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Microsoft is recruiting a Russian speaking Digital Specialist with a proven track record of exceeding sales targets by driving digital transformation using CRM solutions in enterprise accounts.
She/he uses their industry knowledge, solution expertise and customer relationships to influence key stakeholders and lead virtual teams to drive transformation.
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 Microsoft Dynamics 365 Customer Engagement (CRM) and the broader Microsoft cloud.
Develop and drive opportunity execution plans with a team of Microsoft 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.
Requirements Bachelor’s Degree or equivalent work experience required:
Fluency in Russian language is mandatory
5+ years of experience:
Successfully selling CRM or similar business applications 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.
Deep understanding of
Business solutions, specifically CRM applications including Marketing Automation, Salesforce Automation, Relationship Sales, Customer Service, Field Service etc. and how they translate into business impact and drive the desired business outcomes.
The security, regulatory and compliance needs of global customers.
Commercial cloud offerings, ideally including Microsoft’s cloud platform as well as competitors and related ecosystems.
Business value selling methodologies, practices and technologies that drive sales prospecting and sales management in complex solution selling environments (e.g. Design Thinking, Business Value Engineering, Challenger sales etc.).
Customer-centric mindset with demonstrated passion for delivering customer value and success.
Demonstrated success in complex, multi-year sales engagements.
Solution selling skills, including ability to articulate concise return on investment value statement.
Knowledge of customer facing business processes in one or more industries like Financial Services, Manufacturing, Automotive, Oil & Gas, Utilities, Retail & Consumer Goods, Healthcare, Public Sector and Media & Communications.
Excels at developing strong relationships and leadership connections to understand customer needs.
Adept at challenging perspectives and differentiating from competition by reframing value from Microsoft solutions.
Ability to sell across business and IT, strong negotiation skills.
Strong presentation, white boarding and communication skills.
Organizational agility, able to coordinate stakeholders like Marketing, Engineering, Licensing, Legal, Executives etc.
Problem solver and ability to work in fast-changing environment and manage ambiguity.
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