Solution Area Specialist Director AI Business Process

Job description

The reinvention of business processes is a growth engine for Microsoft cloud services.

The mission of Microsoft Business Applications is to help our customers digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs to drive new levels of profitability for their organization.

This position resides in the Americas Sales Enablement and Operations organization.

In this role, you will build and lead a team of high performing Sales Directors who are responsible for driving thought leadership, deal growth, and pipeline acceleration through deal coaching and customer business process transformation expertise to AI BP field leaders and sellers on top deals.

You and the team are able to effectively engaging internal stakeholders across all areas of Microsoft to ensure faster resolution of requests and escalations to help the field close deals.

Candidate must be able to navigate complex and highly matrixed business processes and be able to support sellers across the MCEM lifecycle.

You will coach and empower the team to effectively engage C-Suite level stakeholders and build and maintain relationships with Business Decision Makers (BDMs) in our top customers to help them achieve their business goals.

You will help your team build pipeline and close deals by bringing industry-relevant business value insights and leading solutions to successfully enable the customers’ end-to-end business transformation.

You will model the desired behaviors of acting with integrity, upholding Microsoft culture and values, and delivering business results with high levels of sales discipline and business forecast accuracy.

You will coach your team on how to remove blockers, overcome objections, and pitch Microsoft's unique value differentiation.

You will create clarity in business execution and generate energy on achieving the business goals of the team.

You will learn how Microsoft empowers managers to be effective people leaders as well as how Microsoft enables innovation and empowers the success of customers.

While the role currently focuses on AI Business Process for continuity, you will lead the transformation to understand, design, and implement the strategy to include all of the Americas ABS business (ie, include AI WF).

[ _This role is flexible in that you can work [up to 100%] from home._

**Responsibilities**

+ Co-author and co-present OU Lead and OU Solution Plan, driving strategy, activation, and ongoing gap analysis and planning pipeline acceleration and growth.
+ Identify market opportunities to capitalize upon through interfacing with field sellers and leaders.

Collaborate and support GTM lead on the creation, management, and execution of prospecting campaigns.
+ Provide feedback to Program and Product teams through direct communication and through established RoB cycles.
+ Collaborate with OUs on pipeline analysis and deal reviews.

Proactively providing guidance and support to M2/M1/ICs to helpk accelerate opportunities through programs, funding, or coaching.
+ Provide coaching, including best practices around deal investment strategy and execution .

Work with field sellers and various funding program owners to accurately request and consume investment dollars.
+ Observe IC and field seller presentation skills, ensuring team can deliver compelling board-level proposals with commercial options aligned to customer transformation plan and business value.
+ Enable and coach team for strong BDM/C-Suite connections/engagements across all rooms of the house with Business Value Insights aligned to industry-relevant connected use cases by targeted personas.
+ Ensure team is leveraging partner ecosystem and Customer Success teammates at scale to complement full solution selling.
+ Promote and enable ICs to land customer discovery/Envisioning sessions in each opportunity, yielding output of agreed business challenges, prioritized with business value and v-team accountabilities.
+ Drive Next-Generation Sales Execution Excellence to align with shifting customer journeys and buying habits to increase win rates
+ Coach Best-in-class Business Value Selling and Customer Advocacy Program to land customer references aligned to industry business value.
+ Other: Embody our culture and values

**Qualifications**

**Required Qualifications**

+ Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 6+ years experience in technology-related sales or account management OR equivalent experience.

**Preferred Qualifications**

+ Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technology-related sales or account management OR equivalent experience.
+ 6+ years solution or services sales experience.
+ 3+ years people management experience
+ Deep understanding of Business solutions, ERP & CRM and how they translate into business impact.

Commercial cloud offerings, ideally including Microsoft’s cloud platform as well as competitors and related ecosystems.
+ Expert understanding and 1 to 2 years’ experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government.

The security, regulatory and compliance needs of global customers
+ Excels at developing strong relationships and customer decision maker connections to understand needs
+ Adept at challenging perspectives with new ideas that reframe perceptions about deriving value from Microsoft solutions

**Other Requirements**

+ Microsoft is unable to sponsor a work visa for this role due to the nature of the role’s job duties.

Solution Area Specialists M5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year.

There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year.

Certain roles may be eligible for benefits and other compensation.

Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

Microsoft will accept applications for the role until October 8, 2025.

**_#MCAPSA_**

Microsoft is an equal opportunity employer.

Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .

Required Skill Profession

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