Job Description

Do you want to be a key player at one of the largest cloud companies in the world at the most exciting transformative time in the industry?
Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be and taking their careers places they simply couldn’t anywhere else. This is a world of more possibility, more innovation, more openness, and sky’s-the-limit thinking – a cloud-enabled world. Our mission is 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.

As part of our transformation, one of our key areas of focus is the modernization of our sales motions. The Digital Support 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. This organization is at the forefront of establishing a new sales model leveraging modern technology, big data and analytics to drive impactful and targeted sales coverage.

As a member of the Digital Support Sales team, you will be working with a team of specialist sales specialists to provide and sell the best-in-class support offerings to our Enterprise customers, contribute to build momentum for digital transformation for our customers and partners as well as Microsoft itself. As a Digital Support Sales Representative – you will work directly with customers, with your sales team and implementation partners to achieve quarterly and annual sales quotas You will report to the Time Zone Digital Support Specialist for Enterprise who will lead a virtual team to drive annuity sales motions and add-ons. The Digital Support Specialist will work closely with the Field Enterprise sales teams and the Digital Sales units to orchestrate and deliver a support offering to our customers.

To learn more about Microsoft’s mission, please visit: https://careers.microsoft.com/mission-culture

Responsibilities

The Digital Support Sales Specialist provides unique expertise to drive sales and growth motions with key accountabilities including:

• Strategy for identifying, driving and closing Support renewals to enable customer outcomes and drive Microsoft cloud consumption - leveraging the centralized sales team, the digital sales unit and the Enterprise teams in the areas.
• Build and maintain close working relationships with the Digital Sales Units and the Enterprise teams to identify upsell and cross sell opportunities that can fuel the Support engine - ensuring clear understanding of the Microsoft Support value proposition and leveraging customer relationships built by the account team to identify, pursue and close opportunities.
• Meet or exceed revenue targets and maintain deal management excellence - executing sales excellence discipline in pipeline hygiene, deal commitment & close planning.
• Collaborating and partner with extended Digital Support sales team which included vendor organization.
• Consistently grows average deal size through cross sell, upsell, and strong customer focus. Drives resolution of blockers to help customers make decisions favoring Microsoft products and services. Aligns appropriate partners to drive best solutions for customers. Prepares and share best practices across regions. Drives deeper conversations with customers regarding digital transformation and alignment to Microsoft solutions. Leverages competitive insight in customer engagements. Actively leverages marketing insights to drive holistic customer conversations.

To align with our growth strategy for current fiscal & beyond, we would expect our team run through following sales motions:

• 
  Renewal & Convert : Renewing Base & converting to Unified
• Expand : Selling Enhanced Solutions & Proactive Solutions
• Participate in territory planning and align sales motions with all solution areas throughout the year
• Collaborate with CSU to track Unified consumed revenue, pitch Enhance solutions with all critical projects
• Develop relationships across all child accounts under assigned territory
• Cross Sell & up sell opportunities aligned with Microsoft’s sales motion like EA renewal, MACC contracts
• Penetrate : Selling support in accounts with no existing SBR, no active contract

Qualifications

Qualifications
Required/Minimum Qualifications

• 6+ years of technology-related sales or account management experience
• OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience.
• Minimum 2 years of previous Inside Sales experience preferred.
• Strong interpersonal and communication skills and the ability to develop strong, successful business relationships with customers as well as internal teammates.

Key Experience, Skills, Knowledge & Education Required:

• Excellent virtual presentation and communications skills across various customer stakeholders; experienced storyteller.
• Ability to bring innovative technical solution ideas to customer problems
• Experienced problem solver able to thrive in a fast-paced environment
• Growth mindset, insatiably curious, always learning and welcoming challenges for the opportunity to grow
• Support solutions knowledge and experience including an understanding of Microsoft licensing.
• Proven sales success and expertise in selling Unified and Enhanced Solutions Support solutions.
• Track record of consistently meeting or exceeding sales targets.
• Ability to thrive in a highly collaborative environment.
• Experience in driving transformational products and services to market.
• Executes recognized sales methods, processes and tools.
• Strong business acumen, including an understanding of the business relationship between manufacturers, distributors and end-users of chemical products and services.
• Well-honed listening skills and a problem-solving attitude to uncover needs and motivations to overcome objections to close a sale.

Capabilities Profile:

• 
  Cross Group Collaboration - Incorporates diverse perspectives to thoroughly address complex business issues. Able to maintain a broader perspective to identify and evaluate opportunities to enhance the business
• Digital Transformation Driver – Skilled in engaging and influencing Business Decision Makers (BDMs) and Technical Decision Makers by successfully creating a case for customer change and translating value propositions and solutions into Customer business outcomes.
• Solution Area Expert – Skilled in: Articulate Unified Support Subject Matter Expertise and differentiating competitor solutions.
• Deal Orchestrator – Skilled in: Orchestrate a deal team to ensure success, and work in partnership across multiple v-teams.
• Leadership – Skilled in: Coaching people and/or teams to build their customer networks and growing their territories; driving the implementation of strategies and the collaboration with various stakeholder teams; delivering results through teamwork.