Digital Solution Area Specialists for Tech for Social Impact - Business Applications

Tech for Social Impact (TSI) was formed as the first social business within Microsoft to support the existing long-standing philanthropy commitment that Microsoft has to the nonprofit sector worldwide. TSI combines sales, philanthropy, solution development and partnerships as one integrated team, powered by a sustainable business model where profits are reinvested back into our Philanthropies initiatives.  Tech for Social Impact group within Microsoft Philanthropies aims to accelerate digital transformation across three million nonprofits globally, so they can have a greater impact on the world’s most critical social issues. We achieve this by bringing together the best of our Philanthropic work, technology, and commercial ecosystem to holistically serve nonprofits. 

Microsoft Business Applications cloud is recognized by analysts as a leader in the Customer Relationship Management (CRM), Enterprise Relationship Management (ERP) and Power platform. Trusted by global businesses as their platform of choice, Microsoft Business Applications uniquely enables customers to optimize their operations, engage their customers, empower their people and transform their products. 

As the Business Applications Sales Specialist – you will be working with our most important non-profit organisations across EMEA, helping them with their end-to-end business transformation needs. You will drive the day-to-day execution of Microsoft's strategic business priorities – selling best-in-class cloud services and platforms and building digital transformation momentum for our customers, partners, and Microsoft. You will engage C-Suite executives and Business Decision Makers from our top non-profits and help them achieve their business goals by bringing industry-relevant and business value insights and envisioning solutions that successfully enable their end-to-end business transformation. 

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. 

Required/Minimum Qualifications 

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

• OR extensive technology-related sales or account management experience 
  

Additional or Preferred Qualifications: 

• Experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications to strategic accounts exceeding sales targets. 

• Experience selling into Non-Profits. 

• Experience with 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 demonstrated knowledge. 

• Experience crafting a scale approach to grow and retain customers. 

#CELA

• Bring impactful industry insights into customer engagements and close deals with customers. Act as a thought leader across solution areas to advise customers across business functions on digital transformation. Lead virtual transformational shifts to drive deployment and create business value for customers. 

• Develop strategies for driving and closing strategic and/or prioritized opportunities. Collaborate with account teams to ensure alignment with the account strategy and plan. Lead deal execution with the deal teams across the organization. 

• With a Customer First Mindset – you will engage with and enable our customers and key decision-makers, delivering a connected customer engagement experience and driving customer satisfaction, through digital sales excellence, empowered by world-class data, marketing systems and platforms. 

• Lead the planning and execution on opportunities with resources and partners to cross-sell and up-sell. Engage with Partner(s)- Leverage and scale through aligning early with priority co-sell partners. 

• Collaborate with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. 

• Lead the digital transformation discussion with AI across the Dynamics 365 portfolio. 

• 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. 

• Orchestrate with team members on conducting campaigns to discover new opportunities and generate new leads. Lead conversations with strategic/high-potential customers (e.g., high budget, global account, highly competitive) along with account teams or partners. Facilitate the account team unit (ATU) and/or Specialist Team Unit (STU) to build pipeline in collaboration with partners. 

• Envision Industry-aligned Customer-Centric Solutions with Business Value Insights – Discover and envision industry-based solutions with business value insights working. 

• Lead territory planning process that aligns partner and Microsoft resources to maximize revenue, customer satisfaction, and grow share. 

• Meet operational standards and maintain reporting accuracy for key leading performance indicators – including pipeline development, deal velocity, and forecasting accuracy. 

• Embody our and