Responsibilities

The purpose of this role:

Plan & Execute as One Microsoft to Enable Customer Outcomes

• Drive New Paid Seat Adds for Modern Work Solutions, including M365, O365, EMS, and Teams Calling
• Mitigate customer churn by driving adoption of existing Modern Work investments
• Enable Customer Success by navigating business and technical roadblocks surrounding workplace modernization
• Engage with BDMs to identify and solve for communication and collaboration gaps within their organization
  

Close Deals Through Effective Leadership

• Be the first contact point for many customers, deliver a strong first impression and set the foundation for long term customer relationship
• Own Customer Sales Cycles end to end, leveraging appropriate resources to ensure customer satisfaction & deal success
• Position competitive offerings and solutions in the context of customer needs and experiences; provide technical product overview and insights pertinent to customer need and usage scenarios
• Quarterback sales from lead to purchase; be the main point of contact for Microsoft's customers

Meet or Exceed Revenue Targets, Maintaining Sales Hygiene & Deal Excellence

• Executing discipline in lead management, opportunity qualification, opportunity management, pipeline hygiene, forecasting, and deal commitment
• Maintain a high level of customer engagement across both leads and opportunities
• Present action plans and results to management and use appropriate escalation techniques to stay on top of goals and objectives
• Deliver and Maintain Monthly and Quarterly Forecasts

Qualifications

What skills do you need to have?    

There will be many opportunities for you to learn and grow into this role and Microsoft. However, to be able to best deliver on the purpose of this role, these are the core skills and experiences you should have on day one: 

• Modern Work Sales Driver: Ability to Purposefully Plan & Influence Stakeholders & Decision-Makers and Navigate Complex technical scenarios that relate back to business outcomes
• Challenger Seller: Ability to Influence Business & Technical Decision Makers. Skilled in creating cases for customer change/adoption & translating value propositions & solutions into business outcomes
• Modern Workplace Sales Expert: Ability to Identify Modern Work Opportunities for seat expansion across Security Solutions, and be Modern Work Subject Matter Expert. Skilled in Leading sales calls as well as communicating value propositions, facilitate technical demonstrations, executing defined sales motions with POCs and Workshops, and leveraging sales plays scenarios to meet customer needs
• Modern Work Deal Leader: Ability to Lead a deal team to ensure success, work in partnership across multiple virtual teams & meet or exceed revenue targets
  

Essential

• Proven sales success and expertise in Technology and Modern Selling Techniques
• A self-starter with a track record of consistently meeting or exceeding sales targets
• Demonstrable sales hygiene & deal excellence discipline, using sales methods, processes and tools
• Leading, partnering and orchestrating with virtual teams of experts 
• Skill to breakdown complex information with the ability to thrive in an ambiguous, fast based environment