Overview
The Business Applications Sales Executive in the Americas Global Black Belt (GBB) team will work with multiple account teams to progress, grow, and close the most strategic and complex CRM/Service/Low-Code/Automation/Conversational AI pursuits. This role will align to the government industry. They will do this by determining sales strategy, win themes, differentiated business value, and delivering customer presentations. This role will also develop and deliver demand generation approaches designed to uncover net new Business Application sales opportunities for strategic customers within the Americas and operating as part of a global team. To be successful in role, the candidate will need to collaborate with a large sales team (account sales and technical sales teams, product teams, and consulting partners) to deliver on a sales strategy, customer presentations, workshops, and demos.
The successful candidate must demonstrate deal orchestration and thought leadership across the extended sales team and engage with partners in the strategy, solution, proof and closing stages of a given 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; solution positioning and understanding of Microsoft's strategic direction; ability to develop successful compete strategies and deliver effective presentations; ability to engage with a wide range of audiences from end user to senior management, ability to develop C-suite relationships, strategic deal orchestration, commitment to achieving overall revenue targets, and a thorough understanding of a conversational AI, business applications and/or low-code sales cycle.
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.
Responsibilities
End to end business and technical leadership (~70% of the role) will be focused on:
Leading selected strategic and complex, cross category sales opportunities and customer engagements in partnership with the Area sales teams - with the focus on AI Business Process (Business Applications) transformation deals and customer engagements (including Finance & Operations and Supply Chain, connected to the broader AI Business solutions portfolio, value propositions and sales plays)
Driving scalable coaching with the Area sales teams to diversify the sales plays from mainstream to more advanced scenarios leading to future expansion with the focus on a "challenger mentality" by inspiring field sellers to engage early and lead with new insights on how to grow the customers' business.
Role modelling BDM engagement with Business Applications sales plays and identifying insights and learnings to make recommendations for scaling motions to broader field and partners.
Identifying market trends and in-depth customer insights for optimization and development of the Business Applications sales programs and value propositions
Continuously find new opportunities to increase our sales teams' capability and fluency with solution selling and Industry Business value conversations, sharing best practices and contributing to the development of future readiness programs
Championing the customer asks, blockers (sales and technical) and escalations to progress deals faster into closure working closely with Leadership in Engineering, Marketing, Partners, and Customer Success.
Contributing to the Time-zone strategic and operational plan reactively or proactively, subject to specific Area and Time-zone needs.
Solution area strategy and growth (~30% of the role) will be focused on:
Driving programmatically selected motions and/or strategic focus areas in partnership with the corporate and field stakeholders for positive business impact in the chosen Areas (this will involve initiatives in Compete and other Strategic Programs and sales motion to advance AI ERP category health
Contributing to solution area future growth planning regarding sales motions and value proposition design with strong Time-zone point of view with consolidated feedback, learnings, and insights
Leading best practice sharing across Areas, Time-zones, and communities to multiply the business impact in selected solutions or motions.
Influencing stakeholders to keep AI Business Process solutions high in the senior leadership agenda in the Time-zone and Areas, supporting executive customer conversation by showcasing relevant solutions/sales plays and gaining mindshare.
Qualifications
Required Qualifications:
Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 6+ years experience in technology-related sales or account management
OR equivalent experience.
Other Requirements:
Microsoft is unable to sponsor a work visa for this role due to the nature of the role's job duties.
Preferred Qualifications:
Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 8+ years experience in technology-related sales or account management
OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technology-related sales or account management
OR equivalent experience.
6 years services sales or account management experience.
7+ years of selling business applications, automation, or conversational AI technologies.
Experience selling to the C-Suite and understanding market opportunity in enterprise customers.
Demonstrated thought leadership on differentiated value to customer needs.
Demonstrated excellence in driving and leading a sales process across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.
Proven skills in analysis, storytelling, presentation, demonstration, requirements mapping and collaboration.
Carrying and exceeding sales quotas by driving and closing enterprise opportunities.
Demonstrated passion and commitment for customer success.
Ability to travel.
Ability to influence and coach other selling professionals and account teams; working through others to drive success.
Self-starter with strong time management skills - able 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.
Experience selling Dynamics 365, Copilot Studio, and Power Platform.
Solid analytical skills to support business decisions and priorities.
Experience selling into the State and Local Government Industry is a plus.
Experience working within the Partner Ecosystem for Dynamics is a plus.
Design Thinking and Solution Envisioning is a plus.
Solution Area Specialists IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations. (https://careers.microsoft.com/v2/global/en/accessibility.html)
