Enterprise Sales Specialist - AI Business Process

As part of Microsoft's Global Enterprise Sales organization, Digital Enterprise Sales (DES) empowers our customers through the unique value of the Microsoft Cloud by building a globally led, digital-first scale organization aligned with partners. As part of our local subsidiaries or Digital Sales centers around the world, you will engage a dedicated set of enterprise customers to identify and achieve their business objectives through best-in-class digital engagement and partner co-selling. You will work collaboratively across teams while living our Global Enterprise Sales and Culture priorities : Diversity and Inclusivity, Wellbeing, Sustainability, and Customer Obsession. If you have a passion for driving digital first solutions and delivering customer satisfaction, we invite you to learn more about Digital Enterprise Sales team and the value we bring to our customers, partners, and one another, every day.

As part of our transformation, one of our key areas of focus is the modernization of our sales motions. The Global Enterprise Sales organization's charter is to achieve Microsoft and Customer business outcomes with a focus on AI, Copilot and Security. As an Enterprise Sales Specialist - AI Business Process , you will help our Enterprise customers navigate their business challenges by recommending solutions tailored to their unique requirements. You will drive business growth by building meaningful relationships with key Business Decision Makers (BDM) to generate high quality, well qualified net new pipeline. You will collaborate with your internal account team and partners to find, qualify, and progress quality deals to consistently exceed sales targets. You will drive the day-to-day execution of Microsoft's strategic business priorities, selling best-in-class cloud services and building digital transformation momentum for our customers, partners, and Microsoft.

Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

Business Value Selling : You will deepen and broaden Microsoft's relationships with key BDMs. Seek new Business Applications (BA / Biz Apps) opportunities by engaging with key business contacts, understanding customers' business and technological priorities, governance, decision-making, and budgeting processes, and articulating the value proposition of BA solutions.

Sales Execution : You will collaborate with virtual team members end-to-end, to identify customer business needs and contribute to the development of solutions. Proactively build an external stakeholder network to qualify and nurture Biz Apps opportunities.

Scaling and Collaboration : You will collaborate with a network of internal partners on the planning, orchestration and execution of BA opportunities to cross-sell and up-sell.

Trusted Advisor : Orchestrate conversations with Business Decision Makers, sharing practices and key competitor knowledge across solution areas to make informed recommendations.

Sales Excellence : Execute sales excellence practices including opportunity qualification and creation, stakeholder mapping / communication, effective pipeline and opportunity management, collaborating with partners and resources to conduct strategic account planning, and delivering informed & accurate revenue forecasting.

Embody our culture () and values ()

Qualifications

Required Qualifications

4+ years of technology-related sales or account management experience

OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 3+ years of technology-related sales or account management experience

2+ years of experience executing strategic territory planning

Preferred Qualifications

6+ years of technology-related sales or account management experience

OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience

3+ years of solution sales or consulting services sales experience or selling cloud services to large / global customers

Experience with selling CRM / ERP or similar software-as-a-service, cloud-based business applications with robust presentation, written, and verbal communication skills

Demonstrate the business value of Microsoft's solutions with an understanding of Microsoft's strategies and products relative to major Microsoft competitors

Ability to maintain a high level of productivity, manage competing priorities and work effectively with high levels of autonomy and self-direction in a fast-paced, collaborative, and dynamic teaming environment

2+ years of experience executing strategic territory planning

Digital Solution Area Specialists IC3 - The typical base pay range for this role across the U.S. is USD $30.53 - $64.62 per hour. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $48.37 - $69.18 per hour.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here :

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and / or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations () .