EMEA Sales Specialist - Business Applications (GBB)

Job Description

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 up 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 to drive business transformation.

The Business Applications Global Black Belt (GBB) teams are sellers with a passion to help customers digitally transform the way in which their business runs, driving new levels of profitability for their organization. As a Business Applications Sales Specialist on our Global Black Belt Team, you will be an industry-aligned, outcome-driven sales expert. Working with our most important customers, you will help them with their end-to-end business transformation needs by envisioning solutions and associated business value to existing pains points and needs. You will execute the sales process, from validating opportunities, to pitching transformative solutions, to landing market-making wins with customer reference examples. You will own the orchestration of a virtual pursuit team of technical (solution) experts including presales, co-sell partners, and Independent Software Vendors. You will provide customers with new and emerging solutions aligned to their business needs within the Microsoft Business Applications’ portfolio of offerings through our defined sales method. You will establish yourself as an expert resource to internal peers and teammates to help document win and loss patterns, provide feedback to Marketing and Product groups, and new best practices in community forums.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

We can only consider candidates that currently live in the United Kingdom.

Responsibilities

The reinvention of business process represents a bold bet for Microsoft in accelerating our growth in commercial cloud services. The mission of Dynamics 365 is to help each customer to digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs to drive new levels of profitability for their organization.

The Global Black Belt Specialist is the most senior and accomplished solution sales leader with a proven track record of driving complex digital transformation in Fortune 500 and key enterprise accounts that have the highest potential and strategic value.

The Global Black Belt Specialist is the most senior industry subject matter expert, business process and functional expert who engages to coach and enable field sales and pre-sales on top deals with industry domain expertise. Specifically, these individuals will have deep competency in one or more of the following industries: Retail Consumer Goods, Healthcare & Life Sciences, Public Sector, and one or more of the following categories: Customer Experience, Service, Finance, Supply Chain and/or Low Code. Along with winning the pursuit, knowledge and skills transfer on every deal is the goal.

The Global Black Belt Specialist leverages advanced business transformation skills and their extensive network of customer and industry relationships to consistently exceed quota with multimillion dollar wins as well as building strong foundation using “first of its kind” wins that we can replicate across our markets.

Responsibilities:

• Lead Retail Consumer Goods, Healthcare & Life Sciences, Public Sector Market Making deals across EMEA by driving the largest Biz Apps opportunities across the region and Scale by creating v-team and communities.
• Discover, assess, evaluate, and challenge strategic customer objectives by translating them into digital transformation opportunities.
• Develops Solution Strategy mapping win themes to business value for Biz Apps Workloads.
• Understands revenue sweet spots and repeatable solution maps by industry. Solution recommendations also include 3rd party ISVs where product gaps exist.
• As a GBB Specialist, you will also facilitate executive Business Development Discovery workshop alongside the Business Value Assessment and Technical team.
• Build industry value proposition using new functionalities and capabilities (e.g Co-Pilot) and top ISVs.

The successful candidate must demonstrate a commitment to achieving overall revenue targets and solution positioning. The successful candidate must also engage with partners in the strategy, solution, proof and closing stages of a sales cycle. Candidates with the ability to succeed in this role will display the following attributes: Excellent sales, communication, negotiation, problem solving and organizational skills; understanding of Microsoft’s strategic direction; ability to develop successful compete strategies, deliver effective presentations; ability to engage with a wide range of audiences from end user to senior management, and a thorough understanding of a business applications sales cycle.

Qualifications

Required/Minimum Qualifications

• Strong and proven technology-related sales or account management experience
  • OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field
    • AND proven technology-related sales or account management experience

Additional Qualifications

• Strong and proven technology-related sales or account management experience
  • OR Bachelor's Degree in Information Technology, or related field
    • AND demonstrated technology-related sales or account management experience
  • OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field
    • AND strong and proven technology-related sales or account management experience. Proven solution or services sales experience.

Preferred Qualifications

• Experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications to large enterprise accounts exceeding sales targets.
• Ability to sell end-to-end business transformation solutions across business units within enterprise accounts.
• Leading/orchestrating sales processes across account and opportunity planning, customer evaluation plans and framework, and sophisticated business case discussions.
• Deal crafting, negotiating terms and contracts for multimillion-dollar digital transformation initiatives.
• Strong track record and history of carrying and exceeding an enterprise account sales quota.
• Deep Understanding of:
  • Business solutions, specifically: Marketing Automation, Sales Automation, Relationship Sales, Customer Service, Field Service, and Low Code offerings.
  • Expert understanding and experience selling into one of the following industries: Retail Consumer Goods, Healthcare & Life Sciences, Public Sector.
  • Broad understanding of commercial cloud offerings, ideally including Microsoft’s cloud platform, as well as competitors and related ecosystems. Security, regulatory and compliance needs of global customers.
• Desired Skills:
  • Design Thinking and Solution Envisioning.
  • Strong presentation, white-boarding and communication. Passion and commitment for customer success.
  • Ability to maintain a high level of productivity, manage multiple competing priorities and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment.
  • Organizational agility, able to coordinate stakeholders like Marketing, Engineering, Licensing, Legal, Executives etc. Problem solver and ability to work in rapidly changing environment effectively managing ambiguity.

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.