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Responsibilities

The focus of the Modern Work Specialist (MW SSSP) role is to drive and close Modern Work 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 â€“ Drives intentional customer conversations with CXO level customer stakeholders and develops transformational Modern Work Consulting propositions with customers.

• Scaling & Collaboration â€“ Collaborates with Specialist Team Unit (STU) & Customer Success Unit (CSU) peers on attach motions which are critical to Modern Work sales pursuits, contributing to Consulting team’s input to account planning, including partner strategy, where appropriate.

• Technical Expertise â€“ Leverages appropriate Modern Work 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.

Qualifications

Key Capabilities: Individuals in the Modern Work 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 Modern Work-enabled digital transformational conversations, aligned to customer priorities. Skilled in leveraging Modern Work consulting expertise & knowledge of Customer use cases with Microsoft’s MW solutions, Customer scenarios anchored on M365 & Designing User Experiences
• 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

For more detailed expectations on above, refer to the Role Capability Profile in Appendix of Role Success Guide at aka.ms/RAIN

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

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