Responsibilities

Customer Engagement

• Delivers on pipeline generation expectations, pipeline management, and deal closing of moderate complexity. Executes high levels of pipeline hygiene. Prioritizes customers to contact based on gathered intelligence and automated sources. Keeps accurate and complete documentation of customer contacts. Coordinates with partners to ensure pipeline status is kept current. Demonstrates actively driving pipeline progression. Provides customer insights for impactful business change.
• Dispositions quality leads appropriately and in a timely manner. Meets expected activity levels to reach targets (e.g., calling customers on leads, appointment booking, email follow ups). Shares and seeks best practices in lead management. Prepares and delivers multiple demos and execution of moderate complexity.
• Regularly achieves and/or exceeds targets for wins and revenue. Develops methods for contacting customers and follow ups. Demonstrates disciplined approach to managing complete funnel in order to achieve targets.
• Grows average deal size through cross sell, upsell and strong customer focus. Aligns appropriate partners to drive best solutions for customers. Develops multi-cloud deals with increasing understanding of customer challenges, operation of business, infrastructure, and goals. Drives deeper conversations with customers regarding digital transformation and alignment to Microsoft solutions. 

Internal Engagement

• Shares and seeks ideas for continuous improvement with manager and peers as appropriate (e.g., process, programs, culture). Shares customer insights with manager and peers.
• Adopts standard and best practices. Begins to share learnings with team. Acts as a onboarding partner for new hires. Becomes a subject matter expert in a chosen area and shares best practices and insights with other team members. Motivates and uplifts others. Provides kudos, praise, and recognition to teammates. Promotes inclusion by leveraging and executing best practices. Demonstrates curiosity in seeking out best practice. Maintains network of experts.
• Reviews plans with manager on regular cadence. Has regular one-to-one meetings to review progress and status against targets. Participates in team meetings, all-hands as needed. Stays abreast of product knowledge, company news, and market trends. Follows processes with rigor and timeliness, in accordance with pipeline management and target achievement. Recognizes current state and takes action appropriately to improve or course correct as needed. Shares perspective to drive operational improvement.
• Complies 100% with Digital Cloud Acquisition and Microsoft-wide processes. Elevates compliance concerns as needed.                               

Leveraging Others

• Completes all required training. Begins to go deeper on optional/recommended training (e.g., deeper solution area training/certifications). Creates and manages Personal Development Plan (PDP) in partnership with manager. Conducts regular reviews with manager. Seeks and achieves stretch projects or learnings. Learns to deliver multiple demos of moderate complexity.
• Executes Digital Sales excellence through use of tools such as LinkedIn, PointDrive, and Elevate to better identify, connect, and engage with customers and key decision makers and establish professional brand.
• Works across partners and internal teams to deliver strong customer experience. Leverages partners and partner identification tools to increase scale and productivity. Attains a career mentor outside of Digital Cloud Acquisition. Proactively identifies opportunities to leverage deal-winning resources as appropriate(e.g., business desk, Digital Win Room [DWR], End Customer Investment Funds [ECIF]). 

Other

• Embody our culture and values

Qualifications

Required/Minimum Qualifications

• extensive sales and negotiation experience
  • OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 1+ year(s) sales and negotiation experience or related work or internship experience. 

Additional or Preferred Qualifications

• Extensive sales and negotiation experience