Consulting Services Sales

Microsoft Industry Solutions (Consulting) helps Microsoft customers around the world get the best outcomes from their investments in the latest Microsoft cloud technologies. We focus on empowering customers on their digital journey, from envisioning new possibilities to delivering solutions that result in targeted business outcomes and a great customer experience. The focus of the Consulting Services Sales role is to spearhead the overall sales strategy with our most strategic enterprise customers. This translates into developing and winning digital transformation opportunities that enable customer business outcomes and success. You will leverage Microsoft’s unique expertise, including direct access to Microsoft product teams, to help customers maximize the business value of their Microsoft investments. We are now seeking a Consulting Services Executive for key strategic accounts across multiple industry verticals. **Responsibilities**:** Strategy and Planning** - Play a leading part in setting the account vision together with the Account Executive and Core Account Team. Lead consulting the virtual Consulting account team's contributions to the account vision and strategic approach. - Own the virtual Consulting account team account-planning preparation, defining Consulting sales priorities and collaborating with Consulting delivery/account-aligned leads to leverage insight and influence the overall account plan. **Customer Relationship Management** - Nurture overall Microsoft-customer relationship with the C-Suite. Drives for agreement with account team on customer and partner stakeholder ownership, including consulting-led stakeholder relationships. - Partner with account team to build trust and to represent the interests of One Microsoft to customers. - Ensure execution of regular consulting "rhythms of connections" with customer to seek customer feedback and maintain proactive dialogue on overall consulting value provided, as well as relationship risks and issues. - Work with our partner ecosystem to find models for collaboration to win new business. **Deal Excellence** - Drive the sales cycle from lead qualification through to deal closure, effectively executing pre-sales process requirements (e.g., Microsoft Selling Process [MSP], Consulting Lead to Order [L2O] process). - Drive discussions of terms and conditions (e.g., scope, milestones, price) with executive-level customer stakeholders (e.g., CFO, CEO, elected officials, board level) for opportunities in collaboration with the virtual Consulting account team and customer through multiple iterations to ensure agreement. **Business Value Selling** - Proactively build and maintain up-to-date knowledge of customer's business priorities, risks and challenges, internal landscape (e.g., organization structure, stakeholders, business performance), industry/sector challenges, regulations, trends and futures (e.g., impact of artificial intelligence [AI]). - Bring ideas that trigger innovative, market-making customer conversations. Develops highly complex consulting propositions (e.g., multiple workloads, innovative and market-making scenarios) with customers. **Qualifications**: - Extensive consulting sales experience in the enterprise sector, with experience owning strategic customers and managing strategic relationships. - Proven ability to nurture sales account strategy and partner within a virtual team to develop and close opportunities. Skilled in sales and account planning to meet targets, as well as in relationship building and social selling. - Expertise in influencing business and technical decision makers. Skilled in creating business cases for customer change and in translating value propositions and solutions into customer business outcomes. - Ability to articulate industry expertise. Skilled in communicating value propositions, executing defined sales motions and leveraging priority sales scenarios to meet customer needs. - Problem solver and ability to work in rapidly changing environment effectively managing ambiguity. - Fluency in English. French or German would be advantageous. Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.