Description:
Microsoft is empowering every person and every organization on the planet to do more and achieve more. We have set ourselves three bold ambitions: create more personal computing, reinvent productivity and business processes and build the intelligent cloud. 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 Sales organization is a newly formed 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 and big data and analytics to drive impactful demand response and targeted sales coverage. Does the opportunity to work with customers to solve their technology and business make you tick? As a Digital Sales Representative - Demand Response you will work directly with customers, with your sales team and implementation partners to achieve quarterly and annual sales quotas - closing net-new business, fostering a positive and collaborative experience for prospects to learn about, engage with and implement Microsoft products. You will hold business conversations with the customers to understand their needs and identify opportunities that meet the minimum qualification criteria for sales. You will be equipped with best-in-class tools that enable highly efficient and accelerated sales activities. By applying best-in-class sales skills, you will identify new prospects and grow business relationships with companies across all industries and verticals.
Responsibilities
- Engage with a targeted territory of Microsoft customers and prospects within the Top Unmanaged and Enterprise Majors segment, to identifying need and generating opportunities to fulfill with Microsoft's leading cloud technologies
- Leverage best in class technology to identify key customer insights, driving targeted activities to build pipeline and close revenue
- Effectively identify and turn leads into opportunities by filtering them through different criteria, e.g. BANT (budget, authority, need and timeline
- Identify and explain how businesses across industries, company sizes and types can meet a new bar for excellence and reinvent themselves to compete in the next decade by embracing Microsoft’s technologies
- Position competitive offerings and solutions in the context of customer needs and experiences; provide technical product overview and insights pertinent to customer need and usage scenariosDemonstrate verbally, in writing and through live product demos, how customers can capture value and envision their future with Microsoft’s technologies
- Be the first contact point for many customers, deliver a strong first impression and set the foundation for long term customer relationship
- Accountable for sales from lead to purchase; be the main point of contact for Microsoft's customers, leading the sales strategy, overcoming objections and negotiating success
- Meet and exceed targets for net-new revenue and sales pipeline, as well as a monthly and quarterly forecast for cloud solution usage and sales; accurately forecast sales, pipeline and usage for the products and solutions in your scope
- Ability to navigate large, complex, deals through 6-month sales cycle across a variety of stakeholders (Partner ecosystem, Channel Managers, leadership)
- Work in a fast-paced, collaborative and dynamic teaming environment with Technical Solution Professionals. Commercial Executives and Customer Success teams to effectively manage opportunities and pipeline through the sales cycle
- Leverage social, digital, video, chat, phone and demonstration environments to effectively reach, sell to and manage Microsoft customers maintain high daily activity
- Present action plans and results to management and use appropriate escalation techniques to stay on top of goals and objectives
- Obsess over Microsoft’s customers and prospects to deliver a world-class customer engagement experience