Overview
As a Global Black Belt, you will be a leader in our Microsoft Support Sales organization, working with our field sales teams and our strategic customers. You will participate in virtual teams of Sales, Customer success and support resources to sell Unified Support and Enhanced Solutions for our most complex customer’s challenges. Your main focus will be on our Enhanced Solutions, particularly our Mission Critical Services portfolio of offerings and the related Unified Support value proposition. In addition you will be working with SPT, Account teams and CSU to drive complex deals that require concessions and creative approaches to driving customer value. By closely aligning with our One Services Sales teams, you will drive integrated selling of our product and support offerings. This will help our customers get faster value from their Microsoft investment and deliver a more seamless and connected customer experience.
You will build and maintain relationships with Support Account Executives, SPT and Services Sales Managers and Area leaders, influence strategic account direction and act as a trusted advisor. Driving engagement with customers at CXO level. You will help sales with account and opportunity planning, coordinate our most important support sales opportunities, help customers assess and buy Unified Support and Enhanced Solutions options that suit their needs, remove barriers to deployment and drive customer satisfaction.
The GBB is responsible for the entire support sales process for assigned Solution Area+ Support deals and accounts, shaping, scoping and proposing through deal coordination to meet customer’s support needs.
Responsibilities
- Dedicate 60% of your time selling Enhanced Solutions, focusing on Mission Critical Solutions across the different solutions areas, be a SME for STU and Support Sellers on key offerings like Mission Critical Services and CIR.
- Co-selling complex Enhanced Solutions with Services Account Executive
- Develop a deep specialization in all Enhanced Solutions offerings per assigned Solution Area that you are acting as a champ
- Dedicate 18 hours per quarter of your time on Sales Enablement of Support Solution area offerings
- Be a leader, advocate and driver of Solution Plays to increase Support Services inclusion
- Drive senior customer and internal stakeholder conversations for Unified Support aligned to Microsoft’s customer solution.
- Understanding, demonstrating and translating customer requirements for Unified Support into winning proposals
- Pipeline management in alignment with the relevant sales teams for the territory you are supporting. Responsible for ES growth in accoutns assigned, tracking performance, executing key flagship opportunities with # of deals won and total contract value.
- Thought leadership for continuous improvement in our tools, processes and offerings, and how we adopt AI to drive agility
Qualifications
The GBB role requires you to be a seasoned individual that can collaborate effectively across geographically dispersed teams, have excellent client-facing skills, and are able to lead multiple complex opportunities running in parallel.
- Experience: 10+ years of related experience in Sales and/or Support sales roles.
- Support Experience: 3-5 years of Support selling/deal orchestration experience with in-depth knowledge of Unified Support Enhanced Solutions.
- **Cloud Platform and Security Experience: **Deep understanding in selling/deal orchestration experience with in-depth knowledge of Microsoft Cloud Platform and Security solution area.
- Sales Expertise: Presentation skills, and consultative selling. Disciplined in business-management, meeting sales targets and operational standards. Mentors other sellers towards a "challenger mentality" by prompting them to engage the customer early with new insights. Demonstrated experience influencing senior stakeholders within customer and own organization.
- **Cloud Platform: **Understanding of Microsoft cloud platforms and related need for Unified Support Offerings.
- **Competitive Landscape: **Knowledge of cloud networking competitors and content delivery network provider landscapes.
- Solution Expert: Deep understanding of Unified Support, key areas of differentiation, and knowledge to create industry-centric use cases for Support.
- Sales Orchestration: Proven ability to orchestrate the execution of large, complex Support Sales motions, Sales v-teams, and Global resources.
- Business Value Seller: Proven record of effective account management, particularly demonstrating coupling business acumen with technology knowledge, to connect customer business challenges to their technology decisions and; coaching the customer through business case creation, approval, and stakeholder buy-in.
- Audience Credibility: Ability to influence target decision makers such as Business Decision Makers and Technology Leaders on the need for Modern Support.
- Collaborative: Able to work cohesively with customers, members of the Microsoft (or similar) sales, customer success, and marketing organizations and Microsoft (or similar) partners.
- **Excellent Communicator: **Communication and collaboration, organizational, presentation, deep technical product demo, writing, and verbal communication skills.
- **Executive Presence: **Validated experience engaging with senior level executives.
- **Consultative Technical Selling and Challenger mindset: **Validated experience in consultative technical selling approach, including bringing innovative ideas to customers problems and being customer focused.
- Performer: Highly driven passionate person who consistently exceeds goals and expectations.
- Growth Mindset: Experience and passion for learning (technical and professional skills); implementing practices from others; trying, failing and learning from the experience; sharing practices and knowledge for others’ benefit.
- Education: Bachelor's degree in Computer Science, Information Technology, or related field Preferred
- **Experience in international presales roles, **working across Asia is a plus.
- Broad evangelism through events (presentation skills), and consultative selling.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about **requesting accommodations.**