Business Applications Senior Sales Specialist

The reinvention of business processes is a growth engine for Microsoft cloud services. The mission of Microsoft Business Applications is to help our customers digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs to drive new levels of profitability for their organization.

As a Business Applications Sales Executive, you will be a business process transformation leader within the Microsoft specialist sales organization. You will engage C-Suite executives and Business Decision Makers from our top customers and help them achieve their business goals by bringing industry-relevant and business value insights and envisioning solutions that successfully enable their end-to-end business transformation. You will lead the entire solution sales process and bring experts, partners, and other resources to ensure a successful customer outcome.

You will learn how Microsoft is changing the way companies do business and how to accelerate innovation and empower the success of our customers.

**Responsibilities**:
**Lead sellers to overachieve sales targets**:

- Lead and manage sellers to drive Business Applications objectives to overachieve revenue, customer add targets, customer satisfaction and scorecard metrics.
- Ensures orchestration among sales team and others engaging with the customer (e.g. partners, services, Engineering support, etc.)
- Ensures pipeline hygiene and discipline, delivers on forecast with high level of fidelity and accuracy
- Drives new business opportunities to achieve targets positively contributing to subsidiary scorecard metrics
- Achieve and maintain high levels of operational excellence. Ensure appropriate four-quarter qualified pipeline in place by workload/solution.

**People management**:

- Develops a high-performing team by hiring diverse talent, prioritizing people development, leading by example and preparing people for more senior positions within the organization.
- Develops teams’ Solution Sales skills to deliver the business outcomes of the broader Business Applications platform in an ever-changing landscape of customer transformation needs and solution innovation.
- Coaches sellers with a “challenger mentality” by prompting them to proactively lead with customer-relevant insights on how to grow and transform their business.
- Ensuring your team and its members are recognized and rewarded for their success across both local sales and corporate organizations.

**Customer centricity**:

- Lead from the front, personally engaging at CxO level to support and coach teams on opportunity discovery and acceleration.
- Lead sellers to drive end-to-end business solutions that solve customer problems, deliver tangible value, increasing and average deal sizes YoY and customer and partner satisfaction.
- Work closely with the customer success organization and deployment team to ensure solid implementation plans are in place aligning to the customer’s business objectives resulting in the successful consumption of cloud services sold.

**Partner Engagement**:
Fully leverage the synergy effect by co-selling with our partners and independent software vendors to proactively identify and engage early in the sales process, combining Microsoft technology with partner expertise and intellectual property to grow and accelerate deals delivering optimum customer value.

**Qualifications**:
**10+ years of experience**:

- Identifying unique and complex business challenges and solutions.
- Successfully displacing competitors.
- Carrying and exceeding a large sales quota by driving and closing enterprise deals. Demonstrated passion and commitment for customer success.

**Deep understanding of**:

- Financial Services Industry landscape in Asia Pacific markets and expertise in the Financial Services industry
- Business solutions, ERP & CRM and how they translate into business impact.
- Commercial cloud offerings, ideally including Microsoft’s cloud platform as well as competitors and related ecosystems.
- Business value selling methodologies, practices and technologies that drive sales prospecting and sales management in complex solution selling environments (e.g. Design Thinking, Business Value Engineering, Challenger sales etc.).
- The security, regulatory and compliance needs of global customers.

**Desired skills**:

- Excels at developing strong relationships and customer decision maker connections to understand needs.
- Adept at challenging perspectives with new ideas that reframe perceptions about deriving value from Microsoft solutions.
- Outstanding presentation, white boarding and communication skills.
- Demonstrated people leader able to coach and inspire a diverse team of sales professionals.
- Strong negotiating skills.

Bachelor’s degree or equivalent work experience in Business Administration or Business Management or industry-related discipline. MBA a plus.

B