Enterprise Senior Sales - Business Applications / CRM, ERP & Low Code (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 (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: 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.

This role seels to the Public Sector - Health, Government, Pharma, etc.

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.

Please note that we can consider applications for candidates that currently live in Europe.

Responsibilities

• Sales Execution: You will drive intentional customer conversations witch C-Level customer stakeholders and develop transformational propositions with customers, developing strategies for building & closing complex, multi-solution-area opportunities.
• Scaling and Collaboration: You will collaborate GPS and identify new partners, as well as working with Microsoft specialty sales & customer success peers on critical cloud attach motions, coaching and influencing team members to bring impactful insights to customers.
• Business Value Assessment:
  1. Work with BVM COE to develop Strategic BVIs in Key Customers to create new Opportunities and potential Connected Use Cases by Industry.
  2. Facilitate BVA connected to Solution portfolio and commercials in all opportunities with Customer that need a full Compelling Business Case.
  3. Co-create the competencies and capabilities within the GBB industry sales and value pod teams. Coach other pod members to help them build the capabilities, competences and confidence to realize outcomes. (e.g. Sales Executives: Value coach Sales Executives: Industry on BVIs, BVAs or deal-crafting and Sales Executives: Industry coach Sales Executives: Value on MCEM, deal execution and pipeline and sales forecast management).
• Sales Excellence: Driving the sales cycle from lead qualification through to deal closure you will successfully close deals, leading complex deal planning and orchestrating deal teams, executing with excellence per required selling methods and process.

Qualifications

Required/Minimum Qualifications:

• Bachelor's degree in Computer Science, Information Technology, Business Administration, or related field AND Proven technology-related sales or account management experience
  • OR Proven technology-related sales or account management experience.

Additional or Preferred Qualifications:

Preferred Qualifications

• Master's degree in Business Administration (i.e., MBA), Information Technology, or related field AND proven technology-related sales or account management experience OR Bachelor's degree in Information Technology, or related field AND 8+ years of technology-related sales or account management experience OR strong and proven technology-related sales or account management experience.
• Experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications to large enterprise accounts exceeding sales targets.
• Developing demand and pipe by building BDM networking, assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios and an ability to measure and present incremental and new economic value from solutions proposed.
• Ability to sell solutions with connected end-to-end business transformation across business units within enterprise accounts.
• Leading/orchestrating sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.
• Deal crafting, negotiating terms and contracts for multimillion-dollar digital transformation initiatives.
• Disciplined operator with demonstrated accuracy in forecasting business and maintaining pipeline hygiene.
• Strong track record and history of carrying and exceeding an enterprise account sales quota.

Deep Understanding of:

• Business solutions, specifically CRM and/or ERP applications including one or more of: Marketing Automation, Sales Automation, Relationship Sales, Customer Service, Field Service, Finance, Supply Chain Management and Commerce and how they translate into business impact.
• Expert understanding experience selling into one of the following industries: Public Sector - Health, Government, Pharma, etc.
• Broad understanding of commercial cloud offerings, ideally including Microsoft’s cloud platform, as well as competitors and related ecosystems.
• The 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.