Responsibilities

The reinvention of the workplace has been a staple for Microsoft in accelerating our growth in commercial cloud services. The mission of a Modern Work Customer Success Specialist is to help our customers understand the opportunity for transformation within their current solutions and drive incremental value with additional Security and Teams-focused solutions. You will help realize the value of their Modern Work investment, driving the customer sales cycle from start to finish, while also removing roadblocks as our customers modernize their workplace.​

Core Responsibilities​

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​
Obsess over Microsoft’s customers and prospects to deliver a world-class customer engagement experience​
Leverage social, digital, video, chat, phone and demonstration environments to effectively reach, sell to and manage Microsoft customers​
Prepare insights to drive the right business solution outcomes​

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 â€‹
Own Customer Sales Cycles end to end, leveraging appropriate resources to ensure customer satisfaction & deal success​
Engage with customers across industries, company sizes and types to determine their needs and identify opportunities to fulfill their needs with Microsoft's leading cloud technologies â€‹
Effectively turn prospects and qualified leads into opportunities and revenue pipeline by filtering them through different criteria, e.g. BANT (budget, authority, need and timeline) â€‹
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 â€‹
Navigate complex licensing scenarios and nuance to ensure customer value and success​
Demonstrate verbally, in writing, and through live product demos how customers can capture value and envision their future with Microsoft’s technologies â€‹
Quarterback sales from lead to purchase; be the main point of contact for Microsoft's customers, leading the sales strategy, overcoming objections and negotiating success​
Own winning technical, business, and licensing decisions for Modern Work opportunities​

​
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 â€‹
Deliver and Maintain Monthly and Quarterly Forecast 

Qualifications

Modern Work Sales Driver​

Ability to: Purposefully Plan & Influence Stakeholders & Decision-Makers and Navigate Complex technical scenarios that relate back to business outcomes​
Skilled in: Sales Planning to meet revenue and customer adds targets, Relationship Building & Social Selling

​

Challenger Seller​

Ability to: Influence Business & Technical Decision Makers​
Skilled in: creating cases for customer change/adoption & translating value propositions & solutions into business outcomes

 â€‹

Modern Workp Sales Expert​

Ability to: Identify Modern Work Opportunities for seat expansion across Security Solutions, and be Modern Work Subject Matter Expert​
Skilled in: Lead 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 â€‹

Ability to: Lead a deal team to ensure success, work in partnership across multiple virtual teams & meet or exceed revenue targets​
Skilled in Role Orchestration, Managing and Preventing Customer Churn, Sales Process (0-100% lifecycle), Negotiation, Up-Sell Techniques, Sales Hygiene & Deal Excellence (Lead Management, Opportunity Qualification, Close Planning, Pipeline Hygiene & Forecasting)

​

Essential​

• Bachelor’s Degree or related experience​
• Proven sales success and expertise​
• Experience with Microsoft 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​
• Capacity to learn and retain knowledge about individual products and business solutions quickly and accurately​
• Strong interpersonal skill, excellent oral, written, and verbal communication skills​
• Desire to work in a competitive environment where growth potential is driven by one’s abilities and attitude​
• Solid Time Management Skills with an ability to work independently with a high level of integrity​
  
• 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