Central Region
Relocation assistance is not available.
At our core, Microsoft is THE Productivity and Platform Company for the mobile-first and cloud-first world. We will reinvent productivity to empower every person and every organization on the planet to do more and achieve more. Part of our Digital Work strategy is the Microsoft Cloud for Business, which is core to Microsoft’s 3-Cloud strategy. In FY15 we will integrate CRM Online (CRMOL) into our mainstream EPG sales motions, and as the first critical step in our journey to drive additional Business Applications in the Cloud. Want to play a key role in driving scalable CRMOL sales success and leading the Enterprise evolution to a Cloud first - Mobile first organization? If so, come join the WW Productivity sales team.
As a CRMOL Solution Specialist, you will take the lead in defining the key reproducible sales motions that successfully integrate CRMOL with mainstream EPG sales and sellers. You will be responsible for identifying and removing key blockers to CRMOL success at scale. You will drive next generation cloud-based customer relationship management sales as part of Microsoft’s full productivity stack and end to end cloud services. You will partner with the existing CRM Field Sales Force, the EPG Field, other GBBs, pre-sales technical experts, partners, the Dynamics Business Group and other key stakeholders to identify sales opportunities and drive transformative, strategic and large revenue deals to grow revenue and market share.
Why does this role exist?
• Blaze the trail to reproducible CRM Online sales success at scale to define a Playbook that can be rolled out to full Microsoft EPG Field.
• Win key Marque/Domino Customers in prioritized markets as beach-head wins to accelerate share and revenue growth
• Field lead for integration CRMOL with other cloud productivity solutions sales
• Lead must-win SFDC Compete deals and contribute to SFDC compete strategy.
• Mainstream Sales Productivity with Productivity GBBs and SSPs to ensure they can discover and identify new Sales Productivity opportunities
• Partner with local TZ/Area/Sub Leadership across Dynamics and Segments to ensure CRMOL and Sales Productivity revenue and Net New Seat targets are met or exceeded
• Develop and share best practices for CRMOL for Customers, Sellers and Corp Stakeholders
• Lead/participate in key CRMOL customer sales briefings as needed and direct/assist in the development of Business Cloud presentations and overcoming cloud sales blockers.
Key Competencies:
• Deep understanding of Cloud-based business applications selling around the security, regulatory and compliance needs of global customers
• Proven ability to work across organizations inside Microsoft to drive the changes needed to win.
• Deep understanding of CRM solutions and how they translate into business impact
• Understands Product capabilities and limitations and able to drive comprehensive solution selling approach
• Ability to position long term strategic solutions vs. the competition
Sales Experience:
• 10+ years success in complex Line of Business solution sales, track record of exceeding quota
• Experience leading multi-million dollar business application deals requiring orchestration of large, dispersed, virtual teams composed of industry, solution, technical, licensing and legal team members - Cloud Selling experience required
• Demonstrated strong Line-of-Business Executive Selling experience
• Demonstrated experience in selling to global/multi-national companies
• Deep discipline driving sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.
• Excellent organizational agility. Ability to coordinate across multiple stakeholders - Product Groups, Engineering, Licensing, Legal, Field executive leadership - to win
Leadership Skills:
• Well developed "influence and impact" competency. Able to influence change without direct organizational authority
• Demonstrates leadership through effective coaching of field sales teams across management and Individual Contributors.
• Ability to step in and take control of highly competitive and tense situations in collaboration with local sellers to set strategy and lead or support the team as needed.
• Ability to partner with senior corporate and engineering leaders to provide customer insight and evolve Microsoft’s Cloud offerings
• Ability to determine and prioritize territory investments (opportunities, people, funding) - also has the ability to say “no”.
• Executive maturity. Ability to develop and maintain relationships with senior leaders both within customers and MSFT. Demonstrated experience calling on business decisions makers and C-level executives.
• Effectively manages ambiguity.
Travel is expected to be a minimum of 50% of your time. Successful candidate can live in any major US city located in the Central Region.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.
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