Boston, MA, United States
Dec 03, 2021
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
Microsoft Industry Solutions helps Microsoft customers around the world get the best outcomes from their investments in the latest Microsoft cloud technologies. We focus on empowering customers on their digital journey, from envisioning new possibilities to delivering solutions that result in targeted business outcomes and a great customer experience.
The focus of the Strategic Consulting Sales Executive role is to lead the consulting sales account strategy in Microsoft’s most strategic enterprise customers, developing and winning market-making opportunities that enable transformational customer outcomes and drive commercial cloud growth.
Strategy & Planning: Leads the Consulting team's contributions to the account vision and strategic approach
Customer Relationship Management: Leads regular Consulting connections with customers to maintain understanding of customer business & industry priorities, seeking feedback on Consulting value provided to proactively anticipate & mitigate risks to customer satisfaction
Business Value Selling: Drives intentional customer value conversations with CXO level customer stakeholders & develops transformational Consulting propositions with customers, aligned to customer business needs & priorities
Account Team Orchestration: Leads the Consulting sales relationship with the core account team, working closely with One Microsoft teams & Partners to ensure a positive customer experience
Deal Excellence: Drives the sales cycle from lead qualification through to deal closure, effectively executing per Microsoft selling processes & methods to drive deal velocity & successfully close deals
6 years industry sales experience in the commercial or public sector (e.g. Finance, Local Government, etc.)
OR Bachelor's Degree AND 4 years industry sales experience in the commercial or public sector (e.g. Finance, Local Government, etc.) or related work
OR equivalent experience.
Additional or Preferred Qualifications
Bachelor's degree in Business, Information Technology (IT), or related field AND 8 years industry sales experience in the commercial or public sector (e.g. Finance, Local Government, etc.) or related work
OR equivalent experience.
2 years consulting solution sales experience
Key Capabilities: Individuals in this role should be able to demonstrate the following capabilities:
Strategy & Planning - Ability to: Lead virtual team(s) to develop effective account vision & plans; Skilled in using required sales methods & tools for multi-horizon account planning aligned to prioritized customer outcomes
Customer Relationship Management - Ability to: Build enduring relationships with CXO level stakeholders & decision makers. Skilled in identifying value-creation opportunities & influencing customers, partners & internal stakeholders through appropriate rhythms of connection
Business Value Selling - Ability to: Articulate industry expertise & value propositions, aligned to customer priorities; Skilled in leveraging sales methods such as Business Value Assessments & 3-Horizon modelling, as well as sales techniques for creating cases for customer change, differentiating value & intentionally leveraging required sales motions & IP
Account Team Orchestration - Ability to: Lead virtual teams to deal success. Skilled in: Influencing, collaboration & relationship building
Deal Excellence - Ability to: Drive the sales cycle from lead qualification through to deal closure; Skilled in: Sales Process (0-100% lifecycle), qualification, close planning, pipeline hygiene & negotiation
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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (****.
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