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Microsoft Corporation Specialist - Unified Support Blackbelt 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. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

Responsibilities

The focus of the Services Specialist (SSSP) Blackbelt is to support the US Support Sales Field Teams in identifying, driving and closing Microsoft Unified Support opportunities to enable customer outcomes and drive Microsoft cloud usage. The Blackbelt provides unique expertise to drive the sale and adoption of Unified Support across the US. Key accountabilities include:

  • Determine strategy for identifying, driving and closing Unified Support opportunities to enable customer outcomes and drive Microsoft cloud consumption - leveraging the Microsoft Services Solution and Industry Priorities , and completing territory planning which is aligned both to Services and Enterprise Operating Unit (EOU) priorities for the account.

  • Build and maintain close working relationships with the Unified Product, Offering and Pricing teams - ensuring clear understanding of the Microsoft Unified Support value proposition and leveraging customer relationships built by the account team to identify, pursue and close opportunities.

  • Close deals through effective orchestration of the virtual team – supporting Unified Support opportunities end to end leveraging appropriate account and pre-sales roles to bring the best resources to ensure customer satisfaction and deal success.

  • Meet or exceed revenue targets and maintain deal management excellence - executing sales excellence discipline in pipeline hygiene, deal commitment & close planning.

Sales Execution

  • Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, partners, or services to track and qualify new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.

  • Identifies customer business needs and technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Proposes prioritized solutions that align with customers' needs. Articulates the business value of proposed solutions.

  • Proactively builds external stakeholders' mapping. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business.

Scaling and Collaboration

  • Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners (e.g., Enterprise Operating Unit). Navigates the MSFT organization to bring the best impact to the customer.

Sales Excellence

  • Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.

Other

  • Embody our culture and values

Qualifications

Required/Minimum Qualifications

  • 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

  • Proven sales success and expertise in selling Unified Support solutions

  • Creativity and adaptability to drive a new product offering

  • Support solutions knowledge and experience including an understanding of Microsoft licensing

  • Track record of consistently meeting or exceeding sales targets

  • Ability to thrive in a highly collaborative environment

  • Experience in driving transformational products and services to market

  • Executes recognized sales methods, processes and tools

  • Sales and business background, with 5+ years of technology-related experience

Capabilities Profile

  • Cross Group Collaboration - Incorporates diverse perspectives to thoroughly address complex business issues. Able to maintain a broader perspective to identify and evaluate opportunities to enhance the business.

  • Digital Transformation Driver – Ability to: Engage and influence Business Decision Makers (BDMs) and Technical Decision Makers by successfully creating a case for customer change, and translating value propositions and solutions into Customer business outcomes

  • Solution Area Expert – Ability to: Articulate Unified Support Subject Matter Expertise and differentiate competitor solutions.

  • Deal Orchestrator – Ability to: Orchestrate a deal team to ensure success, and work in partnership across multiple v-teams.

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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .

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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