FSI Consulting Services Sales

Drives strategic discussions with executive stakeholders and key decision makers for high-value customers to identify, qualify, prioritize, and accelerate sales opportunities. Directs strategic partnerships for leveraging whitespace analysis and utilizes subject matter expertise to identify and capitalize on business opportunities to bridge market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Provides guidance across teams on solution areas and broader market trends to craft cutting-edge sales strategies that anticipate and meet complex customer priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Drives partnerships with others cross-organizationally and strategically directs and oversees the creation of cutting-edge solutions that drive AI- and cloud-driven transformations, ensuring alignment with regional and global initiatives, emphasizing the integration of cutting-edge AI technologies and cloud services. Drives sales pipeline reviews with internal executive stakeholders to ensure forecasting accuracy and meeting of sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Directs and implements sales strategy tailored to each customer's security priorities, showcasing our dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights.

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR equivalent experience.

Additional or preferred qualifications

• Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 12+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 15+ years experience in technology-related sales or account management OR equivalent experience.
• 10+ years services sales or account management experience.

• Communicating with Impact Effectively communicating the value of solutions to both internal and external business stakeholders, ensuring that mutual objectives and priorities are clearly presented and understood, thereby driving successful outcomes in sales engagements
• Conflict Resolution The ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities.
• Presentations The ability to create and deliver formal presentations to others. This includes sharing information on a range of topics in a clear, concise, engaging and convincing manner; commanding the audience's attention; developing effective presentation materials (e.g., handouts, visual aids); and handling questions or argumentative positions from the audience.
• Technical Communication The ability to adapt communications around different technologies, products, and services to the audience's level of understanding.
• Written Communication The ability to prepare clear, accurate, and understandable written text, and follow the basic rules of spelling, grammar, and punctuation. This may include memos, emails, proposals, reports, and professional or general correspondence.
• Strong Financial services background:
• Cultivating Strategic Partnerships Orchestrating and maintaining strong business relationships and partnerships, while nurturing executive relationships to establish credibility as an active listener and trusted advisor. Managing relationships and projecting executive presence to cultivate effective collaborative partnerships with customers, partners, and stakeholders, driving business growth.
• Maximizing Business Opportunities Maximizing business objectives by leveraging a deep understanding of businesses and their needs, and opportunities across market, industry, and competition. Managing and prioritizing business development opportunities through market and industry analysis, recognizing customer needs, qualifying opportunities, and identifying how solutions, in collaboration with partners, can enable business capabilities that drive growth and innovation
• Optimizing Account Operations Managing and optimizing sales accounts through strategic decision-making, deep understanding of sales cycle timeframes, and leveraging advanced tools, programs, and insights to drive KPIs and enhance operational efficiencies. Orchestrating opportunities and deals by developing tailored sales strategies that drive successful business outcomes and maximize customer value realization.
• Selling Solutions Selling solutions by demonstrating value, persuasively negotiating mutually beneficial agreements, and consulting with stakeholders to challenge conventional thinking. Creatively navigating the sales process and using storytelling to envision transformation with the customer, effectively connecting anecdotes, data insights, and technical value to maximize and accelerate customer business impact.

Skills Not Mapped to Capability

• Strategically Managing Sales Pipelines Analyzing business needs and market dynamics, gathering and analyzing relevant customer, partner and competitor insights and trends, and managing and informing change processes for current and future customers to advance and optimize sales pipelines.

• Customer Engagement Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. Directs strategy development for driving and closing strategic, high-value opportunities. Leads partnerships across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to ensure deal orchestration and seamless handoffs throughout the deal lifecycle. Establishes best practices to gain customer trust, secure deals, and proactively mitigate risks to enhance sales activities across the territory.

• Directs and implements sales strategy tailored to each customer's security priorities, showcasing our dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. Champions partner team interaction, expertly navigates resources and fosters lasting relationships that activate co-selling strategies that drive partner attach to each opportunity through every stage in the sales lifecycle. Champions partner organization connections (i.e. GPS) that foster enduring relationships, shared gains, partner health and alignment with execution plans to accelerate customer value realization at scale.

• Sales & Pipeline Management Leads the strategic analysis and identification of business and emerging opportunities to advance the customer portfolio and champion customer innovation at scale. Architects integration of technology (e.g., AI sales agents, automation, Power Platforms) to drive growth across multiple domains. Conducts deep-dive analysis of propensity, renewal, consumption, and usage data to develop and lead a comprehensive sales strategy. Directs the strategic partner optimization for each account and/or opportunity to ensure seamless handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle. Directs strategic whitespace analysis and utilizes subject matter expertise to identify and capitalize on business opportunities to bridge market gaps within the assigned market domain, leveraging AI-driven insights and automation.

• Drives sales pipeline reviews with internal executive stakeholders to ensure forecasting accuracy and meeting of sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Serves as a role model for others on, and maintains sales and/or consumption pipeline hygiene that enable tracking to achieve assigned sales metrics using all available tools, resources, and processes. Serves as a role model for others on, and leads usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.

• Sales Strategy Drives partnerships with others cross-organizationally and strategically directs and oversees the creation of cutting-edge solutions that drive AI- and cloud-driven transformations, ensuring alignment with regional and global initiatives, emphasizing the integration of cutting-edge AI technologies and cloud services. Develops and leads high-level strategies that position Microsoft as a leader in the market, fostering influential customer relationships that enhance long-term business value. Acts as a subject matter expert and trusted advisor for customers (up to the executive level) and drives the adoption of technologies and solutions that align and advance their strategic goals and drive digital transformation.

• Directs strategic partnerships for leveraging whitespace analysis and utilizes subject matter expertise to identify and capitalize on business opportunities to bridge market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Systematically synthesizes and forecasts market intelligence, trends, and insights to shape the team's strategic direction and business initiatives. Develops and champions the market analysis methodology to ensure proactive alignment with strategic directives and emerging market trends.
• Provides guidance across teams on solution areas and broader market trends to craft cutting-edge sales strategies that anticipate and meet complex customer priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Leads and inspires cross-functional teams to develop and prioritize innovative solutions and strategies that enhance customer business objectives. Proactively identifies and strategically bridges gaps, establishing a clear direction for market engagement and sales execution.

• Drives strategic discussions with executive stakeholders and key decision makers for high-value customers to identify, qualify, prioritize, and accelerate sales opportunities. Establishes and leads partnerships with internal executive stakeholders within and across organizations to proactively drive and enhance customer success initiatives. Leads partnerships with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Mentors others on integrating, and advocates for incorporating security principles into all customer interactions, opportunity, and pursuits to maintain trust and compliance standards.

• Relationship ManagementPlays a leading role, working jointly with Account Executive, in defining and leading overall customer relationship "rhythms of connections." Leverages insight from consulting account-delivery team to ensure awareness of status of projects in delivery. Ensures execution of regular consulting "rhythms of connections" with customer to seek customer feedback and maintain proactive dialogue on overall consulting value provided, as well as relationship risks and issues. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Proactively seeks to develop CXO connections between customer and Consulting to enable customers to provide feedback directly to Microsoft executives and to develop customer/consulting executive relationships.

• Owns and maintains in agreement with the core account team customer and partner relationships, influences key decision makers, and leads effective rhythms of connection with customer and partner stakeholders, appropriately leveraging the virtual Consulting account team. Builds and maintains relationships with appropriate network of Microsoft decision makers and leaders, and successfully leverages them where needed for customer and partner success. Leads overall Microsoft-customer relationship with one or more Chief Executive Officer(s).
• Drives and leverages for agreement with the core account team, building and strengthening relationships with Microsoft partner teams, such as software and customer success teams, (e.g., ATU and CSAM), as well as the pursuit and delivery teams, through regular rhythm of connections. Brings expertise, insights, and perspectives from customer engagement to Microsoft business to drive deeper customer engagement. Contributes to and leads the Microsoft overall account teams, solution teams, and other partner groups.