App Innovation Specialist
il y a 9 heures
**What Joining the Microsoft Team Means**
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 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 Impact You’ll Be Making**
Microsoft is uniquely positioned to win “App Innovation” workloads to help with customer’s Digital Transformation journey. Microsoft apps portfolio spans Azure App Platform, PowerApps, GitHub/DevOps and Visual Studio. Azure App Platform is one of the fastest growing businesses inside the Azure platform and with tighter integrations with developer tools. Microsoft is hiring Specialist sellers for Application Innovation to deliver on Microsoft’s aspirations and sales goals in this dynamic and fast-growing enterprise market.
**Responsibilities**:**
Primary accountabilities for this role include**:
- **
Create “buy-in” vision with the Apps Decision Makers**
- Take an active role in defining and influencing the customer’s business challenges and opportunities.
- Understand the financial, qualitative and competitive drivers impacting customer business.
- Create “buy-in” vision and gain sponsorship by generating excitement around Microsoft solutions value.
- **
Map out customer’s current and desired state and expectations**:
- Identify customer’s digital transformation needs, business drivers, their perspective, and concerns.
- Collaborate effectively with the customers to outline their business problems and opportunities.
- Establish and understand the buying decision criteria and timeline to make decisions regarding the solution.
- Establish credibility and trust by demonstrating that Microsoft solutions not only solve customer business problems but also the value they realized.
- **
Lead the solution design by assembling and orchestrating Sales & technical resources.**:
- Proficient in delivering Microsoft Apps vision, strategy, value to C-level and Apps Decision Makers
- Orchestrate the technical experts to create the solution, validate it via Proof of Concept, and showcase how it meets customer business and technology requirements.
- Able to handle customer objections and competitive differentiation.
- **
Substantiate the value of the solution (commercial discussion)**:
- Building business cases with TCO analysis and negotiating a deal that’s based on value by leveraging various MS offers and programs.
- Secure customer commitment for the business proposal.
- **
Drive Sales Excellence**:
- Drive the App Innovation business to overachieve revenue, consumption and scorecard targets.
- Maintain excellence in pipeline management, accuracy of sales forecast, and deal close plans.
- **
- Influence the Microsoft Application Innovation go-to-market strategies by providing feedback to sales, marketing, and engineering on product requirements and sales blockers.
- Stay sharp, attain and maintain required certifications. We encourage all our employees to continuously maintain and enhance their technical, sales, professional skills and competitive readiness. You will be recognized for sharing, learning and driving individual work that all result in business impact for customers, partners and within Microsoft. We encourage thought leadership and leadership from every employee.
**Qualifications**:**
Key Capabilities**
**Professional**:
- **
- **
Account Management.** Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, services/partner engagement, opportunity management and pipeline management
- **
Executive Presence.** Experience and expertise selling to LOB decision makers, technical decision makers & enterprise solution architects by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria
- **
Problem Solver.** Ability to solve customer problems through cloud technologies, specifically solutions related to cloud native apps - containers & serverless, microservices, developers tools and DevOps, low code, migration to cloud
- Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence
**Technical**
- Enterprise-scale technical experience with cloud and hybrid infrastructu
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