Sales Specialist GBB (Developer Productivity) – Emerging Markets needed at Microsoft

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 [Required]
• 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 and related
• 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.

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.