Responsibilities 

Workload and Business Process Expertise 

• Achieve technical workload expertise for Business Applications Finance & Operations products. 

• Exemplify category workload business process depth to accelerate opportunity results. 

Business Value-led Presales Expertise 

• Participate in discovery sessions in each opportunity, yielding output of customer-agreed business challenges and win themes prioritized with business value. 

• Leverage workload expertise to build effective customer-centric solution assessments and designs based on business value and deliver compelling presentations to improve win rates. 

Strategic Proactive Seller 

• Maximize deal execution through the customer journey as a strategic, proactive seller to meet/exceed category revenue targets 

• Team with BA Sales Executives to uncover, identify and engage opportunities to drive category performance. 

• Build positive Business Decision Maker/CxO connections/engagements across category-specific roles with business value alignment by targeted personas. 

Scale Through Partners  

• Engages in partner sell-with scenarios by contributing to the facilitation of technical engagements and partnering with colleagues to manage the sales process.  

Build Strategy   

• Influences competitive strategy leveraging partner and internal teams; Acts as the voice of the customer by driving new feedback, blockers, insights, resource items across communities to support customer’s business outcomes and opportunities to promote usage.  

Technical Leadership  

• Shares ideas, insight, and strategic-technical input with internal and external communities using knowledge of Microsoft cloud solutions and their context in the competitive landscape. Provides thought leadership by acting as role model for the technical community and consistently sharing knowledge to increase the functional or technical skills and expertise of peers in ways that impact career goals and business outcomes.   

Other - Embody our culture and values  

Qualifications 

Required qualifications: 

• 8+ years technical pre-sales or technical consulting, or related experience. 

• 4+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management. 

• Certification in relevant (Microsoft or industry) technologies or disciplines (e.g., Microsoft Office 365, Power BI, Azure Architect and Development exams, Cloud Platform Technologies, Information Security, Architecture).   

Professional 

• Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute plans and build strong relationships. 

• Excellent Communicator. Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.  

• High Performer. Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition. 

• Collaborative. Work cohesively with members of the Microsoft sales & services team, Microsoft partners,  engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results. 

• Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development. 

• Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met. 

• Disciplined Operator – Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.   

Experience 

• Applicable Finance & Operations workloads/line of business expertise with one or more of the following: technical and business process presales, post-sales consulting or relevant company/customer IT application implementation or management 

• Driving and designing a solution strategy as part of the overall opportunity lifecycle 

• Identifying, driving and successfully landing pipeline and customer solutions in collaboration with sales leaders and team members 

• Extensive collaboration with technical pursuit teams designing cloud-based customer solutions 

• Success working with customers/stakeholders in presales or consulting engagements related to business applications workloads 

• Proven success demonstrating differentiated solution value and competitive advantage 

• Delivering customer-facing technical workload demonstrations to enterprise decision makers 

• Desirable but not required – workload certifications/degrees â€¯ 

Deep understanding of: 

• Business solutions/line of business workload expertise by leveraging Finance & Operations application solution experience in one or more of the following: Sales, Marketing, Service, Supply Chain, and/or Finance and how these solutions help customers achieve their desired business outcomes 

• Business value selling methodologies and practices mapped to customer persona pains/issues to uncover customer’s stated and unstated needs 

• Commercial cloud offerings, ideally Microsoft’s cloud platform, as well as competitive knowledge of other business applications solutions and related ecosystems