- Customer Engagement Participates in security priority discussions with customers, demonstrating Microsoft's commitment to secure, AI-powered transformation and that address their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. Engages partner teams, resources and relationships, actively driving co-selling strategies and partner attach to each opportunity early in the sales lifecycle. Engages in connections with the partner organization (i.e. GPS) to drive share, partner health, that aligns with execution plans to accelerate customer value realization at scale.Assess and qualifies sales opportunities follows sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices with guidance. Learns about strategies for pursuing and closing deals. Collaborates across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to contribute to deal orchestration and handoffs throughout the deal lifecycle with guidance. Leverage best practices to gain customer buy-in, secure deals, and manage risks.
- Sales & Pipeline Management Participates in sales pipeline reviews with internal stakeholders to support forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Maintains sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes. Maintains usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.Begins to assess business opportunities in context of provided feedback to contribute to the enhancement of the customer portfolio. Utilizes technology (e.g., AI sales agents, automation, Power Platforms) to support growth within the assigned domain as directed. Works with manager and others to review propensity, renewal, consumption, and usage data to help inform sales strategy prioritization. Learns to facilitate handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle.
- Sales Strategy Begins to assess solution area(s) and identify trends that may impact sales plays, incorporating AI-driven predictive analytics to forecast future market needs. Works within team to suggest solutions that may support customer business objectives.Learns about solutions that facilitate AI- and cloud-driven transformations for customers within their solution area. Begins to apply existing strategies to help differentiate Microsoft's offerings in a competitive landscape as directed. Uses established guidelines to assist customers in understanding technologies and solutions that meet their objectives and contribute to their digital transformation journey following clear guidance.Begins to leverage whitespace analysis and learns to identify business opportunities under guidance, utilizing AI-driven market intelligence tools to assess trends and insights. Contributes to market intelligence gathering efforts and begins assessing trends. Utilizes established market analysis approach to align sales strategies with market trends with guidance.Initiates discussions with stakeholders to understand and identify sales opportunities under clear guidance. Begins to work with internal stakeholders to assist and contribute to customer success as directed. Begins to collaborate with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Applies security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards.
- Required/minimum qualifications Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 1+ year(s) experience in technology-related sales or account management OR equivalent experience.
- Additional or preferred qualification Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field OR Bachelor's Degree in Computer Science, Information Technology, Information Security, or related field AND 2+ years experience in technology-related sales or account management OR equivalent experience.
