Responsibilities 

As a Modern Work Specialist, you will:  

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. 

• Own and drive new revenue growth for Microsoft M365 solutions (with a focus on Security, Compliance and Teams Voice) within assigned accounts by setting and achieving monthly sales forecasts. 

• Drive customer intent and demonstrate solution value with envisioning workshops, and demonstrate economic value of our M365 solutions 

• Drive Surface penetration in managed accounts in coordination with Surface sales specialist 

• Deliver customer business transformation and success through accelerated adoption and usage resulting in customer references that can be leveraged in future sales engagements. 

• Compete proactively to win new business and share through differentiated customer business value, evaluating customer alternatives and refining competitive strategy  

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. 

• Understand competitor solutions and products and drive compete messaging to increase our Modern Work penetration  

• Effectively turn prospects and qualified leads into opportunities and revenue pipeline by qualifying opportunities and selling with Microsoft partners 

• 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. 

 Stay sharp and assist Microsoft transform how we deliver value to customers.  

• Continuously nurture and expand sales, business, technology, and competitive readiness.  

• Participate in internal Microsoft sales communities and in the broader industry through events, yammer, Teams sites, community gatherings and more. 

Qualifications

Key Capabilities

Professional 

• Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute on complex opportunities. 

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

• 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 field, Microsoft partners, and Microsoft corporate sales, 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 of potential 

• Travel Required: 20% for Digital Specialists role, 50% for Field Specialists role. 

 Sales & Technology 

• Amazing Salesperson: Exhibits outstanding operational excellence - including monthly/quarterly forecasting, building healthy pipeline, CRM entry and hygiene, opportunity management and virtual team orchestration 

• 5- 10 years of experience in technology related sales or business development experience, particularly cloud computing and management; experience working within technical sales environment preferred. 

• Hunter: Experience driving new sales and customers using innovative approaches, leveraging joint partnership events, social selling (Linkedln) and networking. 

• Technical breadth: Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards recommended. 

• Technical Skills: MS-900 M365 Fundamentals Certified or SC-900 Security & Compliance Fundaments Certified or prepared to attain MS-900 certification within 3 months. Experience in M365 platform and Modern Work (remote work security, compliance, teamwork, insights, meeting and calling) preferred. 

• Overachiever: Exceeds sales goals in an assigned sales territory. 

• Leader: Demonstrated sales and partner management experience with executive communications, engagement and influence  

• Proficient: Experience with complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.) and sales methodologies  

• Challenger mindset: Competes to win new market share 

• Influential: Significant experience delivering persuasive presentations to business decision makers.  

 Education  

• BS/BA degree or equivalent work experience.

• Additional training in sales, business or marketing preferred. 

• MBA preferred.