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The reinvention of business processes is a growth engine for Microsoft cloud services. 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 Microsoft Business Applications Sales Specialist Manager, you will build and lead a team of high performing Solution Specialists who are responsible for driving thought leadership and customer business process transformation. You will coach and empower the team to effectively engage C-Suite level stakeholders and build and maintain relationships with Business Decision Makers (BDMs) in our top customers to help them achieve their business goals. You will help your team build pipeline and close deals by bringing industry-relevant business value insights and leading solutions to successfully enable the customers’ end-to-end business transformation. You will model the desired behaviors of acting with integrity, upholding Microsoft culture and values, and delivering business results with high levels of sales discipline and business forecast accuracy. You will coach your team on how to remove blockers, overcome objections, and pitch Microsoft's unique value differentiation. You will create clarity in business execution and generate energy on achieving the business goals of the team. You will learn how Microsoft empowers managers to be effective people leaders as well as how Microsoft enables innovation and empowers the success of customers.

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 Solution Area Specialists Manager:

Ensure Account Planning and CXO/BDM Engagement

• Validate and coach quality Account and Quota Retirement Territory Plans monthly.

• Observe IC presentation skills, ensuring team can deliver compelling board-level proposals with commercial options aligned to customer transformation plan and business value.

• Enable and coach team for strong BDM/C-Suite connections/engagements across all rooms of the house with Business Value Insights aligned to industry-relevant connected use cases by targeted personas.

• Ensure team is leveraging partner ecosystem and Customer Success teammates at scale to complement full solution selling.

• Promote and enable ICs to land customer discovery/Envisioning sessions in each opportunity, yielding output of agreed business challenges, prioritized with business value and v-team accountabilities.

• Drive Next-Generation Sales Execution Excellence to align with shifting customer journeys and buying habits to increase win rates

• Coach Best-in-class Business Value Selling and Customer Advocacy Program to land customer references aligned to industry business value.

Qualifications

Preferred Qualifications

• 6+ years of solution or services sales experience OR technology-related sales or account management experience

• 3+ years of people management experience.

• Deep understanding of:

• Business solutions, ERP & CRM and how they translate into business impact. Commercial cloud offerings, ideally including Microsoft’s cloud platform as well as competitors and related ecosystems.

• Business value selling methodologies, practices and technologies that drive sales prospecting and sales management in complex solution selling environments (e.g. Design Thinking, Business Value Engineering, Challenger sales etc.).

• Expert understanding and 1 to 2 years’ experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government. The security, regulatory and compliance needs of global customers.

• Excels at developing strong relationships and customer decision maker connections to understand needs.

• Adept at challenging perspectives with new ideas that reframe perceptions about deriving value from Microsoft solutions.

• Outstanding presentation, white boarding, and communication skills. Demonstrated people leader able to coach and inspire a diverse team of sales professionals.

• Excellent coaching/people development skills

• Strong negotiating skills.

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 (https://careers.microsoft.com/v2/global/en/accessibility.html) .