Specialist Global Black Belt

1 week ago

Toronto, Canada Microsoft Full time

Are you inspired to help customers empower their employees, maximize the employee experience, and do great work using the devices and apps they love? We are looking for someone to help customers who are undergoing significant changes to the way they work as we continue to shift into a truly hybrid work model. Microsoft is at the forefront of this transformation come and help organizations rethink aspects of their business in a way that sets them and their people up for success in this new world of work.

Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft?

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

**Responsibilities**:

- Be the Employee Experience sales expertise in your assigned area of specialization.
- Influence new Modern Work strategic opportunities by engaging with key business and technical contacts, understanding customers’ business and technology priorities, governance, decision and budget processes, and landing the value proposition of M365 platform.
- Drive complex and strategic deals for Microsoft M365 solutions in alignment with Modern Work Sales Managers and Area Sales Leads within assigned territory by setting and achieving monthly sales forecasts.
- Deliver customer business transformation and success through accelerated adoption and usage resulting in customer references that can be leveraged in future sales engagements.
- Accelerate Microsoft 365 advanced workload opportunities with creative deal strategies by leveraging core stakeholders (Marketing, Partners, Engineering, FastTrack, Biz Desks.)
- Engage confidently at CxO level to articulate M365 value proposition and how Microsoft can enable digital transformation.
- You will be aligned in a territory to ensure Viva success in the below 3 areas:

- Partner with field teams to identify key barriers to scaled Viva and Syntex success and drive resolution with engineering, product marketing, and the commercial business teams.
- Strategically engage in sales execution for Win deals (marquee brands) for Viva. Coach and engage field roles and partners in opportunities.
- Execute programmatic actions that drive pipeline, document and share best practices (success stories), ensure progress to revenue goals, and provide knowledge transfer to field teams.

**Sales Execution**
- Brings impactful industry insights into customer engagements and closes deals with customers. Acts as a thought leader across solution areas to advise customers across business functions on digital transformation. Leads virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements. Provides thought leadership.
- Orchestrates with team members on conducting personal campaigns to discover new opportunities. Lads conversations with strategic/high-potential customers (e.g., high budget, global account) along with account teams or partners. Facilitates the account team unit (ATU) and/or Specialist Team Unit (STU) to build pipeline in collaboration with partners and services. Guides others on social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
- Explores and assesses the needs of strategic/high-potential customers. Articulates business value and long-term implications for customer business. Collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities. Analyzes market trends to identify opportunities for new solutions.
- Develops strategies for driving and closing strategic and/or prioritized opportunities. Collaborates with account teams to ensure alignment with the account strategy and plan. Leads deal execution with the deal teams across the organization. Coaches others on the implementation of close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.

**Scaling and Collaboration**
- Leads the planning and execution on opportunities with resources and partners to cross-sell and up-sell. Identifies, leverages, and coordinates partners and

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