Responsibilities

• Build Pipe in alignment with Account Teams & Cross-Solution Areas- Build customer pipeline by effectively turning prospects into opportunities using data-first analytics, qualified account-based marketing leads and leveraging cutting-edge, industry-leading virtual engagement tools and best practices landing new customers. 
• Envision Customer-Centric Solutions with Business Value Insights- Discover and envision Modern Work solutions with business value insights working with a pursuit team of technically intense workload experts and partner resources to quantify and qualify end-to-end connected solution across business BDMs.
• Engage with Partner(s)- Leverage and scale through aligning early with priority co-sell partners.
• 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(s) and associated business value.
• Orchestrate Solution Design & Demonstration- Orchestrate, bringing clarity to pursuit team of technical workload sellers and partners to ensure designed solution(s) maps to envisioned solution and business value for the customer.
• Negotiate with Proposals mapped to Business Value- Create compelling presentations with proposals aligned to customer transformation plan mapped to business value impact leveraging virtual team and Microsoft leaders when required to expedite project and opportunity sucessful close.

Qualifications

Who we are Looking For..

The Digital Sales Representative for CEE is an experienced solution seller, fluent in English (however any CEE language is a plus), with a proven track record of selling cloud-based business process automation solutions across customers’ lines of business with experience developing demand, owning and running ERP/CRM sales pursuits and acquiring customer adds.    

To excel in the Modern Work Digital Sales Representative role, you must have the following traits and abilities:

• Business Process Transformation Knowledge- Has understanding of business process transformation challenges and opportunities and can envision solutions mapped with business value to address customer persona business needs and pains.
• Business Decision Maker Conversationalist, Digital First Seller- Identifies the right BDMs and builds relationships virtually using social selling best practices leveraging other organizations in Microsoft and their relationships. Expertise in customer-centric solutions with connected use cases to achieve trusted advisor role with BDMs & customer personas.
• Orchestrator- Multi-thread Project Manager, influences for impact, leads, manages & drives shared vision and execution across virtual teams and partners.
• Business Outcome Seller- Ability to map solution capabilities addressing customer persona needs and pains with business value leveraging pre-defined business value maps.
• Position Microsoft Differentiating Solution Offering- Understanding and positioning of proposed solution(s) against competition, can articulate and present the power of the Microsoft Cloud and differentiated benefits for customer.
• Deal Crafter & Negotiator- Deal crafter capable of mapping business value to customer proposals. Employs negotiating techniques to advance and close business.
• Executive Level Presenter- Strong communication and presentation skills.