Modern Work Sales Specialist

**Why Microsoft?**

Microsoft Australia & New Zealand is on a mission to inspire people, innovate for growth and empower all.

**The Impact You’ll be Making**

They say you don’t know what you don’t know, which is why our Sales Specialists are so important. With curiosity, a love for technology, and great storytelling abilities, Microsoft Sales Specialists help people around the world uncover the unknown potential of their businesses. They support the likes of global organisations and governments in their mission to make the world a better place and — alongside the whole Microsoft team — are ultimately shaping the future of technology.

**Responsibilities**:**
Be the M365 sales leader and expert for your assigned set of accounts**:

- Hunt new Modern Work (remote work, security, compliance, teamwork, insights, meeting and calling) opportunities by identifying and 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 customer intent and demonstrate solution value with envisioning workshops, and demonstrate economic value of our M365 solutions
- Deliver customer business transformation and success through accelerated adoption and usage resulting in customer references that can be leveraged in future sales engagements.

**Be the interface to the customer and orchestrate a v-team of resources to solve customer problems**:

- Identify customer business and technology challenges and bring them to agreement on the business value of modern work solutions - including detailed relevant BDM, ITDM & Industry use cases, solution briefings and demos, and financial analysis such as Total Cost of Ownership, Cost Take Out & Return on Investment
- Own opportunities from qualification to close by orchestrating an extensive virtual team consisting of technical and partner roles across an extensive portfolio of products, escalating issues for internal business and technical teams, and negotiating final proposals.
- Orchestrate the completion of a successful Customer Success Plan in all new opportunities before opportunity is closed to drive deployment and usage.
- Foster and expand Microsoft’s relationships with Customer Business Decision Makers and lead sales team to blockers to evaluation, contracting, deployment, and usage.

**Qualifications**:**
What skills do you need to have?**

We believe everyone has the potential to do great things, even if you don’t fit the “typical” mould of what success looks like (perhaps especially if you don’t fit the stereotype). To succeed in this role, you need to share our value for our mission, culture, ethical sales, solving complex challenges and building sustainable partnerships with clients. You will also need to have experience:

- Sales Execution: Skilled in leading BDM and ITDM conversations with high-potential customers, building pipeline and developing and presenting solutions that meet customer requirements & strategy, and leading deal execution.
- Business Value Selling: Skilled in building economic justification of Modern Work solutions, assessing business opportunities and needs, and validating business value analysis with customers
- Scaling and Collaboration: Skilled in identifying, leveraging and coordinating a holistic, collaborative and participative approach with internal stakeholders, including Global Partner Solutions, Telco Operators and Partners across solutions areas to scale business results.
- Technical Expertise: Skilled in understanding Modern Work solutions and products, developing strategies to share best practices across subsidiaries, collaborating with Global Black Belts (GBBs) and other stakeholders, whilst providing insights on future product trends.
- Sales Excellence: Skilled in collaborating with internal and external stakeholders on business planning, leading forecast, account and territory plan discussions to drive intentional selling in high propensity accounts.
- Deliver Results and Model Microsoft Values: Skilled in identifying Customers' operational needs and building account plans accordingly. Partnering and collaborating with internal/external stakeholders on related deliverables and work streams; Models compliance to Microsoft values, and shows empathy and compassion.

**What Next?**

If you feel that you have relevant experience but aren’t 100% confident you meet every requirement, please apply. You may exceed your expectations. We will try our best to help you feel heard and supported throughout the experience. We will begin by contacting you as soon as possible.

Microsoft always has many opportunities and roles in various teams. These sales roles may sound very similar because our values and ethics remain the same. However, different teams have different requirements so please keep an eye out for our other opportunities. You may find another suitable opportuni