Jobs for People with MS: National MS Society

Interested in being a part of a transformational sales orginzation that is revolutionizing the way we sell our solutions? Enterprise Digital Sales, part of Microsoft's SMC and Digital sales organization, empowers our customers through the unique value of the Microsoft Cloud by building a globally led, digital-first scale organization aligned with partners. As part of our local subsidiaries or Digital Sales centers around the world, you will engage a dedicated set of enterprise customers to identify and achieve their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work collaboratively across teams while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Customer Obsession. If you have a passion for driving digital first solutions and delivering customer satisfaction, we invite you to learn more about Enterprise Digital Sales and the value we bring to our customers, partners, and one another, every day.

As part of our transformation, one of our key areas of focus is the modernization of our sales motions. The Digital Sales organization is an organization with a charter to accelerate Microsoft’s growth in its cloud-first, mobile-first businesses along with the traditional businesses.

The focus of the Digital Sales Enterprise Specialist’s role is to drive and close Microsoft Enterprise Support opportunities to ensure customers are supported throughout all stages of the product lifecycle, improving their health and enabling customer outcomes and consumption. The Digital Sales Enterprise Specialist leverages Microsoft’s unique expertise, including direct access to product teams, to help customers use their Microsoft investments as productively as possible.

We are always learning. Insatiably curious. We lean into uncertainty, take risks, and learn quickly from our mistakes. We build on each other’s ideas because we are better together. We stand in awe of what humans dare to achieve and are motivated every day to empower others to do more and achieve more through our technology and innovation. Together we make a difference

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

Sales Execution

· Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals. Has a deep understanding of customers' business and its priorities to drive conversations with customers on digital transformation across multiple solution areas, in collaboration with partners and services. Creates guiding examples of digital transformation through seminars, workshops, Webinars, and direct engagement.

· Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., marketing, account teams). Collaborates with account teams, partners, or services to track, qualify, and expand new 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 (MSP) to determine the quality of the opportunity and whether to proceed.

· Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]); for licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.

· Identifies customer business needs and technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, and

services. Proposes prioritized solutions that align with customers' needs. Articulates the business value of proposed solutions.

· Proactively builds external stakeholders' mapping. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business.

· Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches junior team members in deal plan execution. 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.

Scaling and Collaboration

· Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell, up-sell, and co-sell. Identifies and supports on-boarding new partners by researching and discussing customer scenarios. Provides feedback to OCP on partner gaps. Develops joint proposals and consumption plans with partners. Contributes to developing partner strategies to address gaps in partner capabilities.

· Applies the orchestration model to proactively drive deal closure by identifying and aligning internal stakeholders and leveraging and expanding relationships with partners.

Technical Expertise

· Collaborates with the "compete" global black belts (GBBs) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal.

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. Cnducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.

Other · Embody our culture and values

Qualifications

Required/Minimum Qualifications

· 6+ years of technology-related sales or account management experience

o OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience.

· Fully bilingual English/Portuguese

Additional or Preferred Qualifications

· 8+ years of technology-related sales or account management experience

o OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience

o OR Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience

· 3+ years of solution sales or consulting services sales experience.

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .