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About the Role

Leads discussions with customer stakeholders to identify, qualify, prioritize, and accelerate sales opportunities. Leverages AI-driven market intelligence and predictive analytics to assess trends, forecast needs, and develop insights that align sales plays with customer business priorities. Partners cross-organizationally to support AI- and cloud-driven transformations for customers, emphasizing cutting-edge AI technologies and cloud services. Engages in sales pipeline reviews to drive forecasting accuracy and meet sales targets using AI-powered analytics. Drives sales strategies tailored to customer security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation.

Responsibilities

Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies.
Participates in strategy development for driving and closing moderately complex, significant value opportunities.
Collaborates across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to contribute to deal orchestration and handoffs throughout the deal lifecycle.
Utilizes best practices to earn customer buy-in, secure deals, and mitigate risks to facilitate sales activities.
Drives sales strategies tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation.
Reviews and translates customer and partner feedback to establish recovery action plans.
Develops relationships with key customer and partner stakeholders to understand sentiment and satisfaction goals.
Drives partner teams, resources and relationships are activated, driving co-selling strategies and partner attach to each opportunity through every stage in the sales lifecycle.
Drives partner organization connections (i.e. GPS) to drive share, partner health, that aligns with execution plans to accelerate customer value realization at scale.
Analyzes business and emerging opportunities to improve the customer portfolio and encourage customer innovation.
Leverages technology (e.g., AI sales agents, automation, Power Platforms) to drive growth within assigned domain.
Utilizes propensity, renewal, consumption, and usage data to prioritize sales strategy.
Optimizes partners assigned to each account and/or opportunity to facilitate handoffs with other teams throughout the deal lifecycle.
Engages in sales pipeline reviews with internal stakeholders to drive 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.
Leads 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.
Partners with others cross-organizationally and supports the development of solutions to enable AI- and cloud-driven transformations for existing and new customers within the region, emphasizing the integration of cutting-edge AI technologies and cloud services.
Leverages established strategies and participates in conversations with customers to distinguish Microsoft’s offerings in the competitive landscape.
Serves as an trusted advisor for customers and guides the adoption of technologies and solutions that align with their goals and drive digital transformation.
Evaluates solution area(s) and market and develops insights to align sales plays with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs.
Partners across teams to propose solutions and strategies that align with customer business objectives.
Identifies and addresses gaps, driving market engagement and sales execution.
Leverages whitespace analysis and partners with others to identify business opportunities and market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights.
Evaluates and disseminates market intelligence, trends, and insights across the team.
Leverages established market analysis approach to ensure alignment with strategic directives and market trends.
Leads discussions with customer stakeholders and decision makers to identify, qualify, prioritize and accelerate sales opportunities.
Acts as a point of contact and collaborates with internal stakeholders within and across organizations to drive to customer success.
Engages with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives.
Incorporates and reinforces security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards.

Requirements

Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 4+ years experience in technology-related sales or account management OR equivalent experience.
4+ years solution or services sales experience.

Skills

AI-driven market intelligence
Predictive analytics
AI technologies
Cloud services
AI sales agents
Automation
Power Platforms
Propensity data
Renewal data
Consumption data
Usage data
AI-powered analytics
Forecasting tools
Security principles

Location

U.S.
San Francisco Bay area
New York City metropolitan area

Work Type

Full-time

Experience Level

4+ years
6+ years
8+ years

Education Level

Bachelor's Degree
Master's Degree

Salary/Compensations

USD $107,600 - $187,500 per year
USD $145,600 - $205,600 per year

Benefits

Certain roles may be eligible for benefits and other compensation.

About the Company

Microsoft is an equal opportunity employer.

Equal Opportunity

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.