Surface 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 Surface sales leader and Technical Product expert for your assigned set of accounts as part of the Modern Work team:

- Drive new revenue growth across the entire Surface device and accessories portfolio
- Demonstrate excellence in pipeline management to achieve monthly forecasts
- Compete aggressively to win new business and drive Surface market penetration while growing customer mindshare, sharing best practices and use bases with the extended community throughout
- Deliver technical product briefings to customers (BDMs and TDMs) to drive success of new and updated Surface device portfolio

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

- Extend relationships beyond IT to business decision makers, helping customers envision & achieve digital transformation
- Solve customer business challenges by presenting the value of Surface devices, including use cases, financial analysis, ROI, etc.
- Own opportunities from start to close as a v-team leader; orchestrate internal and external resources; leverage partners to scale sales on hardware refresh, upsell and expand sales motions;
- Helping to identify and diagnose technical and competitive blockers and respective solutions for sales opportunities and usage decision blockers and engaging the right resources to overcome these blockers
- Sharing practical knowledge with partners to drive the sale, deployment, and adoption of Microsoft solutions.
- Shaping current and future products, marketing strategies, and customer centricity ideas through your feedback to sales, marketing, and engineering.

**You will help customers make decisions to build their business and IT solutions based on Microsoft technology.**
- You will lead technical presentations, demonstrations, workshops, proof of concepts, and pilots to explain, demonstrate, and prove to our largest customers the capabilities of Microsoft's products and services, and how we can make their businesses more successful.

**You will stay sharp, share your knowledge with peers and learn best practices from others.**

**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 Microsoft Surface & Modern Work solutions, assessing business opportunities and needs, and validating business value analysis with customers
- Technical Expertise: Skilled in understanding Surface & 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 di