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About the Job
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 to achieve our mission.
The Small, Medium, and Corporate team helps businesses achieve their digital transformation goals by matching customer challenges with Microsoft solutions. Located in either a Digital Sales center, or a local subsidiary, you will help our managed customers across industries, company sizes and territories to identify their needs and opportunities using the latest in digital selling technology. One of the fastest growing customer segments in the industry, you will help customers get to the Microsoft Cloud across solution areas like Modern Work, Business Applications, Applications and Infrastructure, Data and AI, and Security.
As an Azure Apps & Infrastructure Specialist, you are a business leader with technical expertise working with our most important managed customers. You will lead a virtual team of sales, technical, and services resources to help customers realize digital transformation through cloud computing achieve/exceed quarterly Azure Apps & Infrastructure consumption targets for related workloads in your assigned accounts. You possess both a high EQ with executive presence, able to engage with senior decision makers to uncover digital transformation initiatives, and a passion to learning how Azure cloud services can deliver digital transformation. You will develop and maintain an Azure Infrastructure and application migration expertise, able to identify projects, build a compelling business case, and drive the consumption project to production. You will build and maintain relationships with customers, influence long-term strategic direction and act as a trusted advisor driving engagement at the CXO level with technology decision makers. You will help customers evaluate their cloud strategy, determine approaches to application and data migration and modernization, and recommend solutions that meet their requirements.
Accountable for driving new engagements by delivering Azure competitive positioning for Azure Apps & Infrastructure workloads. Position Security, Data, Apps and Support unique competitive edge
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.
Generate and maintain a qualified consumption engagement pipeline by executing against territory plans and the FY22 sales priorities, leveraging key Azure programs to accelerate project wins (AMMP, ESI, FTA)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.
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
Maximize new Azure customer acquisition in your territory working closely with DSRs and partners to land new workload wins and apply RACA practices for sustainable growth
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.
Proactively deliver solution demonstrations, Whiteboarding, etc. of Azure Apps & Infrastructure platform and services to gain customer commitment through an MVP (Minimum Viable Product) and Business Case
Work closely with your territory aligned DSR, CSA an CE teams toto support delivery of technical proof required to win the technical decision and commercial ROI to secure new business
Leverage Customer Skilling Programs (VTD, CSC, ESI, OpenHacks , CSA-Led Workshops) to educate customers on Azure Capability & uncover new opp.
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.
Embody our culture and values
7+ years of technology-related sales or account management experience
6+ years of Azure Apps & Infrastructure solution sales experience
Bachelor's Degree in Information Technology
About the Job
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.
Are you ready to join and lead a double-digit growth cloud business? Microsoft Business Applications cloud is recognized by analysts as a leader in the CRM, ERP and application platform space. Trusted by global businesses as their platform of choice, Microsoft Business Applications uniquely enables customers to optimize their operations, engage their customers, empower their people and transform their products. It’s a new data-driven world, and Microsoft is the only platform in the industry built from the ground with data and intelligence at the center. Microsoft Business Application solutions include virtually unlimited data sources from customers’ applications including legacy, first and third-party, vendor, customer and many more. This unified approach to data and intelligence enables customers to make informed proactive business decisions with deep insights powered by AI and industry-leading analytics (Power BI) resulting in the following key customer benefits:
Create impact faster: Deliver more impact in less time by quickly deploying solutions, or augmenting existing ones, to enable teams to accelerate business results and increase time to value.
Break through barriers: Taking a data-first approach with unified data that leverages Microsoft AI to deliver insights & actions that help create better customer experiences.
Adapt to anything: agility to react and respond to new business priorities, market conditions and customer opportunities with rapidly deployable solutions.
Innovate everywhere: Solve problems with powerful solutions only possible with the Microsoft Cloud enabling interoperable solutions across multiple lines of business.
As a Business Applications Sales Specialist Manager – you will recruit, hire and retain diverse world class industry-aligned and outcome-driven business process transformation sellers within the Microsoft sales organization. Working with our most important customers you will help them with their end-to-end business transformation needs by envisioning solutions and mapping capabilities with associated business value to business decision maker persona pains/needs. You will model the team by setting the tone on leadership & Microsoft culture and values, act with integrity and be accountable to deliver business results with high levels of sales discipline and business forecast accuracy, remove blockers & bring execution clarity to the team on overachieving business goals. You will coach the team by clearly defining strategy, team objectives and outcomes, bringing clarity out of ambiguity, helping the team learn and adapt to ever-changing product innovation and customer business transformation needs.
By making team readiness a priority and coaching them to take all required readiness you will empower your team to be highly successful and productive as they work across organizational boundaries within Microsoft and the partner & independent software vendor channel. You will care for your team by being inclusive, without bias, knowing each individual’s capabilities and career aspirations and invest in the growth of your team.
As a Business Application Sales Specialist Manager, you are a strategic thinker and purposeful planner who accelerates business by building ambitious sales plans to capitalize on transformational shifts occurring in the marketplace. You will be a market-influencer able to leverage a strong and active Business Decision Maker network and challenge your team of sellers with insights and perspectives that empower them to adopt new practices, think differently and accelerate business growth. You are disciplined in business management, have experience in business rhythms, managing up and down the hierarchical chains and have experience in modelling, coaching and caring for a team of high performing outcome-driven business process transformation sellers who thrive and succeed in a complex solution selling world. You have experience working across organizational boundaries, both internal and external, forging relationships with a shared vision of success.
To excel in the Business Applications Sales Specialist manager role, you must have the following key traits and abilities:
Diverse team-builder, creating an open and trusting environment where people can thrive and possess a sincere interest in the wellbeing, aspirations, growth, and success of others.
Role model of culture, values, integrity, and leadership protecting individuals and the company, helping the team and others develop a sense of shared purpose through a deep understanding of the broader company context, objectives, and opportunities while creating an environment of empowerment that enables others to succeed and thrive.
Develops a high-performing team by hiring diverse talent, prioritizing people development, leading by example and preparing people for more senior positions within the organization.
Develops teams’ Solution Sales skills to deliver the business outcomes of the broader Business Applications platform in an ever-changing landscape of customer transformation needs and solution innovation.
Coaches sellers with a “challenger mentality” by prompting them to proactively lead with customer-relevant insights on how to grow and transform their business.
Ensuring your team and its members are recognized and rewarded for their success across both local sales and corporate organizations.
Proactive leader who is agile embracing mistakes and setbacks, is course correcting, prepared for worst-case scenarios and uses discomfort and ambiguity as a catalyst for strategic thinking bringing clarity to the team.
Purposeful Planner & Executor
Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.
Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.
Lead sellers to overachieve sales targets
Lead and manage sellers to drive Business Applications objectives to overachieve revenue, customer add targets, customer satisfaction and scorecard metrics.
Ensures orchestration among sales team and others engaging with the customer (e.g. partners, services, Engineering support, etc.)
Ensures pipeline hygiene and discipline, delivers on forecast with high level of fidelity and accuracy
Drives new business opportunities to achieve targets positively contributing to subsidiary scorecard metrics
Achieve and maintain high levels of operational excellence. Ensure appropriate four-quarter qualified pipeline in place by workload/solution.
Lead from the front, personally engaging at CxO level to support and coach teams on opportunity discovery and acceleration.
Lead sellers to drive end-to-end business solutions that solve customer problems, deliver tangible value, increasing and average deal sizes YoY and customer and partner satisfaction.
Embody our culture and values
Extensive experience leading multi-million-dollar business application deals requiring orchestration of large, dispersed, virtual teams composed of industry, solution, technical, licensing & legal team members.
Leading, managing, and coaching sales teams to overperform against targets.
Selling CRM, ERP, or similar business applications.
Selling software-as-a-service or cloud-based business applications to enterprise customers.
Identifying unique and complex business challenges and solutions.
Carrying and exceeding a large sales quota by driving and closing enterprise deals.
Demonstrated sales and sales management experience in Enterprise sales.
Work closely with the customer success organization and deployment team to ensure solid implementation plans are in place aligning to the customer’s business objectives resulting in the successful consumption of cloud services sold.
Deep understanding of:
Business solutions, ERP & CRM and how they translate into business impact.
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.).
Expert understanding and selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government.
The security, regulatory and compliance needs of global customers.
Fully leverage the synergy effect by co-selling with our partners and independent software vendors to proactively identify and engage early in the sales process, combining Microsoft technology with partner expertise and intellectual property to grow and accelerate deals delivering optimum customer value.
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.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
Develop relationships with customer, CxO level Business and Technical Decision Makers, with a primary focus on CISOs. Lead security and compliance solution sales scenarios through understanding the customer’s long and short-term strategy, the industry, and the competition.
Own the development, creation and updating of the account security plan, aligning with the overall account plan strategy.
Responsible for security deals orchestration, deal structure, developing value based propositions, crafting and selling solutions mapped to customer business outcomes.
Where appropriate deliver scenario based product demos
Develop and lead pursuit strategies including precise opportunity close plans working closely with the local Account and Specialists Teams.
Ensure opportunities are accurately qualified and mapped to customer budget cycle, aligned with Account Teams
Orchestrate both Customer and Microsoft key resources in a virtual team environment to define solution vision and achieve desired business outcomes.
Manage the overall Security opportunity deal governance working with the customer’s CISO/Security team and the Microsoft local Account and Specialist Teams.
Multiple years of recognized and rewarded experience selling enterprise security business solutions to large/global enterprise customers.
Proven record of effective account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation.
Demonstrated experience and expertise selling to senior business leaders, especially CISO, by aligning & reinforcing the value of cybersecurity solution to the customer’s overall business pain and/or strategic opportunities and decision criteria.
Solid understanding of Microsoft Cloud offerings and/or complementing solutions. The position requires the ability to articulate and present the business value of Microsoft's solutions and have a firm understanding of Microsoft's strategies, together with security and compliance offerings relative to major Microsoft competitors.
Excellent knowledge of enterprise software security solutions and platform competitor landscape. Including specific knowledge in key security domains across the entire customer environment, like Identity and Access Management, Threat Protection, Information Protection.
Good understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
Ability to orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence, and integration skills, working with the Account Teams as well as Marketing teams to develop demand generation.
Candidates must have field-based knowledge of competing and winning against solutions and technologies from competitors.
The candidate must be confident and capable of delivering readiness to sales audiences and be able to represent the Cybersecurity solution sales business locally inside and outside of Microsoft, as well as be able to speak as a subject matter expert (SME) at industry or customer events
Bachelor’s Degree or equivalent work experience required
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