Solution Sales Leader, AI Business Process

Microsoft • Boston, MA

11h • $133,000 - $239,800

About The Position

The Solution Sales Leader for Microsoft's AI Business Process builds and leads a high-performing team of Solution Sales Specialists responsible for thought leadership and customer business process transformation. The leader coaches and empowers managers and individual contributors to engage C-suite stakeholders and build relationships with Business Decision Makers (BDMs) at top customers, helping them achieve business goals. The role helps the team build pipeline and close deals by sharing industry-relevant business value insights and leading solutions that enable end-to-end customer business transformation.

The role models integrity, Microsoft's culture and values, sales discipline, and accurate business forecasting. It coaches the team to remove blockers, overcome objections, and communicate Microsoft's differentiated value; creates clarity in execution; and builds energy around team goals. The position is based flexibly in a major U.S. city with convenient access to a major international airport to support customer engagement and travel.

Requirements

• Bachelor's degree in Computer Science, Information Technology, Business Administration, Information Security, or a related field and 6+ years of experience in technology-related sales or account management, or equivalent experience.
• Candidates must be authorized to work in the United States without employer sponsorship now or in the future.
• Master's degree in Business Administration (e.g., MBA), Information Technology, Information Security, or a related field and 8+ years of experience in technology-related sales or account management; or a bachelor's degree in a listed or related field and 12+ years of such experience; or equivalent experience.
• 6+ years of solution or services sales experience.
• 3+ years of people management experience.
• Experience leading and developing sales teams, including coaching through change, creating focus, and driving accountability toward business outcomes.
• Experience developing and executing enterprise solution sales strategies that build pipeline, progress opportunities, and drive deal closure.
• Experience selling or leading sales strategy for Dynamics 365, business applications, CRM/ERP, or related enterprise business-process solutions.
• Knowledge of commercial cloud offerings, including Microsoft's cloud platform, competitors, and related ecosystems.
• 2+ years of experience selling into at least one of these industries: Financial Services, Manufacturing, Healthcare, Retail, or Government, and an understanding of global customers' security, regulatory, and compliance needs.

Nice To Haves

• Master's degree in Business Administration (e.g., MBA), Information Technology, Information Security, or a related field with 8+ years of technology-related sales or account management experience.
• Bachelor's degree in Computer Science, Information Technology, Business Administration, Information Security, or a related field with 12+ years of technology-related sales or account management experience.
• 6+ years of solution or services sales experience.
• 3+ years of people management experience.
• Experience leading and developing sales teams, coaching through change, creating focus, and driving accountability toward business outcomes.
• Experience developing and executing enterprise solution sales strategies to build pipeline, progress opportunities, and close deals.
• Experience selling or leading sales strategy for Dynamics 365, business applications, CRM/ERP, or related enterprise business-process solutions.
• Knowledge of commercial cloud offerings, Microsoft's cloud platform, competitors, and related ecosystems.
• 2+ years of sales experience in Financial Services, Manufacturing, Healthcare, Retail, or Government, with understanding of global customers' security, regulatory, and compliance needs.

Responsibilities

• Validate and coach quality Account and Quota Retirement Territory Plans monthly.
• Observe seller presentations and ensure the team can deliver compelling board-level proposals with commercial options aligned to customer transformation plans and business value.
• Enable and coach the team to build strong BDM and C-suite connections and engagement across customer organizations, using industry-relevant business value insights and connected use cases tailored to target personas.
• Ensure the team leverages the partner ecosystem and Customer Success teammates at scale to complement full-solution selling.
• Promote and enable individual contributors and managers to secure customer discovery and envisioning sessions for each opportunity, producing agreed business challenges prioritized by business value and virtual-team accountabilities.
• Drive next-generation sales execution excellence to align with changing customer journeys and buying habits and increase win rates.
• Coach best-in-class business value selling and the Customer Advocacy Program to secure customer references aligned with industry business value.
• Coach managers and individual contributors to engage C-suite stakeholders and build relationships with Business Decision Makers at top customers.
• Help the team build pipeline and close deals through industry-relevant business value insights and solutions that enable end-to-end business transformation.
• Model integrity, Microsoft's culture and values, sales discipline, and business forecast accuracy; coach the team to remove blockers, overcome objections, and communicate Microsoft's differentiated value.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager