Senior Solution Sales Specialist AI Business Processes

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Are you ready to join a double-digit growth cloud business? We are looking for a rockstar seller joining our AI Business Solutions team. Our solution spans across D365, Copilot Studio and Power Platform, so you can leverage all your creativity and knowledge to provide world-class solutions to our Enterprise customers in Public Sector.

Microsoft D365 is recognized by analysts as a leader in the Business Applications and AI space. Trusted by government & Infrastructure organizations as their platform of choice, Microsoft D365 uniquely enables customers to optimize their operations, engage their customers, empower their people and transform their products and services.

Key customer benefits:

• Create impact faster: Deliver more impact in less time by quickly deploying solutions, or augmenting existing ones, to enable teams to accelerate business results and increase time to value.
• Break through barriers: Take a data-first approach with unified data that leverages Microsoft AI to deliver insights & actions that help create better customer experiences.
• Adapt to anything: agility to react and respond to new business priorities, market conditions and customer opportunities with rapidly deployable solutions.
• Innovate everywhere: Solve problems with powerful solutions only possible with the Microsoft Cloud enabling interoperable solutions across multiple lines of business.

The AI Business Process specialist is an accomplished and experienced solution seller with a proven track record of driving digital transformations in large Public Sector accounts with experience running multi-million-dollar pursuits.

You will excel in the AI Business Process Specialist role with the following skills:

• Team Player - Selling SaaS solutions is a team sport. You are an excellent team player and orchestrator who wins people by a common vision.
• Industry Expert - You have a deep understanding of challenges and opportunities in the Public Sector industry and can envision solutions mapped with business value to address business needs and pains.
• Design Thinker - Customer needs first! You are able to conduct envisioning workshops to unlock the true needs of the customer and create business value.
• Presenter - Bored by Power Point? You are an expert communicator with world class skills in effective presentation skills to executive and board level Business Decision Makers.
• Deal Shaper - You are an exceptional deal crafter with capability to map business value to customer proposals.
• Deal Closer - Bring it over the finishing line! You employ world class negotiating techniques to close your deals.

Required/Minimum Qualifications

• Several years of technology-related sales or account management experience OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field and a few years of technology-related sales or account management experience.
• Fluency in German & English required

Additional or Preferred Qualifications (PQs)

• Some years of technology-related sales or account management experience:
  • Experience with selling cloud-based business applications to large enterprise accounts exceeding sales targets.
  • Developing demand and pipe by building Business Decision Maker networking, assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios and an ability to measure and present incremental and new economic value from solutions proposed.
  • Ability to sell solutions with connected end-to-end business transformation across business units within enterprise accounts.
  • Leading/orchestrating sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.
  • Deal crafting, negotiating terms and contracts for multimillion-dollar digital transformation initiatives.
  • Disciplined operator with demonstrated accuracy in forecasting business and maintaining pipeline hygiene.
  • Strong track record and history of carrying and exceeding an enterprise account sales quota.
• Deep Understanding of:
  • Expert understanding and experience selling into one of the following industries: Public Sector.
  • Broad understanding of commercial cloud offerings, ideally including Microsoft’s cloud platform, including competitors and related ecosystems. The security, regulatory and compliance needs of global customers.
• Desired Skills:
  • Design Thinking and Solution Envisioning
  • Strong presentation, white-boarding, and communication
  • Ability to maintain a high level of productivity, manage multiple competing priorities, work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment.
  • Problem-solver, ability to work in a rapidly changing environment.

• Build Pipe in alignment with Account Teams - Build pipe by leading with industry, using digital signals & insights to prospect, network, identify, engage & nurture with right business stakeholders, align & gain account team commitment, plug into cross solution sales motions.
• Envision Public Sector Industry-aligned Customer-Centric Solutions with Business Value Insights - Discover and envision industry-based solutions with business value insights working with a pursuit team of technically intense workload experts and partners resources to quantify and qualify end-to-end connected solution use cases expanding opportunity value across line of business stakeholders.
• Engage with Partner(s) - Leverage and scale through aligning early with priority co-sell partners and ISVs.
• Develop Close Plan & Secure Customer Agreement to Envisioned Solution - Gain customer agreement by successfully presenting the business case for change, aligning business pains with envisioned solution and associated business value.
• Orchestrate Solution Design & Calculate/Present Business value - Orchestrate, bringing clarity to pursuit team to ensure designed solution(s) maps to envisioned solution and business value. Ensure design has an end-to-end view, building opportunities for future expansion of interconnected business processes after initial sale.
• Negotiate with Proposals Mapped to Business Value - Create compelling board-level presentations with proposals aligned to customer transformation plan mapped to business value impact. Deal crafting and negotiating using Give Gets/Balance of Trade and other resources. Engage Microsoft executives when required to expedite close and resolve stale mate/in action.
• Commitment for Customer Success - Throughout the sales process and after sales closure ensure successful handoff to customer success teams with a clearly documented deployment plan.