Overview

In Digital Enterprise Sales, we have set out with the purpose to empower our customers through the unique value of the Microsoft cloud by building a globally-led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments Digital Enterprise Sales organization is committed to delivering the global digital scale engine for our business-- this is where you come in. As part of local subsidiaries or Digital Enterprise Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our Digital Sales Culture priorities: Diverse and Inclusive, Wellbeing, Sustainability, Giving and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.   

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.  

As part of our transformation, one of our key areas of focus is the modernization of our sales motions. The Digital 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 Unified Sales team, you will be working with a team of Specialized sales resources to provide and sell the best-in-class Unified Support offerings to our Enterprise customers, contributing to build the momentum for digital transformation for our customers and partners as well as Microsoft itself. The Unified Digital Specialist will lead by example towards the specialized sales resources, drives new business throughout the area territories and works on building upsell and cross sell engines together with the Digital Sales units.

Responsibilities

Sales Execution 

• Engages in conversations with customers to introduce how Unified could enable digital transformation areas that is aligned with the customer's industry in collaboration with the Account Teams and Services. Shares learning on digital transformation through seminars, workshops, webinars, and direct engagement. 

• Collaborates with team members to discover new Unified opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, and services to track and qualify new Unified Support opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MCEM) to determine the quality of the opportunity and whether to proceed. 

• Identifies Unified opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with internal teams (e.g., Technical Sales Professionals, Global Black Belts. 

• Identifies customer business needs and technical readiness. Collaborates with internal teams, and services to propose prioritized solutions that align with customers' needs. Leverages the value propositions to communicate business impact of proposed solutions. Listens to customers to understand business outcomes. 

• Develops an understanding of external stakeholders' mapping, including who the decision makers and influencers are. Participates with account teams (e.g., Account Executives) in communication with business or subject matter decision makers at the customer's business. 

• Implements strategies to help accelerate the closing of deals in collaboration with other team members. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.   

Sales Excellence 

• Collaborates with internal resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation. 

• Reviews feedback report and coaches others on ensuring customer satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and Customer Success team. 

• Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for accounts in the assigned territory. 

• Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. 

• Manages the end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities. 

• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.