ensures technical wins for Microsoft Security and adjacent technologies. Engages with and reaches out to customers proactively and independently; builds credibility with customers as a trusted advisor for Microsoft Security; and searches for and uses Microsoft Security customer references.
• Scale Through Partners: Engages in partner sell-with scenarios and supports partner technical capacity.
• Build Strategy: Contributes to Microsoft Security strategy development, shapes strategic win plan and tailors Microsoft messaging to audience for security opportunities. Enhances team capabilities for extended detection and response (XDR), zero trust and cloud security and develops compete strategies for Microsoft Security for assigned customers.
• Solution Design & Proof: Demonstrates and oversees demonstrations, presents and applies architecture patterns, proves capabilities and integration into customer environment, and drives cross-workload support for Microsoft solutions for security. Coaches team in addressing customer digital transformation and leveraging insights to align new or changing technology to customer security needs.
• Education: Builds their own readiness plan and grows extended detection and response (XDR), zero trust and cloud security  space domain knowledge and practices expertise. Acts as a mentor for Microsoft Security, its integration with other Microsoft products & services, and Microsoft Security solutions generally; and increases internal virtual teams' understanding of extended detection and response (XDR), zero trust and cloud security  space solutions and new opportunities. 

Qualifications

• 3+ years of technical pre-sales or technical consulting experience 
• Bachelor's degree or Master's degree in Computer Science, Information Technology, or related field
• 6+ years of technical pre-sales or technical consulting experience