Microsoft Corporation EMEA Specialist - Modern Workplace in Reading, United Kingdom
As the Modern Workplace Specialist, you will be responsible for working with Business Decision Makers to understand their unique business needs. You will be on point to orchestrate an extensive v-team covering multiple areas including Security & Compliance, Teamwork, Insights, Surface and Modern Desktop to architect a solution that will empower their employees and drive their business.
Primary accountabilities for this role include
Be the M365 sales leader and expert for your assigned set of accounts
Hunt new Modern Workplace (security, compliance, teamwork, analytics) 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 M365 platform
Own and drive new revenue growth for Microsoft M365 solutions within assigned accounts
Drive Surface penetration in enterprise accounts in coordination with Surface sales specialist
Deliver customer business transformation and success through accelerated adoption and usage resulting in customer references that can be leveraged in future sales engagements.
Compete proactively to win new business and share through differentiated customer business value, evaluating customer alternatives and refining competitive strategy
Engage confidently at CxO level to articulate M365 value proposition and how Microsoft can enable digital transformation
Be the interface to the customer and orchestrate a v-team of resources to solve customer problems
Identify customer business and technology challenges and bring them to agreement on the business value of modern Workplace solutions - including detailed relevant BDM, ITDM & Industry use cases, solution briefings and demos, and financial analysis such as Total Cost of Ownership & Return on Investment
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.
Demonstrate advanced demo skills and share demoing practices with MW community
Stay sharp and assist Microsoft transform how we deliver value to customers
Continuously nurture and expand sales, business, technology, and competitive readiness.
Participate in internal Microsoft sales communities and in the broader industry through events, yammer, Teams sites, community gatherings and more.
Proactively build connection with Area HQ and Corporate resources to provide feedback supporting refining the sales process
Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute on complex opportunities.
Excellent Communicator. Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.
Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and
determination to compete effectively against skilled and diverse competition.
Work cohesively with members of the Microsoft sales & services field, Microsoft partners, and Microsoft corporate sales, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.
Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development of potential
Travel Required: 50%.
Sales & Technology
Amazing Salesperson: Exhibits outstanding operational excellence - including monthly/quarterly forecasting, building healthy pipeline, CRM entry and hygiene, opportunity management and virtual team orchestration
5+ years of experience in enterprise sales.
Hunter: Experience driving new sales and customers using innovative approaches, leveraging joint partnership events, social selling (Linkedln) and networking.
Technical breadth: Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards recommended.
Overachiever : Exceeds sales goals in an assigned sales territory.
Leader: Demonstrated sales and partner management experience
Proficient : Experience with complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.) and sales methodologies
Challenger mindset : Competes to win new market share
Influential : Significant experience delivering persuasive presentations to business decision makers.
BS/BA degree or equivalent work experience is recommended.
Additional training in sales, business or marketing preferred.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
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