Solution Sales Area Specialist

The reinvention of business processes and technology is a growth engine for Microsoft cloud services. The mission of Microsoft AI Business Process team is to help our customers 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 in the rapidly evolving Digital Age.

As a Sales Specialist for Microsoft AI Business Process and Dynamics 365 solutions, you will help organizations transform their business processes and technology to adapt and thrive in today’s data-driven Digital Age. You will form strong relationships with C-Suite executives and Business Decision Makers from our top customers and help them solve their business challenges through long-term, consultative partnerships. You will help them achieve their business goals by bringing industry-relevant business value insights and leading solutions to enable their end-to-end business transformations. You will organize and lead the entire sales process, from account planning to closing the sale. You will also be responsible for delivering the One Microsoft narrative, competitive differentiation, customer centric pitch, value proposition and compelling proposals with commercial options. You will be part of a dedicated sales community supported by your adjoining account teammates and support teams.

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**:
The following are the primary responsibilities of the AI Business Process Sales Executive:

- Partner with and lead Account Planning Team on Account Plan for Business Applications opportunities, including decision maker identification and solution play selection.
- Establish and build C-Suite and Business Decision Maker (BDM) relationships as an industry aligned Business Applications solution expert.
- Build & maintain the required range of qualified pipeline coverage bi-quarterly through digital-first seller tools
- Deliver the One Microsoft narrative and solution pitches to C-Suite executives and Business Decision Makers.
- Orchestrate business value + technical solution demos to align with the customers’ desired business outcomes and solution requirements.
- Manage long-term contract renewals with existing accounts to ensure long-term satisfaction and successes.

Actively and regularly engage in sales community calls/channels and share learnings and best practices

**Qualifications**:

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

Experience:
- Proven track record in technology-related sales or account management experience
- Developing pipeline through BDM networking, assessing strategic customer objectives, digital transformation opportunity discovery, and an ability to measure and present incremental and new economic value from solutions proposed.
- Ability to sell connected end-to-end business transformation solutions across business units within accounts.
- Leading/orchestrating sales processes across account planning, opportunity planning, customer decision frameworks, evaluation plans and sophisticated business case discussions.
- Deal crafting, negotiating terms and contracts for multimillion-dollar digital transformation initiatives.
- Demonstrated accuracy in forecasting business and maintaining pipeline hygiene.
- Strong track record and history of exceeding sales quota.