Digital Cloud Acquisition - Sales Representative
Microsoft
San Jose, San José, Costa Rica
hace 1 día

Microsoft is empowering every person and every organization on the planet to do more and achieve more. We have set ourselves three bold ambitions : create more personal computing, reinvent productivity and business processes and build the intelligent cloud.

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.

As part of our transformation, one of our key areas of focus is the modernization of our sales motions. The Insides Sales organization is a newly formed organization with a charter to accelerate Microsoft’s growth in its cloud-first, mobile-first businesses along with the traditional businesses.

This organization is at the forefront of establishing a new sales model leveraging modern technology and big data and analytics to drive impactful demand response and targeted sales coverage.

Does the opportunity to work with customers to solve their technology and business make you tick?

As an Inside Sales Representative - Demand Response, you will work directly with customers, your sales team and implementation partners to achieve quarterly and annual sales quotas - closing net-new business, as well as managing and growing Microsoft's existing book of business.

You will be expected to utilize modern selling and marketing techniques and tools to communicate effectively with key business decision makers.

Responsibilities : Customer Engagement

Customer Engagement

  • Closes large, multi-cloud complex deals with multiple decision makers. Executes high levels of pipeline hygiene. Leads pipeline reviews for the team.
  • Prioritizes customers to contact based on gathered intelligence and automated sources. Keeps accurate and complete documentation of customer contacts.

    Identifies sources of information for customer intelligence. Demonstrates actively driving pipeline progression. Increases multi-cloud, cross-selling results.

    Provides customer insights for impactful business change.

  • Dispositions quality leads appropriately and in a timely manner. Meets expected activity levels to reach targets calling customers on leads, appointment booking, email follow ups).
  • Gathers and assimilates additional data and insights to inform lead dispositioning. Shares and seeks best practices in lead management.

    Prepares and delivers multiple demos and execution with a breadth of technical topics.

  • Regularly achieves and / or exceeds targets for wins and revenue with consistent above average performance in market / solution area.
  • Lands complex multi-cloud deals with high customer focus. Develops and shares methods for contacting customers and follow ups.

    Demonstrates disciplined approach to managing complete funnel in order to achieve targets.

  • Consistently grows average deal size through cross-sell, upsell, and strong customer focus. Drives resolution of blockers to help customers make decisions favoring Microsoft products and services.
  • Aligns appropriate partners to drive best solutions for customers. Prepares and share best practices across regions. Drives deeper conversations with customers regarding digital transformation and alignment to Microsoft solutions.

    Leverages competitive insight in customer engagements. Actively leverages marketing insights to drive holistic customer conversations.

    Internal Engagement

  • Provides coaching to new hires. Proactively provides positive and constructive feedback on process, programs, culture, and areas of focus for potential improvement.
  • Participates in v-team tasks related to driving improvements. Shares information with stakeholder groups to drive improvement.

    Shares customer insights with manager, peers, and cross-workload.

  • Acts as a subject matter expert in a chosen area and shares best practices and insights with other team members proactively and consistently.
  • Acts as a mentor for new hires. Expands onboarding activities to broader teams. Leads a stretch project. Coaches team on selling.

    Covers for manager when needed. Motivates and uplifts others. Provides kudos, praise, and recognition to teammates. Promotes inclusion by leveraging and executing best practices.

    Partners with peers from different teams to share ideas and best practices. Demonstrates curiosity in seeking out best practice.

    Expands network of experts.

  • Reviews plans with manager on regular cadence. Has regular one-to-one meetings to review progress and status against targets.
  • Participates in team and all-hands meetings as needed. Proactively provides feedback on potential improvements. Iterates on processes to drive improvement.

    Stays abreast of product knowledge, company news, and market trends. Follows processes with rigor and timeliness in accordance with pipeline management and target achievement.

    Recognizes current state and takes action appropriately to improve or course correct as needed. Shares perspective to drive operational improvement.

  • Complies 100% with Demand Response and Microsoft-wide processes. Elevates compliance concerns as needed.
  • Leveraging Others

  • Completes all required training. Completes optional / recommended training deeper solution area training / certifications).
  • Seeks and achieves stretch learning projects. Creates and manages Personal Development Plan (PDP) in partnership with manager.

    Conducts regular reviews with manager. Seeks and achieves stretch projects or learnings. Learns to prepare and deliver multiple demos with a depth of technical topics.

  • Executes Digital Sales excellence through use of tools such as LinkedIn, PointDrive, and Elevate to better identify, connect, and engage with customers and key decision makers and promote professional brand.
  • Works across partners and internal teams to deliver strong customer experience. Increases scale and productivity through partners.
  • Works with mentor outside Demand Response. Explores new ways of execution, and leverages best practices shared by others.

    Proactively identifies opportunities to leverage deal-winning resources as appropriate business desk, Digital Win Room DWR , End Customer Investment Funds ECIF ).

    Manages conflict and resolves by finding common ground and agreed-upon path forward.

    Other

  • Represent the
  • Qualifications :

    Required / Minimum Qualifications

  • 6+ years sales and negotiation experienceOR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 3+ years sales and negotiation experience or related work or internship experienceOR equivalent experience.
  • English Language : fluent in reading, writing and speaking.

    Additional or Preferred Qualifications :

  • 7+ years sales and negotiation experienceOR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 4+ years sales and negotiation experience or related work or internship experienceMaster's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 1+ year(s) sales and negotiation experience or related workOR equivalent experience.
  • General knowledge of the IT industry, with the capacity to learn and retain knowledge about individual products and business solutions quickly and accurately.
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