Business Applications Sales Specialist
Overview
The mission of Microsoft Business Applications 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.
As a Business Applications Sales Specialist focused on the Low Code category, you will be a transformation leader within the sales organization. You will form strong relationships with C-Suite executives, IT leaders and Business Decision Makers from our top customers, help them achieve their goals by bringing business value insights and envisioning solutions that accelerate innovation. You will be part of a dedicated sales community supported by Account teams, Marketing, Technical Specialists, Engineering and Customer Success teams that enable you to drive enterprise-wide adoption of Power Platform. You will lead the solution sales process and bring experts, partners, and other resources to ensure a successful customer outcome. You will deliver the One Microsoft narrative, competitive differentiation, customer centric pitch, value proposition and compelling proposals with commercial options. You will be responsible for generating qualified pipeline and achieving the revenue targets by executing the Microsoft sales methodology and sales best practices. This role is flexible in that you can work [up to 100%] from home.
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.
Qualifications
Required/Minimum Qualifications
- 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.
Additional or Preferred Qualifications (PQs)
- 7+ years of technology-related sales or account management experience.
- 3 to 5 years of experience:
- Experience with selling software-as-a-service, cloud-based solutions to large enterprise accounts and 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, history of carrying and exceeding an enterprise account sales quota.
- Deep Understanding of:
- Low Code development, workflow, and robotic process automation technologies.
- Expert understanding and 1 - 2 years' experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government.
- Broad understanding of commercial cloud offerings, ideally including Microsoft's cloud platform, including competitors and related ecosystems. The security, regulatory and compliance needs of global customers.
- Desired Skills:
- Design Thinking and Solution Envisioning
- Ability to maintain a high level of productivity, manage multiple competing priorities, 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, ability to work in a rapidly changing environment.
Solution Area Specialists IC4 - The typical base pay range for this role across Canada is CAD $102,300 - CAD $168,300 per year.
Find additional pay information here: Canada pay information | Microsoft Careers
Microsoft will accept applications for the role until January 3, 2025
Responsibilities
The following are the primary responsibilities of the Low Code Solution Specialist:
- Account Planning and CXO/BDM Engagement with Low Code Expertise.
- Deliver quality account and quota retirement territory plans.
- Drive BDM/CXO connections/engagements with Business Value Insights and value proposition of Low Code at scale.
- Build & maintain qualified pipeline coverage by translating BDM priorities to initiatives.
- Lead customer Envisioning in each opportunity, yielding output of customer agreed business challenges, prioritized with business value and v-team accountabilities.
- Deliver compelling board-level proposals with commercial options aligned to customer transformation plan.
- Create business outcome, industry thought leadership customer stories and references
- Usage of digital-first seller tools to identify and grow pipeline.
- Orchestrate the sales process and customer journey leveraging the Microsoft Customer Engagement Methodology to increase win rates and customer satisfaction.
- Leverage the Microsoft partner ecosystem to scale and complement solution selling.
- Embody our culture and values