About the job

SMC and Digital Sales, we have set out with the purpose to empower our customers through the unique value of the Microsoft cloud by building a globally-led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate (SMC) and Digital Sales organization is committed to delivering the global digital scale engine for our business -- this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diverse and Inclusive, Wellbeing, Sustainability, Giving and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.

Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft?

The Digital Acquisition team drives growth for Microsoft by helping customers realize the value of the Microsoft Cloud. Powered by a world-class connected sales and marketing platform, this team leverages marketing insights to reach customers when and where they want to engage digitally to help solve their business problems. We’re powered by the latest innovations in Microsoft Dynamics 365 to engage with customers, collaborate across our global teams, and acquire and retain new business for Microsoft.

As a Modern Work Acquire Solution Specialist, you will be working with SMC-Corporate customers at the start of their Modern Work journey, helping them redefine how their employees do more with less and developing and winning strategic opportunities that deliver end-to-end Modern Work thought leadership driving significant customer value and enabling transformational customer outcomes. As a Modern Work Acquire Specialist you will build Modern Work digital transformation strategies with customers, collaborating across different groups inside the customer environment to successfully enable customers to drive cloud modernization in their organization. You will lead consultative customer conversations and collaborate on the planning, orchestration and execution of end-to-end Modern Work with internal stakeholders and partners to cross-sell and up-sell.

This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise. This role is flexible in that you can work up to 50% from home.

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

The reinvention of the workplace has been a staple for Microsoft in accelerating our growth in commercial cloud services. The mission of a Modern Work Acquire Solution Specialist is to help our customers understand the opportunity for transformation within their current solutions and drive incremental value with additional Security and Teams-focused solutions. You will help realize the value of their Modern Work investment, driving the customer sales cycle from start to finish, while also removing roadblocks as our customers modernize their workplace.

Core Responsibilities

• Plan & Execute as One Microsoft to Enable Customer Outcomes
• Drive New Cloud Revenue for Modern Work Solutions, helping customers realize the value of a secure, productive enterprise 
• Enable Customer Success by navigating business and technical roadblocks surrounding workplace modernization 
• Orchestrate across teams and partners to drive customer outcomes 
• Engage with BDMs to identify and solve for communication and collaboration gaps within their organization 
• Obsess over Microsoft’s customers and prospects to deliver a world-class customer engagement experience 
• Leverage social, digital, video, chat, phone and demonstration environments to effectively reach, sell to, and manage Microsoft customers 
• Prepare insights to drive the right business solution outcomes 
• Close Deals Through Effective Leadership
• Be the first contact point for many customers, deliver a strong first impression and set the foundation for long term customer relationship 
• Own Customer Sales Cycles end to end, leveraging appropriate resources to ensure customer satisfaction & deal success 
• Engage with customers across industries, company sizes and types to determine their needs and identify opportunities to fulfill their needs with Microsoft's leading cloud technologies 
• Effectively turn prospects and qualified leads into opportunities and revenue pipeline by filtering them through different criteria, e.g. BANT (budget, authority, need and timeline) 
• Position competitive offerings and solutions in the context of customer needs and experiences; provide technical product overview and insights pertinent to customer need and usage scenarios 
• Navigate complex licensing scenarios and nuance to ensure customer value and success 
• Demonstrate verbally, in writing, and through live product demos how customers can capture value and envision their future with Microsoft’s technologies 
• Quarterback sales from lead to purchase; be the main point of contact for Microsoft's customers, leading the sales strategy, overcoming objections and negotiating success 
• Own winning technical, business, and licensing decisions for Modern Work opportunities 
• Meet or Exceed Revenue Targets, Maintaining Sales Hygiene & Deal Excellence
• Executing discipline in lead management, opportunity qualification, opportunity management, pipeline hygiene, forecasting, and deal commitment 
• Maintain a high level of customer engagement across both digital signals and opportunities 
• Create and present territory/solution plans and results to management and use appropriate escalation techniques to stay on top of goals and objectives 
• Deliver and Maintain Monthly and Quarterly Forecasts 

Qualifications

• Sales and negotiation experience; OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 
• Sales and negotiation experience or related work or internship experience; OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) is required.
• fluent German is required
• Experience selling cloud services to large/global customers
• Excellent Communicator. Strong written and verbal communication skills – including negotiation, organizational, presentation and financial acumen.
• Stakeholder Management. Build relationships, collaborate, and influence across internal and external organizations, functions, and stakeholder groups. Understand partner ecosystems and the ability to leverage partner solutions to solve customer needs. 
• Competitive Landscape. Knowledge of enterprise software solutions and cloud platform competitor landscape and the ability to demonstrate the business value of Microsoft's solutions with an understanding of Microsoft's strategies and products relative to major Microsoft competitors.
• Purposeful Planner & Executor. 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
• Disciplined Operator. Maintains operational and sales excellence discipline, including planning, opportunity qualification and creation, stakeholder communication, services/partner engagement and sales excellence practices including pipeline, forecasting and opportunity management.
• Growth mindset. A desire to learn, grow, and drive change with the capacity to learn and retain knowledge about systems, processes, products, and services quickly and accurately.
• 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.
• Fluency in German is essential

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.