Sales Specialist Gbb
hace 3 meses
The Senior Developer Productivity Specialist Global Black Belt (Sr Dev Productivity GBB) for Emerging Markets is a senior sales role with experience in the Developer Tools business that will play a pivotal role in establishing our presence in high-growth markets. The role will be responsible for bootstrapping the developer tools business in regions with large concentration of enterprise developers. This role will partner and build v-teams with people across Microsoft's and GitHub's marketing, sales and partner organizations to develop a strong sales pipeline, land net new logos and accelerate adoption of our Developer Tools portfolio across GitHub and Microsoft, such as GitHub Enterprise Cloud, GitHub Copilot, GitHub Advanced Security and Microsoft Dev Box.
This role sits in our Global Black Belt (GBB) organization, which is a team of highly specialized professionals within our Microsoft Customer & Partner Solutions organization (MCAPS) who work with customers to enable some of the most complex and innovative solutions, providing differentiated technical leadership and guidance along the way. This role will require travel to customer sites and is flexible in that you can work up to 75% from home.
Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Responsibilities Develop a comprehensive market entry strategy, considering local nuances and competitive landscape in partnership with Microsoft and GitHub sales teams.
Lead end-to-end customer initiatives about Developer Productivity and modern software development practices such as DevOps, DevSecOps, AI-assisted Software Development, Cloud Development Environments and Platform Engineering.
Identify, create, and close pipeline by aligning to customer priorities, delivering competitive positioning, and effectively leveraging Microsoft's ecosystem of resources, partners, programs, and tools.
Maintain a healthy and verifiable pipeline and execute on each MCEM phase to consistently achieve sales goals.
Proactively deliver envisioning workshops, strategy briefings, solution demonstrations, and whiteboarding to gain customer commitment.
Influence Microsoft's and GitHub's go-to-market and product strategies and roadmaps by documenting and sharing insights to sales, marketing, and engineering stakeholders on current and future product requirements, sales blockers and customer feedback.
Qualifications Required/Minimum Qualifications Account Management. Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation required.
Understanding the Software Development Lifecycle and concepts such as DevOps, Developer Productivity and DevSecOps. The position requires the ability to articulate and demonstrate the business value of Microsoft's and GitHub's solutions and have a firm understanding of Microsoft and GitHub's strategies and products.
Solution Sales Experience: 5+ years in customer-facing advisory or sales to demonstrate the ability to distill core technical concepts and connect them to business outcomes. Work experience should involve presales, technical consulting, solution design, project envisioning, planning, development, deployment, and management. Proven customer facing consultative skills.
Executive Presence. Experience and expertise selling to senior business decision makers by aligning & reinforcing the value of the solution to the customer's overall business pain and/or strategic opportunities and decision criteria.
Collaborative. Orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence.
Additional Or Preferred Qualifications Leadership. Experience leading large enterprise engagements especially those involving Developer tools and platforms.
Competitive Landscape. Knowledge of enterprise software solutions and platform competitor landscape.
Partners. Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs.
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.
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