Microsoft Corporation Digital Solution Area Specialist- Modern Work in Fargo, North Dakota
Microsoft is a company where passionate innovators come to collaborate, envision what can be, and take their careers to levels they can't achieve anywhere else. This is a world of more possibilities, more innovation, more openness, and sky's-the-limit thinking -- a cloud-enabled world. 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.
The Technology for Social Impact Team is chartered with the mission of bringing the power of technology to every non-profit and humanitarian organization to accelerate Social Good. This organization will bring together our donation and grants programs, industry solutions, commercial sales efforts and partner ecosystems to empower non-profits globally to address the world’s most pressing needs. Profits generated from this business will be reapplied to scaling operations and investments for Microsoft’s public good investments. This is a dynamic and fast-growing business focused on helping organizations on the front line of change to do their best work to create inclusive and enduring positive impact throughout our communities.
As the Modern Work Specialist , you will be a senior solution sales leader within our Corporate sales organization working with our Not-for-Profit customers to empower them to achieve more for societal benefit. You will be responsible for working with Customer Business Decision Makers to understand their unique business needs with a focus on Microsoft 365 suites, Surface and E5 by helping customers consolidate vendors and save costs; Drive Acquisition & Grow Usage by transitioning on-premises customers to Microsoft 365 enabling to work remote securely, grow usage of Teams & Identity to establish customer health across Microsoft 365 and drive Seats & Devices and expand our M365 and Device footprint with existing customers.
You will be leading a virtual team of technical, partner and consulting resources, covering multiple areas includingRemote Work,Security & Compliance, Teamwork, Insights, Surface andPhone Systemto architect a solution that will empower their employees and drive their businessandwork in a team, enabling the customers through digital transformation by leveraging the Modern Work of Microsoft 365 and Surface.
You possess both a high EQ with executive presence, able to engage with senior decision makers to uncover digital transformation initiatives, and a passion to learning how Microsoft cloud services can deliver digital transformation. Youwill build and maintain relationships with customers, influence long-term strategic direction and act as a trusted advisor driving engagement at the CXO level with technology decision makers. You will help customers evaluate their cloud strategy, determine approaches, and recommend solutions that meet their requirements.
Find out more about Technology for Social Impact Team at: https://blogs.microsoft.com/on-the-issues/2019/09/03/small-and-medium-sized-nonprofits-now-have-the-tools-to-bridge-their-own-digital-divides/ & https://www.microsoft.com/en-us/nonprofits
S ales Execution
Engages in conversations with customers to introduce how Microsoft 365 could enable digital transformation areas that is aligned with the customer's industry. Has a fundamental understanding of customers' business to initiate conversations with customers on digital transformation in a single solution area, in collaboration with partners and services. Shares learning on digital transformation through seminars, workshops, Webinars, and direct engagement.
Collaborates with team members to discover new Modern work opportunities(remote work,security, compliance, teamwork,insights, meeting and calling). Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., marketing, account teams). Collaborates with account teams, partners, or services to track, qualify, and expand new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.
Identifies opportunities to grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]); or licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.
Identifies customer business needs and technical readiness. Collaborates with internal teams, partners, and services to propose prioritized solutions that align with customers' needs. Leverages the value propositions to communicate business impact of proposed solutions.
Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's/partner's business.
Implements strategies to help accelerate the closing of deals in collaboration with other team members. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure.
Scaling and Collaboration
Collaborates with our Partner organisation and with a network of partners to cross-sell, up-sell, and co-sell. Develops joint proposals with partners.
Applies the orchestration model to proactively drive deal closure by identifying and aligning internal stakeholders and leveraging and expanding relationships with partners.
- Researches competitor products, solutions, and/or services and collaborates with the "compete" global black belts (GBBs) to implement strategies to position Microsoft against competitors in customer communication.
Participates in rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory.
Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.
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.
- Embody our culture and values
4+ years of technology-related sales or account management experience
OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 3+ years of technology-related sales or account management experience.
Additional or Preferred Qualifications
5+ years of technology-related sales or account management experience
OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience
OR Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 4+ years of technology-related sales or account management experience.
Senior level pursuit experience in Solution sales with a strong track record of prospecting, new account development, territory building and quota performance.
Ability to solution sell C-Level and across both IT and business units as a trusted advisor.
Excellent Communicator: Communication and collaboration, organizational, presentation, and verbal communication skills required.
Ability to solve customer problems through cloud technologies and expertise in selling to senior business decision makers by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria.
Exhibits outstanding operational excellence - including monthly/quarterly forecasting, building healthy pipeline, CRM entry and hygiene, opportunity management and virtual team orchestration
Experience working within a technical sales environment preferred.
Strong time management skills - able to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, collaborative, and team-oriented environment
Problem solver and ability to work infast-changing environmentand manage ambiguity
Success-driven, works well in a diverse team and enjoy a dynamic and changing environment
Working knowledge of Microsoft’s commercial cloud offerings - including Microsoft Office 365, Microsoft Azure.
Knowledge of competitors and related ecosystem
Proven track record of outstanding performance and achieving goals
Passion for cloud technologies and changing the world.
This role will be based in Atlanta, GA, Las Colinas, TX, or Fargo, ND. Applicants must be willing and able to work from one of these locations.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.