Solution Area Specialist

At Microsoft we have unique capabilities to meet the needs of both individuals and organizations. We care deeply about taking our ideals and vision around the globe, and to make a difference in peoples' lives and organizations in all corners of the planet. Our mission is to empower every person and every organization on the planet.

Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft?

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 driving new levels of profitability for their organization.

Are you ready to join a double-digit growth cloud business? Microsoft Business Applications cloud is recognized by analysts as a leader in the CRM, ERP and Low Code application platform space. 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.  It’s a new data-driven world, and Microsoft is the only platform in the industry built from the ground up with data and intelligence at the center.

Microsoft Business Application solutions include virtually unlimited data sources from customers’ applications including legacy, first and third-party, vendor, customer and many more. This unified approach to data and intelligence enables customers to make informed proactive business decisions with deep insights powered by AI and industry-leading analytics (Power BI) resulting in the following key customer benefits:

• Create impact faster: Deliver more impact in less time by quickly deploying solutions, or augmenting existing ones, to enable teams to accelerate business results and increase time to value.
• Break through barriers: Take a data-first approach with unified data that leverages Microsoft AI to deliver insights & actions that help create better customer experiences.
• Adapt to anything: agility to react and respond to new business priorities, market conditions and customer opportunities with rapidly deployable solutions.
• Innovate everywhere: Solve problems with powerful solutions only possible with the Microsoft Cloud enabling interoperable solutions across multiple lines of business.

As a Business Applications Sales Specialist you will be an industry-aligned, outcome-driven business process transformation enabler within the Microsoft specialist sales organization working with our most important customers helping them with their end-to-end business transformation needs by envisioning solutions and mapping capabilities with associated business value to business decision maker persona pains/needs. You will execute with excellence the entire sales process by owning and orchestrating a virtual pursuit team of technically intense workload (solution) experts including presales, co-sell partners, and Independent Software Vendors to provide customers with solutions aligned to their end-to-end business transformation needs using Microsoft Business Applications’ portfolio of offerings.  You will use the Microsoft Catalyst Sales Methodology to enable customer digital transformation journey focusing on the business value and outcomes from Microsoft Business Application solutions.

• Pharma & Energy Industry experience is preferred.
• 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 organizationsin 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, influencesfor 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.

The Sales Specialist - Business Applications is an accomplished and experienced solution seller with a proven track record of driving Business Application-led (ERP/CRM & Low Code solutions) complex digital transformation in large enterprise accounts with experience running multi-million-dollar pursuits.

 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 crosssolution 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 hand off to customer success teams with a clearly documented deployment plan