Business Applications Sales Specialist - Local Government (Northern based Accounts)

Job Description

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centred on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to ‘lean in’ and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. 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 a double-digit growth cloud business? Microsoft Business Applications cloud is recognized by analysts as a leader in the CRM, ERP and Low Code application platform space. Trusted by global businesses and Government organisations as their platform of choice, Microsoft Business Applications uniquely enables customers to optimize their operations, engage their customers, empower their people and transform their services. It’s a new Ai and Agentic data-driven world, and Microsoft is the only platform in the industry built from the ground up with Gen AI, data and intelligence at the centre.

Microsoft Dynamics 365 is a powerful suite of AI powered intelligent business applications across Service, Sales, Customer Experience, Contact Centre as a Service (CCaaS), Marketing, Finance, HR and Supply Chain. Dynamics 365 enables organisations to transform and drive a customer centric approach to enhance productivity, drive efficiency, streamline business processes, improve decision making, increase customer engagement, reduce complexity and cost.

We are looking for a Business Applications Sales Specialist for Public Sector who can drive growth of Microsoft’s Dynamics 365 and Power Platform across Local Government (Northern based Accounts). As a Business Applications Sales Specialist, you will be an industry-aligned, outcome-driven business process transformation enabler and salesperson within the Microsoft specialist sales organization. You will work with our most important Government customers, helping them with their end-to-end business transformation; envisioning solutions and mapping capabilities with associated business value to business decision maker persona pains/needs. You will execute with excellence on the entire sales process; owning and orchestrating a virtual pursuit team of technically intense workload (solution) experts including presales, co-sell partners, and Independent Software Vendors to provide customers with solutions aligned to their end-to-end business transformation enabled by the Microsoft Business Applications’ portfolio. You will use the Microsoft MCAPS sales methodology to enable customer digital transformation journey focusing on the business value and outcomes from Microsoft Business Application solutions, resulting in the following key customer benefits:

• Create impact faster: Deliver impact in less time by quickly positioning solutions, or augmenting existing ones, to enable teams to accelerate business results and increase time to value.
• Break through barriers: Take 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.

Responsibilities

The Sales Specialist - Business Applications is an accomplished and experienced solution seller with a proven track record of driving Business Application-led (ERP/CRM/CCaaS/Low Code solutions) complex digital transformation in large enterprise accounts with experience running multi-million-dollar pursuits.

• Build Pipe in alignment with Account Teams & Cross-Solution Areas - Build pipe by leading with industry, using digital signals & insights to prospect, network, identify, engage & nurture with right BDMs, align & gain account team commitment, plug into cross solution sales motions.
• Envision Industry-aligned Customer-Centric Solutions with Business Value Insights-Discover and envision industry-based solutions with business value insights working with a pursuit team of technically intense workload experts and partners resources to quantify and qualify end-to-end connected solution use cases expanding opportunity value across line of business BDMs.
• Engage with Partner(s) - Leverage and scale through aligning early with priority co-sell partners and ISVs.
• Develop Close Plan & Secure Customer Agreement to Envisioned Solution-Gain customer agreement by successfully presenting the business case for change, aligning business pains with envisioned solution and associated business value.
• Orchestrate Solution Design & Calculate/Present Business value - Orchestrate, bringing clarity to pursuit team to ensure designed solution(s) maps to envisioned solution and business value. Ensure design has an end-to-end view, building opportunities for future expansion of interconnected business processes after initial sale.
• Negotiate with Proposals Mapped to Business Value-Create compelling board-level presentations with proposals aligned to customer transformation plan mapped to business value impact. Deal crafting and negotiating using Give Gets/Balance of Trade and other resources. Engage Microsoft executives when required to expedite close and resolve stale mate/in action.
• Commitment for Customer Success - Throughout the sales process and after closure ensure successful hand off to customer success teams with a clearly documented deployment plan.

Qualifications

• Enterprise SaaS sales experience
• Business Process Transformation Expert - Has deep understanding of challenges and opportunities in an industry and can envision solutions mapped to business value to address customer persona business needs and pains.
• Expert Business Decision Maker Conversationalist, Digital First Seller -Identifies the right Business Decision Makers (BDMs) and builds relationships using social selling best practices, leverages other teams in Microsoft and their relationships.
• Expertise in Industry and solutions in Local Government with connected use cases to achieve trusted advisor role with BDMs & customer personas.
• World Class Orchestrator-Complex, multi-thread team leader; influences for impact, leads, manages & drives shared vision and execution across virtual teams and partners.
• Industry-based Solutioning Expert - Expert in an industry and has knowledge and skills to envision solutions solving BDM persona pains with connected use cases.
• Business Outcome Seller - Expert ability to quantify business value and return on investment for solution capabilities addressing customer persona needs/pains.
• Expert in Differentiating Solution Offering - Expert understanding and positioning of proposed solution(s) against competition, macro-level thinker that can articulate and present the power of the Microsoft Cloud and differentiated benefits for customer.

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.