Responsibilities
As a Modern Work Specialist, you will:
- Be the Microsoft 365 and Copilot sales leader and expert for your assigned set of accounts
- Identify customer business and technology challenges and bring them to agreement on the business value of modern work solutions - including detailed relevant BDM, ITDM & Industry use cases, solution briefings and demos, and financial analysis such as Total Cost of Ownership, Cost Take Out & Return on Investment
- Hunt new opportunities by identifying and engaging with key business and technical contacts, understanding customers’ business and technology priorities, governance, decision and budget processes, and landing the value proposition of our Microsoft technologies
- Own and drive new revenue growth for solutions within assigned accounts by setting and achieving monthly sales forecasts.
- Deliver customer business transformation and success through accelerated adoption and usage resulting in customer references that can be leveraged in future sales engagements.
- Own opportunities from qualification to close by orchestrating an extensive virtual team consisting of technical and partner roles across an extensive portfolio of products, escalating issues for internal business and technical teams, and negotiating final proposals.
- Orchestrate the completion of a successful Customer Success Plan in all new opportunities before opportunity is closed to drive deployment and usage.
- Foster and expand Microsoft’s relationships with Customer Business Decision Makers and lead sales team to blockers to evaluation, contracting, deployment, and usage.
- In addition, you identify new partners by researching and discussing with partners on customer scenarios, lead conversations, and set up events within Microsoft. You collaborate with the "compete" global black belts (GBBs) to analyze competitor products, solutions, and/or services and implement strategies to position Microsoft against competitors in customer communication. You review feedback reports and coach others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience.
- Moreover, you manage the end-to-end business of the assigned territory, conduct forecasting for accounts, and develop a portfolio and territory plan to drive intentional selling aligned with strategic priorities.
Qualifications
Required/Minimum Qualifications (RQs/MQs)
- Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience
- OR 5+ years of technology-related sales or account management experience.
- 5+ years of selling to or consulting with enterprise customers or driving digital transformation from within an enterprise company.
