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2 mesi fa
We are seeking a highly skilled and experienced Sales Activation Specialist to join our Sales Activation and Transformation (SAT) team at Microsoft. As a key member of our team, you will play a critical role in driving customer success and accelerating the adoption of Microsoft's Data & AI solutions.
Key Responsibilities- Sales Planning, Excellence & Execution
- Actively identify and partner with Area/EOU leaders and sellers to plan, drive and close sales opportunities, positioning ISD as a strategic lever accelerating customer time to value.
- Critically assess opportunities to properly qualify and engage account, specialist, and ISD resources driving deal closure.
- Establish strong partnership with ISD CSA Leads driving consistent approach aligned to company strategy, regional and customer needs.
- Pipeline & Target Ownership
- Develop and maintain robust sales pipeline delivering or exceeding ISD sales targets for Data & AI (contract value and profit margin).
- Take full accountability and leverage resources driving sales performance and delivering customer success.
- Sales & Deal Excellence
- Adhere to Microsoft Customer Engagement Methodology (MCEM) sales methodologies and best practices.
- Leverage learning and identify opportunities to improve sales to delivery process.
- Sales Influence & Leadership
- Articulate and evangelize the ISD services value proposition with Microsoft Sales (MCAPS LT, Region, Area/EOUs, CSA) and Engineering leadership.
- Engage and provide strategic guidance, impactful thought leadership and industry insights on their digital transformation journey, identify how Microsoft Data & AI solutions modernize and digitally transform their business.
- Analyze and articulate the customer's strategic, financial, and competitive position in market.
- Collaborate with Account and Technical teams (ATU, STU, CSU and SPT) to land and close sales opportunities (in alignment with overall account strategy and plan).
- Advise customers on digital & AI transformation. Cultivate robust relationships advancing adoption of cloud-based solutions. Build confidence and trust with client C-suite and Boards.
- Lead virtual cross-organizational teams on strategic projects and high impact solution sales deployments.
- Influence Microsoft's strategic product direction on behalf of customers and market trends or forces. Model customer and partner obsession through customer business outcomes leveraging solution area expertise.
- Partner with Account teams, CSA and Engineering to develop and implement comprehensive sales strategies meeting/exceeding product objectives.
- Understand competitive strengths, gaps and weaknesses and ability contrast Microsoft's position.
- Foster solid relationships with OU account and specialist leadership to build trust, confidence and alignment of ISD services with Commercial Solution Area offers, sales and go-to-market plays.
- Evangelize and drive ISD Data & AI offerings (new and existing).
- Extensive experience of enterprise and cloud solutions sales, and a deep understanding of account planning, sales process and organization, and execution.
- Demonstrable expertise of key Microsoft technologies focused on Data & AI technologies.
- A track record of identifying and driving new strategic, transformational sales opportunities, meeting or exceeding quotas regularly.
- Experience of managing multiple accounts concurrently.
- A background leading cross-functional virtual teams to meet or exceed sales targets and accountabilities.
- Regular interaction with senior leadership and able to articulate business value, financial and strategic benefits, and drive customer change.
