Solution sales professional

Responsibilities:

• Develop and maintain account plans for all accounts in your designated territory which includes white space analysis, current technology footprint/landscape, customer pains, competitive landscape, industry trends, incumbent partners etc.
• Develop deep trusted relationships with senior business and IT leaders by understanding customer business pains, strategic growth objectives, industry trends and by providing outcome-based solutions.
• Develop, maintain, and document comprehensive business plans resulting from joint customer planning and discovery workshops which address customer strategic priorities for digital transformation.
• Discover, assess, evaluate, and challenge strategic customer objectives by translating them into digital transformation opportunities that leverage Dynamics 365 and the broader  cloud.
• Develop and drive opportunity execution plans and partner industry experts and pre-sales specialists, ensuring a highly collaborative and orchestrated partner co-selling motion.
• Justify key change scenarios and associated investments through compelling outcomes, create proposals reflecting tangible business value, negotiate terms and contracts with successful close.
• Be a disciplined operator by building and driving a rolling pipeline, keeping it current and accurate. Leverage marketing, inside sales, partners and relationships to build pipeline, and leverage promotions, events etc. to close opportunities.
• Achieve/exceed revenue quota and customer win targets.

5+ years of experience:

• Successfully selling business application and consistently exceeding sales targets.
• Selling software-as-a-service cloud-based business applications to large enterprise customers.
• Developing demand and negotiating terms and contracts for digital transformation initiatives.
• Driving/leading sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.
• Assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios, and an ability to measure and present incremental and new economic value.
• Leading and orchestrating virtual teams comprising industry, engineering, presales, licensing and legal team members.
• Disciplined operator with demonstrated accuracy in forecasting business and maintaining pipeline hygiene.