Solution Sales Leader, AI Business Process

Overview

The reinvention of business processes is a growth engine for Microsoft cloud services. The mission of Microsoft Business Applications is to help our customers digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs to drive new levels of profitability for their organization.

As a Solution Sales Leader for Microsoft's AI Business Process, you will build and lead a team of high performing Solution Sales Specialists who are responsible for driving thought leadership and customer business process transformation. You will coach and empower both managers and individual contributors to effectively engage C-Suite level stakeholders and build and maintain relationships with Business Decision Makers (BDMs) in our top customers to help them achieve their business goals. You will help your team build pipeline and close deals by bringing industry-relevant business value insights and leading solutions to successfully enable the customers’ end-to-end business transformation. You will model the desired behaviors of acting with integrity, upholding Microsoft culture and values, and delivering business results with high levels of sales discipline and business forecast accuracy. You will coach your team on how to remove blockers, overcome objections, and pitch Microsoft's unique value differentiation. You will create clarity in business execution and generate energy on achieving the business goals of the team. You will learn how Microsoft empowers managers to be effective people leaders as well as how Microsoft enables innovation and empowers the success of customers.

This role offers the flexibility to be based in a major US city with convenient access to a major international airport to support customer engagement and travel.

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

• Validate and coach quality Account and Quota Retirement Territory Plans monthly.
• Observe seller presentation skills, ensuring team can deliver compelling board-level proposals with commercial options aligned to customer transformation plan and business value.
• Enable and coach team for strong BDM/C-Suite connections/engagements across all rooms of the house with Business Value Insights aligned to industry-relevant connected use cases by targeted personas.
• Ensure team is leveraging partner ecosystem and Customer Success teammates at scale to complement full solution selling.
• Promote and enable individual contributors and managers to land customer discovery/envisioning sessions in each opportunity, yielding output of agreed business challenges, prioritized with business value and v-team accountabilities.
• Drive Next-Generation Sales Execution Excellence to align with shifting customer journeys and buying habits to increase win rates.
• Coach Best-in-class Business Value Selling and Customer Advocacy Program to land customer references aligned to industry business value.

Qualifications

Required/minimum qualifications

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

Other Requirements

• This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.

Additional or preferred qualifications

• Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technology-related sales or account management OR equivalent experience.
• 6+ years solution or services sales experience.
• 3+ years people management experience.
• Experience leading and developing sales teams, with demonstrated ability to coach through change, create focus, and drive accountability toward business outcomes.
• Experience developing and executing enterprise solution sales strategies that build pipeline, progress opportunities, and drive deal closure.
• Experience selling or leading sales strategy for Dynamics 365, business applications, CRM/ERP, or related enterprise business-process solutions.
• Knowledge of commercial cloud offerings, including Microsoft’s cloud platform as well as competitors and related ecosystems.
• 2+ years experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government, along with an understanding of the security, regulatory, and compliance needs of global customers

Solution Area Specialists M5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.