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Microsoft Corporation Specialist - Cloud Business Applications in Mumbai, India

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

The Small, Medium, and Corporate team helps businesses achieve their digital transformation goals by matching customer challenges with Microsoft solutions. Located in either a Digital Sales center, or a local subsidiary, you will help our managed customers across industries, company sizes and territories to identify their needs and opportunities. One of the fastest growing customer segments in the technology industry, you will help customers get to the cloud across Microsoft solution areas like Modern Workplace, Business Applications, Applications and Infrastructure, and Data and AI.

At the core, our Business Applications Specialists are sales hunters that work alongside our customers to help improve their businesses with our Dynamics 365 and Power Platform Solutions. Embracing a challenger mindset, the successful candidate engages new customers through prospecting, qualifying, leading, orchestrating and closing opportunities that produce transformative business outcomes. The Specialist works with the broader Microsoft team and with our prioritized partners to identify new opportunities in the territory to build and drive the opportunities to closure. The Specialist is a field seller that requires a solid understanding of ERP and possibly CRM Enterprise Software solutions

To learn more about Microsoft’s mission, please visit: https://careers.microsoft.com/mission-culture

Check all of our products at: http://www.microsoft.com/en-us

Responsibilities

  • Secure strategic new business wins for Microsoft: Business Applications workloads in territory, and maximize up-sell and cross-sell opportunities collaborating with Partner resources to present Microsoft’s value propositions that align to customer’s business objectives and IT initiatives

  • Develop and maintain a Territory Plan with your stakeholders that demonstrates knowledge of your territory, prioritizes investments in time and effort, and leverages your virtual team to exceed the goals and objectives of the business.

  • Work with the co-sell prioritized partners for the focus workloads and industries for your territory to jointly drive the sales cycle

  • Maintain a healthy balanced and predictable pipeline: Continually assess the pipeline for any deal that will not produce the high-yield result anticipated. Set up and manage a regular rhythm for pipeline reviews with key members of the sales team. Prepare and deliver accurate forecast and pipeline reports. Develop Strategic Opportunity Sales Plans for `must-win’ deals.

  • Discover, assess, evaluate, and challenge strategic customer objectives by translating them into digital transformation opportunitiesthat leverage Microsoft Business Applications

  • Address key change scenarios with quantifiable business value outcomes and justification

  • Be a disciplined operator by maintaining a rolling pipeline, keeping it current and in accurate stages. Leverage marketing, inside sales, partners, and your relationship network to build pipeline

  • Own and deliver on revenue targets for Dynamics 365 and Power Platform for your territory/accounts

  • Contribute to the development of Microsoft’s World Class Sales Organization: Be committed to learning the customer’s business and your professional growth. Develop a working knowledge of Microsoft’s transformation and leverage all training resources

Qualifications

  • Solution software-as-a-service sales for ERP, CRM, Power Apps, and Power BI or similar industry/business applications

  • Developing demand and prospecting for business processes digital transformation opportunities in Corporate accounts

  • Driving and leading sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions

  • Carrying, meeting and exceeding sales quotas by driving and closing SMC-C business applications deals

  • Create compelling business value outcome backed proposals, negotiate terms, and contracts with successful close

  • Senior level pursuit experience in selling ERP, CRM business applications with a strong track record of prospecting, new account development, territory building and quota performance

  • Assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios, and an ability to measure and present incremental and new economic value

  • Working with channel partners and co-selling third party applications

  • Leading, partnering, and orchestrating with virtual teams of experts

  • Disciplined operator with demonstrated accuracy in forecasting business and maintaining CRM pipeline hygiene

  • Experience in business value selling

  • Demonstrated passion and commitment to customer success

Desired skills:

  • 10 years sales experience. Proven solution envisioning skills

  • Ability to sell C-Level and across both IT and business units as a trusted advisor

  • 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

  • Working knowledge of Microsoft’s commercial cloud offerings - including Microsoft Office 365, Microsoft Azure.

Bachelor's Degree or equivalent work experience required

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.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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