Responsibilities

The following are the primary responsibilities of the Business Applications Sales Executive:

Account Planning and CXO/BDM Engagement with Industry Expertise, especially in BFSI

• Deliver quality account and quota retirement territory plans

• Drive BDM/CXO connections/engagements with Business Value Insights aligned to industry-relevant connected use cases

• Build & maintain 3x qualified pipeline coverage by translating BDM priorities to initiatives

Best-in-class Business Value Selling

• Lead customer Envisioning in each opportunity, yielding output of customer agreed business challenges, prioritized with business value and v-team accountabilities

• Deliver compelling board-level proposals with commercial options aligned to customer transformation plan and business value

• Create business outcome and industry thought leadership customer stories and references

Next Generation Sales Execution Excellence

• Usage of digital-first seller tools to identify and grow opportunities in partnership with the Digital Sales Representative (DSR) focused on qualified pipeline and opportunities.

• Orchestrate the sales process and customer journey leveraging the Microsoft Customer Engagement Methodology to increase win rates and customer satisfaction.

• Leverage the Microsoft partner ecosystem to scale and complement solution selling.

Qualifications

• 7+ years of technology-related sales or account management experience.

  • OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience

  • OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 3+ years of technology-related sales or account management experience.

• 4+ years of solution or services sales experience. 

3 to 5 years of experience:

• Experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications to large enterprise accounts exceeding sales targets.

• Developing demand and pipe by building BDM networking, assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios and an ability to measure and present incremental and new economic value from solutions proposed.

• Ability to sell solutions with connected end-to-end business transformation across business units within enterprise accounts.

• Leading/orchestrating sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.

• Deal crafting, negotiating terms and contracts for multimillion-dollar digital transformation initiatives.

• Disciplined operator with demonstrated accuracy in forecasting business and maintaining pipeline hygiene.

• Strong track record and history of carrying and exceeding an enterprise account sales quota.

 Deep Understanding of:

• Business solutions, specifically CRM and/or ERP applications including one or more of: Marketing Automation, Sales Automation, Relationship Sales, Customer Service, Field Service, Finance, Supply Chain Management and Commerce and how they translate into business impact.

• Expert understanding and 1 to 2 years’ experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government.

• Broad understanding of commercial cloud offerings, ideally including Microsoft’s cloud platform, as well as competitors and related ecosystems.

• The security, regulatory and compliance needs of global customers.

 Desired Skills:

• Design Thinking and Solution Envisioning

• Strong presentation, white-boarding and communication

• Passion and commitment for customer success

• Ability to maintain a high level of productivity, manage multiple competing priorities and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative and team-oriented environment.

• Organizational agility, able to coordinate stakeholders like Marketing, Engineering, Licensing, Legal, Executives etc.

• Problem solver and ability to work in rapidly changing environment effectively managing ambiguity.