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Solution Area Specialist, Business Applications

Multiple Locations, Germany (On-site)

Solution Area Specialist, Business Applications

30 Minutes ago • All levels • Business Development • Undisclosed

About the job

4 skills required for this role

Add these skills to join the top 1% applicants for this job

forecasting-budgeting

account-management

revenue-growth

saas-business-models

Job Description

The Solution Area Specialist, Business Applications engages with customers to introduce Microsoft's business application workloads and drive digital transformation. This role involves developing solutions, collaborating with internal/external teams, and identifying new partners. Responsibilities include managing a sales territory, forecasting, developing a portfolio/territory plan, analyzing competitor products, and ensuring customer satisfaction. The specialist will also collaborate with the 'compete' global black belts to position Microsoft against competitors. The ideal candidate possesses strong sales experience with SaaS/aPaaS solutions, key account management expertise, and proven ability to sell end-to-end business transformations within enterprise accounts. Fluency in German and English is required, and automotive industry experience is preferred.

Must have:

Technology sales experience (SaaS, aPaaS)
Key account management
Demand/pipeline development
Enterprise account sales quota exceeding
Complex sales process orchestration
Fluency in German and English

Good to have:

CRM, CXP, ERP, Low-Code application sales experience
Automotive industry experience
Global Enterprise Account sales exceeding targets

Perks:

Industry leading healthcare
Educational resources
Discounts on products and services
Savings and investments
Maternity and paternity leave
Generous time away
Giving programs
Networking opportunities

Overview

The Business Applications Solution Area Specialist

Engages in conversations with customers aligned to their industry to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Contributes input on strategies to drive and close prioritized opportunities. Identifies new partners by researching and discussing with partners on customer scenarios. Leads conversations and sets up events within Microsoft. Collaborates with the "compete" global black belts (GBBs) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages the end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.

Qualifications

Required Qualifications:

profound Experience with technology-related sales (i.e. SaaS and aPaaS) and key account management experience
Experience in developing demand and pipeline, 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.
proven ability to sell solutions with connected end-to-end business transformation across business units within enterprise accounts.
Experience in orchestrating complex sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.
Strong track record and history of carrying and exceeding an enterprise account sales quota.
Fluent in German and English language

Preferred Skills:

Experience with selling CRM, CXP, ERP, Low Code or similar cloud-based business applications to large or even Global Enterprise Accounts exceeding sales targets
Experience, Understanding, interest, know-how and relationship network with and into Automotive Industry (e.g. BMW, Schaeffler, ZF and Continental )

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Responsibilities

Sales Excellence
- Collaborates with partners and resources and learns about customer business. Supports senior team members to explore business and emerging opportunities.
- Manages the pipeline of the assigned territory. Conducts forecasting for assigned accounts and develops a portfolio and territory plan with guidance.
- Collaborates with extended sales team, partners, and marketing
Scaling and Collaboration
- Applies the orchestration model to leverage relationships with stakeholders and partners (e.g., Enterprise Operating Unit).
- Collaborates with a network of partners to cross-sell and up-sell products, solutions, and services.
Technical Expertise
- Researches competitor products, solutions, and/or services and collaborates with the 'compete' global black belts (GBB) to implement strategies to position Microsoft against competitors in customer communication.
- Initiates conversations with prospective customers/partners at events to expand external network.
Sales Execution
- Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams.
- Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Participates with account teams in communication with business or subject matter decision makers at the customer's/partner's business.
- Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns. Collaborates with account teams, partners, or services to track and qualify new opportunities.
- Identifies customer business needs and technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs.
- Implements strategies to help accelerate the closing of deals in collaboration with other team members.
- Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry.