National Solution Area Specialist, Biz Apps

Responsibilities

The focus of the National Solution Area Specialist, Biz Apps role is to drive and close consulting opportunities, developing and winning market-making opportunities that enable transformational customer outcomes and accelerating cloud growth in Microsoft’s most strategic enterprise customers.

Key Responsibilities:

• Sales Execution – Drives intentional customer conversations with CXO level customer stakeholders and develops transformational Consulting propositions with customers.
• Scaling & Collaboration – Collaborates with Specialist Team Unit (STU) & Customer Success Unit (CSU) peers on attach motions which are critical to Security sales pursuits, contributing to XIS team’s input to account planning, including partner strategy, where appropriate.
• Technical Expertise – Leverages appropriate Security Go To Market (GTM) assets & motions to drive transformational customer conversations, communicating Consulting value proposition, aligned to customers’ priorities.
• Sales Excellence – Drives the sales cycle from lead qualification through to deal closure, effectively executing per Microsoft selling processes and methods to drive deal velocity and successfully close deals.
• Coaching – Coaches OU SSSPs to excellence through community leadership, 1:1 sessions, and direct engagement on strategic opportunities.

Key Capabilities: Individuals in the Security SSSP role should be able to demonstrate the following capabilities:

• Sales Execution – Ability to: Articulate value propositions, aligned to customer priorities; Skilled in leveraging sales methods such as Business Value Assessments & 3-Horizon modelling, as well as sales techniques for creating cases for customer change, differentiating value & intentionally leveraging required sales motions & IP
• Scaling & Collaboration – Ability to: Lead virtual teams to deal success & build relationships with CXO-level stakeholders. Skilled in identifying value-creation opportunities & in influencing, collaboration & relationship building
• Technical Expertise – Ability to: Drive Security-enabled digital transformational conversations, aligned to customer priorities. Skilled in leveraging Security consulting expertise & knowledge of the overall Microsoft end-to-end security perspective, Azure Security solutions & enablement of employee & customer experiences, Modern Work End-User Security & Remote & Hybrid Work solutions, Managed Detection & Response, Modernizing Security Operations Centers & Building Reference Architectures
• Sales Excellence – Ability to: Drive the sales cycle from lead qualification through to deal closure; Skilled in: Sales Process (0-100% lifecycle), qualification, close planning, pipeline hygiene & negotiation

Qualifications

Required Qualifications

• 7+ years of technology-related sales or account management experience
  • OR Bachelor’s Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years of technology-related sales or account management experience 
• 3+ years of biz apps or ERP sales experience

Preferred Qualifications

• 9+ years of technology-related sales or account management experience
  • OR Bachelor’s Degree in Information Technology, or related field AND 8+ years of 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 of technology-related sales or account management experience.
• 6+ years of solution or services sales experience.

Source