Solution Area Sales Specialist, Business Applications (UK)

Job Description

The SMC Corporate team helps mid-market businesses achieve their digital transformation goals by matching customer challenges with Microsoft solutions. As a specialist, you will help our customers across industries, company sizes, and territories to identify their needs and opportunities.

At the core, our Business Applications Sales Executives are sales hunters that work alongside our customers to help improve their businesses through Dynamics 365, Power Platform, and Dynamics 365 Copilot.

Embracing a challenger mindset, the successful candidate engages new customers through prospecting, qualifying, leading, orchestrating, and closing opportunities that produce transformative business outcomes. The Specialist works with the broader Microsoft team and with our prioritised partners to identify new opportunities in the territory to build and drive the opportunities to closure.

The Sales Executive is a seller that requires a solid understanding of CRM, ERP Enterprise Software solutions, and the capabilities of Microsoft Copilot. You will lead a virtual team of technical, partner, and consulting resources to advance the sales process and achieve/exceed solution sales and usage/consumption targets for related workloads in your assigned accounts. You will help customers evaluate their applications, recommend solutions that meet their requirements, remove roadblocks to deployment, and drive customer satisfaction.

The reinvention of business processes represents a significant bet for Microsoft in accelerating our growth in commercial cloud services. The mission of Business Applications is to help our customers digitally transform their businesses to drive innovation with 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 organisation.

Microsoft is on a mission to empower every person and every organisation 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. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

Responsibilities

• Secure strategic new business wins for Microsoft: Business Applications workloads in territory, and maximize up-sell and cross-sell opportunities collaborating with Partner resources to present Microsoft’s value propositions that align to customer’s business objectives and IT initiatives
• Develop and maintain a Territory Plan with your stakeholders that demonstrates knowledge of your territory, prioritizes investments in time and effort, and leverages your virtual team to exceed the goals and objectives of the business.
• Work with the co-sell prioritized partners for the focus industries of your territory to jointly drive the sales cycle
• Maintain a healthy balanced and predictable pipeline: Continually assess the pipeline for any deal that will not produce the high-yield result anticipated. Set up and manage a regular rhythm for pipeline reviews with key members of the sales team. Prepare and deliver accurate forecast and pipeline reports. Develop Strategic Opportunity Sales Plans for `must-win’ deals.
• Discover, assess, evaluate, and challenge strategic customer objectives by translating them into digital transformation opportunities that leverage Microsoft Dynamics 365 and Power Platform
• Address key change scenarios with quantifiable business value outcomes and justification
• Be a disciplined operator by maintaining a rolling pipeline, keeping it current and in accurate stages. Leverage marketing insights, partners, and your relationship network to build pipeline
• Own and deliver on revenue targets for Dynamics 365 and Power Platform for your territories
• Contribute to the development of Microsoft’s World Class Sales Organization: Be committed to learning the customer’s business and your professional growth. Develop a working knowledge of Microsoft’s transformation and leverage all training resources

Core Accountabilities:

• New cloud customer acquisition revenue
• Dynamics 365 Customer Engagement, Finance & Operations (F&O), Copilot Premium and Power Platform revenue in a targeted sales territory

Uncover, engage, and close large cloud opportunities in corporate segment sales territory for Business Applications/Dynamics 365, while articulating the Microsoft Value Proposition for our entire cloud strategy

Qualifications

Required Qualifications:

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

• Extensive experience on solution software-as-a-service sales for CRM, Power Apps or similar business applications
• Developing demand and prospecting for business processes digital transformation opportunities in Corporate accounts
• Driving and leading sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions

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.