Responsibilities

Sales Execution

• Engages in conversations with customers to introduce how Unified Support could enable digital transformation areas that is aligned with the customer's industry in collaboration with the Account Teams and Services. Shares learning on digital transformation through seminars, workshops, webinars, and direct engagement.
• Collaborates with team members to discover new Unified Support opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, and services to track and qualify new Unified Support opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MCEM) to determine the quality of the opportunity and whether to proceed.
• Identifies Unified Support opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with internal teams (e.g., Technical Sales Professionals, Global Black Belts.
• Identifies customer business needs and technical readiness. Collaborates with internal teams, and services to propose prioritized solutions that align with customers' needs. Leverages the value propositions to communicate business impact of proposed solutions. Listens to customers to understand business outcomes.
• Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's business.
• Implements strategies to help accelerate the closing of deals in collaboration with other team members. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.

Sales Excellence

• Collaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.
• Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.
• Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for accounts in the assigned territory.
• Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.
• Manages the end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.

Qualifications

Required/Minimum Qualifications

• 7+ years technology-related sales or account management experience
• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience.
• 5+ years solution or services sales experience.

Additional Or Preferred Qualifications

• 9+ years technology-related sales or account management experience
• OR Bachelor's Degree in Information Technology, or related field AND 8+ years technology-related sales or account management experience
• OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years technology-related sales or account management experience.