Overview
Global Black Belt Specialist (GBB) - AI Business Process role at Microsoft. You will be a senior solution sales leader working with strategic customers across EMEA to drive new cloud business for AI Business Process, leading a virtual team to generate pipeline, progress sales pursuits and achieve revenue targets. You will help drive the market, shape value early in sales cycles and differentiate against the competition to grow market share.
Responsibilities
* Directly driving the largest and most significant AI BP opportunities in Strategic accounts and scale across the broader market through v-teams and communities.
* Discover, assess, evaluate, and challenge strategic customer objectives, translating them into digital transformation opportunities.
* Address key change scenarios with quantifiable business value outcomes and justification.
* Create compelling business value, outcome backed proposals, together with business value team. Help negotiate commercial agreements to successful close.
* Develops Solution Sales Strategy mapping win themes to business value for AI BP.
* Leverage experience from large geographic territories, industry scenarios and ISV market to support Field Sales Team execution.
* Deliver product demo to customers.
* Supporting incubation to mainstream for selected sales motions, providing feedback to PG and maintaining the constant loop.
* Enable field sellers on best practices for discovery, driving business value and market compete.
* Advising the C-Suite.
Qualifications
* Several years of experience developing and leading account strategy and opportunity execution plans in complex business environments for Fortune 500+ organizations.
* Extensive experience as industry thought leader with deep tech knowledge of ERP / CRM / Low Code platforms, L200/300 AND proven track-record of effectively conveying the value and unique selling proposition of cross-Microsoft / cross platform solutions to senior business stakeholders (D365, Power Platform, Office 365, Azure, Artificial Intelligence, Machine Learning, ISVs).
* Senior level pursuit leadership with a strong track record of new business development, territory building and quota performance, paired with proven ability of leading, partnering and orchestrating with virtual teams of experts, SMEs composed of industry, engineering, solution, technical, licensing and legal team members.
* Experience working with Manufacturing, Utilities or Logistics industry AND the ability and willingness to travel 25% to 50% (domestic and international) to attend client meetings, conferences, seminars, and industry events.
Additional / Preferred Qualifications
* Bachelor's Degree or equivalent work experience required – MBA preferred
* Deep understanding of competitors and related ecosystem
* Assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios, and ability to measure and present incremental and new economic value
* Disciplined operator with demonstrated accuracy in forecasting business and maintaining forecast hygiene
* Certification and/or deep experience in business value selling
* Ability to optimize the sales process by bringing the right resources to the table and coaching on the role of each player
* Strong autonomy & time management skills – able to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment.
* German language skills (Level B2+) are a plus.
Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
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