Microsoft Corporation Global Business Applications Value Manager in Cambridge, Massachusetts
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
Are you ready to join a double-digit growth cloud business?
Microsoft Business Applications cloud is recognized by analysts as a leader in the CRM, ERP and application platform space. Trusted by global businesses as their platform of choice, Microsoft Business Applications uniquely enables customers to optimize their operations, engage their customers, empower their people and transform their products.
The mission of Microsoft Business Applications is to help our customers digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs driving new levels of profitability for their organization. It’s a new data-driven world, and Microsoft is the only platform in the industry built from the ground up with data and intelligence at the center. Microsoft Business Application solutions include virtually unlimited data sources from customers’ applications including legacy, first and third-party, vendor, customer and many more.
The Global Business Applications Value Manager is an accomplished and experienced solution seller with a proven track record of building and presenting credible and compelling business cases that demonstrate tangible ROI on large and complex transformation initiatives, linking multi-million-dollar technology investments to improved business outcomes and economic impact
As a Global Business Applications Value Manager in our Global Black Belt Team – you will be an industry-aligned, outcome-driven business process transformation enabler within the Microsoft specialist sales organization working with business decision makers are our most important customers helping them craft their end-to-end business transformation vision by driving for strategic alignment, envisioning solutions based on prioritized business impact and mapping capabilities that will enable business impact.
You will be a key part of a virtual pursuit team of technically intense workload (solution) Microsoft experts as well as external co-sell partners, and Independent Software Vendors to provide customers with contextual solutions aligned to their end-to-end business transformation needs using Microsoft Business Applications’ portfolio of offerings. You will use the Microsoft Catalyst Sales Methodology to enable customer digital transformation journey focusing on the business value and outcomes from Microsoft Business Application solutions.
To excel in the Business Value Executive role, you must have the following traits and abilities:
Business Process Transformation Expert - Has deep understanding of Retail & Consumer Goods industry-specific challenges and opportunities and can envision solutions to address customer functional needs and pains, mapped to business value outcomes.
Expert Business Decision Maker Conversationalist, Digital First Seller - Identifies the right business decision makers and builds relationships using social selling best practices, leverages other organizations in Microsoft and their relationships. Expertise in Industry and solutions with connected use cases and value drivers to achieve trusted advisor role with business decision makers & customer personas.
World Class Orchestrator - Complex, multi-thread Project Manager, influences for impact, leads, manages & drives shared vision and execution across virtual teams and partners.
Industry-based Solutioning Expert - Experience from and/or with the Retail and/or Consumer Goods industry and the knowledge to define solutions that solve specific user persona pains, highlighting how technology can support their goals
Business Outcome Seller - Expert ability to quantify business value for solution capabilities addressing customer persona needs/pains, identifying key value drivers mapped to solution capabilities and executing value analysis to quantify outcome impact
Expert in Differentiating Solution Offering - Expert understanding and positioning of proposed solution(s) against competition, macro-level thinker that can articulate and present the power of the Microsoft Cloud and differentiated benefits for customer.
World Class Deal Crafter & Negotiator - Exceptional deal crafter with capability to map business value to customer proposals.
Senior Executive C-Suite Level Presenter and Story Teller- Expert communicator with world class skills in content creation and effective presentation skills to executive and board level BDMs.
Orchestrate Solution Design & Calculate/Present Business value - Orchestrate, bringing clarity to pursuit team to ensure designed solution(s) maps to envisioned solution and business value. Ensure design has an end-to-end view, building opportunities for future expansion of interconnected business processes after initial sale.
Envision Industry-aligned Customer-Centric Solutions with Business Value Insights - Discover and envision industry-based solutions with business value insights working with a pursuit team of technical workload experts and partners resources to quantify and qualify end-to-end connected solution use cases expanding opportunity value across line of business BDMs.
Coach the field sales team
Build Pipeline in alignment with Account Teams & Cross-Solution Areas - Build pipeline and expand deal size by leading with industry, using digital signals & insights to prospect, network, identify, engage & nurture with right BDMs, align & gain account team commitment and plug into cross solution sales motions.
Engage with Partner(s) - Leverage and scale through aligning early with priority co-sell partners and ISVs.
Develop Close Plan & Secure Customer Agreement to Envisioned Solution - Gain customer agreement by successfully presenting the business case for change, aligning business pains with envisioned solution and associated business value.
Negotiate with Proposals Mapped to Business Value - Create compelling board-level presentations with proposals aligned to customer transformation plan mapped to business value impact. Deal crafting and negotiating using Give Gets/Balance of Trade and other resources. Engage Microsoft executives when required to expedite close and resolve stale mate/in action.
Commitment for Customer Success - Throughout the sales process and after sales closure ensure successful handoff to customer success teams with a clearly documented plan.
5+ years of technology-related sales or account management experience
OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience.
Additional or Preferred Qualifications:
7-10+ years of CRM/ERP selling experience or similar software-as-a-service, cloud-based business applications to large, enterprise accounts, ideally in the Retail & CPG vertical.
Compete experience or working knowledge of competitive selling against SAP, Aptos, Salesforce, Oracle, and NetSuite
Strong executive presentation, white-boarding and communication skills; knowledge of Design Thinking or Solution Envisioning a plus
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.
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.
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.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
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