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The Business Applications Sales Executive is an accomplished and experienced solution seller with a proven track record of driving Business Application-led (ERP/CRM solutions) complex digital transformation in large enterprise accounts with experience running multi-million-dollar pursuits.
To excel in the Business Applications Sales Executive role, you must have the following traits and abilities:
- Business Process Transformation Expert - Has deep understanding of challenges and opportunities in an industry and can envision solutions mapped with business value to address customer persona business needs and pains.
- Expert Business Decision Maker Conversationalist, Digital First Seller - Identifies the right BDMs and builds relationships using social selling best practices, leverages other organizations in Microsoft and their relationships. Expertise in Industry and solutions with connected use cases to achieve trusted advisor role with BDMs & customer personas.
- World Class Orchestrator- Complex, multi-thread Project Manager, 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 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.
- World Class Deal Crafter & Negotiator- Exceptional deal crafter with capability to map business value to customer proposals. Employs world class negotiating techniques to close business.
- Senior Executive C-Suite Level Presenter- Expert communicator with world class skills in effective presentation skills to executive and board level BDMs.
Responsibilities
Job Responsibilities:
- 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 sales closure ensure successful handoff to customer success teams with a clearly documented deployment plan.
Qualifications
Requirements:
5+ years of technology-related sales or account management experience
OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience.
3+ years of experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications to large enterprise accounts exceeding sales targets.
Additional Qualifications:
3-5 years+ of experience 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.
US Citizenship: The successful candidate must be a U.S. Citizen. Citizenship Verification: This position requires verification of US Citizenship to meet federal government security requirements.
Cloud Screening: Candidates must be able to successfully complete and pass a Microsoft Cloud background screening. Required Cloud Screenings will be administered on a recurring bi-annual basis.
Candidates selected for this position must comply with Federal Executive Order 14042 mandating that federal contractors and subcontractors receive the COVID-19 vaccine by being fully vaccinated before their date of hire, or work with Microsoft to receive an approved religious or medical accommodation
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .
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