Digital & Application Innovation Specialist
4 months ago
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. 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. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.
We are seeking a Digital & Application Innovation Specialist to join our team
This is a unique opportunity to lead engagement in highly competitive, cloud native giants across Canada and execute Microsoft cloud deals that drive significant publicity, competitive share, and revenue for Microsoft through Azure, the Microsoft Cloud. This role has the potential to steer the engagement and partnership strategy of Microsoft’s cloud offerings through unique, creative, and competitive pursuits that will challenge and build Microsoft’s next generation cloud growth strategy.
**Responsibilities**:
**Create “buy-in” vision with the Apps Decision Makers**
- Take active role in defining and influencing the customer’s business challenges and opportunities.
- Understand the financial, qualitative and competitive drivers impacting customer business.
- Create “buy-in” vision and gain sponsorship by generating excitement around Microsoft solutions value.
**Map out customer’s current and desired state and expectations**
- Identify customer’s digital transformation needs, business drivers, their perspective, and concerns.
- Collaborate effectively with the customers to outline their business problems, opportunities.
- Establish and understand the buying decision criteria and timeline to make decision regarding the solution.
- Establish credibility and trust by demonstrating that Microsoft solutions not only solve customer business problems but also the value they realized.
**Lead the solution design by assembling and orchestrating Sales & technical resources.**
- Proficient in delivering Microsoft Apps vision, strategy, value to C-level and Apps Decision Makers
- Orchestrate the technical experts to create the solution, validate it via Proof of Concept, and showcase how it meets customer business and technology requirements.
- Able to handle customer objections and competitive differentiation.
**Substantiate the value of the solution (commercial discussion)**
- Building business cases with TCO analysis and negotiate a deal that’s based on value by leveraging various MS offers and programs.
- Secure customer commitment for the business proposal.
**Drive Sales Excellence**
- Drive the App Innovation business to overachieve revenue, consumption and scorecard targets.
- Maintain excellence in pipeline management, accuracy of sales forecast, and deal close plans.
- Influence the Microsoft Application Innovation go to market strategies by providing feedback to sales, marketing, and engineering on product requirements and sales blockers.
- Stay sharp, attaining and maintaining required certifications. We encourage all our employees to continuously maintain and enhance their technical, sales, professional skills and competitive readiness. You will be recognized for sharing, learning and driving individual work that all result in business impact for customers, partners and within Microsoft. We encourage thought leadership and leadership from every employee
Other
- Embody our culture and values
**Qualifications**:
Required/Minimum Qualifications
- 7+ years technology-related sales or account management experience
- OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience.
Additional or Preferred Qualifications
- 9+ years technology-related sales or account management experience
- OR Bachelor's Degree in Information Technology, or related field AND 8+ years technology-related sales or account management experience
- OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years technology-related sales or account management experience.
- 6+ years solution or services sales experience.
- Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, services/partner engagement, opportunity management and pipeline management
- Experience and expertise selling to LOB decision makers, technical decision makers & enterprise solution architects by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria
- Ability to solve customer problems through cloud technologies, specifically solutions related
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