A Solution Sales Specialist, Azure Applications, Insights & IoT (SSSP) is responsible for positioning, crafting and selling our Azure Applications, Insights & IoT solutions to targeted Microsoft Customers, specifically our customers in our New York Metro District. You will develop deep relationships with local Microsoft account teams and build strong customer relationships with key decision makers to target cloud-based solutions that address the primary business objectives of our NY Metro Customers. You will help customers realize value by accelerating sales, driving deployment, securing adoption and ensuring consumption by designing cloud-based solutions for our customers.
The Azure Applications, Insights & IoT SSSP plays a critical role in driving Microsoft's Public Cloud, Hybrid Cloud and Private Cloud Solutions aligned to customer strategic priorities. You will understand security solutions and cyber security solutions to address customer security initiatives. The SSSP role is responsible for Opportunity Management (50%), Relationship Management (20%), Business Management (20%), and Planning Management (10%).
Key Requirements for this role:
-Seasoned solution sales professional with a deep understanding of solution sales and the ability to solve customer business needs through the innovative application of cloud-based business solutions.
-Broad industry knowledge is required along with a deep understanding of the technology platform and how to design solutions based on the Microsoft Cloud. Proven experience in driving complex solution sales in a competitive environment against Amazon Web Services (AWS), Google and industry competitors others is required.
-Candidates will engage with customers working with senior Business Decision Makers (BDMs) and Technical Decision Makers (TDMs). Candidates must be able to build trusted relationships, to understand customer business strategies, to position Microsoft cloud-based solutions, to present business value and return on investment (ROI), and new business strategies while being able to demonstrate value and impact of a Microsoft cloud-based solutions.
-Proven experience in driving complex competitive solution sales scenarios, working in a matrix environment, and leading opportunities to closure. Candidates must be comfortable shaping the solution vision and working with Architects, Engagement Managers and Project Managers to define the overall scope of work across Strategy, Consulting and Support.
-Results-oriented, proactive, confident under pressure, and has demonstrated skills in solution sales. Strong leadership skills, strategic planning, excellent communication, virtual-team engagement, time management, pursuit planning, negotiation skills and presentation skills are essential.
-In-depth knowledge of the sales motions that lead to successful deal pursuits combined with a demonstrated track record of closing large consulting/support deals and exceeding annual quota targets is vital.
-Proven experience in selling enterprise solutions
-Ability in increasing Service footprint at their customers resulting from solid growth plans and strategies.
-Strategic thinking, communication/presentation skills and organizational agility to guide customers through multi-year initiatives.
-Strong virtual team influence and integration skills, working with the Account Teams (EPG ATU and STU Teams) as well as Marketing teams to drive demand generation. -Confident and capable of delivering readiness to sales audiences and be able to represent the Microsoft Application Development platform business locally inside and outside of Microsoft, as well as be able to speak as a subject matter expert (SME) at industry or customer events.
-Experience in the following technology solutions is an asset: Custom Applications Development, Mobile Applications, Azure Platform as a Services (PaaS)
Key Accountabilities: –
Responsible for deal orchestration, deal structure, developing value based propositions, crafting and selling solutions mapped to customer business outcomes.
-Drive pursuit strategies including precise opportunity close plans with the local Services Executive and Account Teams.
-Develop relationships with customer CxO level Business and Technical Decision Makers. Drive solution sales scenarios through understanding the customer, the industry, and the competition.
-Map customer business needs to Microsoft solutions providing a differentiating value proposition.
-Ensure opportunities are accurately qualified and mapped to customer budget cycle, aligned with Account Teams and aligned to account plan strategy.
-Orchestrate both Customer and Microsoft key resources in a virtual team environment to define solution vision and achieve desired business outcomes.
-Candidates must have field-based knowledge of competing and winning against solutions and technologies from competitors.
-7+ years of experience in an enterprise services sales AND/OR consultative sales
-Customer facing – Vertical Experience with 1 or more – Financial Services, Retail, Oil & Gas, HealthCare, Manufacturing or Public Sector
– Microsoft Cloud or Azure knowledge
Location can be New York or New Jersey
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, political affiliation, or any other characteristics protected by local laws, regulations, or ordinances.
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