Solution Area Specialist - Unified GBB at Microsoft

Brussels, Brussels-Capital, Belgium -

Full Time

Start Date

Immediate

Expiry Date

25 Mar, 26

Salary

0.0

Posted On

25 Dec, 25

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Sales Management, Support Selling, Cloud Platform, Security Solutions, Consultative Selling, Pipeline Management, Customer Engagement, Technical Selling, Business Value Selling, Collaboration, Communication Skills, Executive Presence, Growth Mindset, Thought Leadership, Account Management, Stakeholder Influence

Industry

Software Development

Description

Overview As a Unified Global Black Belt, you will be a leader in our Microsoft One Services Sales organization, working with our field sales teams and our strategic customers. You will participate in virtual teams of Sales, Customer success and support resources to sell Unified and Enhanced Solutions for our most complex customer’s challenges. Your main focus will be on our Enhanced Solutions, particularly our Mission Critical Services portfolio of offerings and the related Unified Support value proposition. In addition you will be working with SPT, Account teams and CSU to drive complex deals that require concessions and creative approaches to driving customer value. By closely aligning with our One Services Sales teams, you will drive integrated selling of our product and support offerings. This will help our customers get faster value from their Microsoft investment and deliver a more seamless and connected customer experience.You will build and maintain relationships with Support Account Executives, SPT and Services Sales Managers and Area leaders, influence strategic account direction and act as a trusted advisor. Driving engagement with customers at CXO level. You will help sales with account and opportunity planning, coordinate our most important support sales opportunities, help customers assess and buy Unified Support and Enhanced Solutions options that suit their needs, remove barriers to deployment and drive customer satisfaction.The GBB is responsible for the entire support sales process for assigned Solution Area+ Support deals and accounts, shaping, scoping and proposing through deal coordination to meet customer’s support needs. Responsibilities Responsible for sales management, tracking performance, executing key flagship opportunities with # of deals won as well as being a SME for STU and Support Sellers on key offerings like Mission Critical Services and CIR. Dedicate 60% of your time selling Enhanced Solutions, focusing on Mission Critical Solutions across the different solutions areas. Co-selling complex Enhanced Solutions with Services Account Executive Develop a deep specialization in all Enhanced Solutions offerings per assigned Solution Area that you are acting as a champ Dedicate 18 hours per quarter of your time on Sales Enablement of Support Solution area offerings Be a leader, advocate and driver of Solution Plays to increase Support Services inclusion Drive senior customer and internal stakeholder conversations for Unified Support aligned to Microsoft’s customer solution. Understanding, demonstrating and translating customer requirements for Unified Support into winning proposals Pipeline management in alignment with the relevant sales teams Thought leadership for continuous improvement in our tools, processes and offerings. Qualifications The GBB role requires you to be a seasoned individual that can collaborate effectively across geographically dispersed teams, have excellent client-facing skills, and are able to lead multiple complex opportunities running in parallel. Experience: Significant years of related experience in Sales and/or Support sales roles. Support Experience: Experience in Support selling/deal orchestration with in-depth knowledge of Unified Support Enhanced Solutions. Cloud Platform and Security Experience: Deep understanding in selling/deal orchestration experience with in-depth knowledge of Microsoft Cloud Platform and Security solution area. Sales Expertise: Presentation skills, and consultative selling. Disciplined in business-management, meeting sales targets and operational standards. Mentors other sellers towards a "challenger mentality" by prompting them to engage the customer early with new insights. Demonstrated experience influencing senior stakeholders within customer and own organization. Cloud Platform: Understanding of Microsoft cloud platforms and related need for Unified Support Offerings. Competitive Landscape: Knowledge of cloud networking competitors and content delivery network provider landscapes. Solution Expert: Deep understanding of Unified Support, key areas of differentiation, and knowledge to create industry-centric use cases for Support. Sales Orchestration: Proven ability to orchestrate the execution of large, complex Support Sales motions, Sales v-teams, and Global resources. Business Value Seller: Proven record of effective account management, particularly demonstrating coupling business acumen with technology knowledge, to connect customer business challenges to their technology decisions and; coaching the customer through business case creation, approval, and stakeholder buy-in. Audience Credibility: Ability to influence target decision makers such as Business Decision Makers and Technology Leaders on the need for Modern Support. Collaborative: Able to work cohesively with customers, members of the Microsoft (or similar) sales, customer success, and marketing organizations and Microsoft (or similar) partners. Excellent Communicator: Communication and collaboration, organizational, presentation, deep technical product demo, writing, and verbal communication skills. Executive Presence: Validated experience engaging with senior level executives. Consultative Technical Selling and Challenger mindset: Validated experience in consultative technical selling approach, including bringing innovative ideas to customers problems and being customer focused. Performer: Highly driven passionate person who consistently exceeds goals and expectations. Growth Mindset: Experience and passion for learning (technical and professional skills); implementing practices from others; trying, failing and learning from the experience; sharing practices and knowledge for others’ benefit. Education: Bachelor's degree in Computer Science, Information Technology, or related field Preferred Experience in international presales roles, working experience across EMEA is a plus. Broad evangelism through events (presentation skills), and consultative selling. 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. 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. Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. Microsoft is an equal opportunity employer. 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.

Responsibilities

The role involves managing sales processes, executing key opportunities, and driving customer engagement for Unified Support and Enhanced Solutions. The GBB will also coordinate complex deals and support sales efforts across various teams.