Digital Cloud Acquisition

**Why Microsoft?**: Our love for innovation, technology and doing meaningful work, is at the heart of everything we do at Microsoft Australia. It is a shared passion that inspires our team and customers to think bigger.

The
**Digital Cloud Acquisition team** drives growth for Microsoft by helping customers realize the value of the Microsoft Cloud. Powered by a world-class connected sales and marketing platform, this team leverages marketing insights to reach customers when and where they want to engage digitally to help solve their business problems. We’re powered by the latest innovations in Microsoft Dynamics 365 to engage with customers, collaborate across our global teams, and acquire and retain new business for Microsoft.

As a
**Modern Work Grow Specialist**, you will be working with Direct Microsoft Customers across their Modern Work solutions, serving as their main point of contact to help realize their current solution’s value and drive incremental value through new Security and Teams focused solution selling. As you help customers continue to modernize their workplace, your key objective is to serve as a trusted advisor to our direct customers as they overcome adoption challenges with their current solutions and ensure they continue to invest in new Modern Work solutions.

The reinvention of the workplace has been a staple for Microsoft in accelerating our growth in commercial cloud services. The mission of a Modern Work Grow Specialist is to help our customers understand the opportunity for transformation within their current solutions and drive incremental value with additional Security and Teams-focused solutions. You will help realize the value of their Modern Work investment, driving the customer sales cycle from start to finish, while also removing roadblocks as our customers modernize their workplace.

**Responsibilities**:
**The purpose of this role**:
**Plan & Execute as One Microsoft to Enable Customer Outcomes**
- Drive New Paid Seat Adds for Modern Work Solutions, including M365, O365, EMS, and Teams Calling
- Mitigate customer churn by driving adoption of existing Modern Work investments
- Enable Customer Success by navigating business and technical roadblocks surrounding workplace modernization
- Engage with BDMs to identify and solve for communication and collaboration gaps within their organization

**Close Deals Through Effective Leadership**
- Be the first contact point for many customers, deliver a strong first impression and set the foundation for long term customer relationship
- Own Customer Sales Cycles end to end, leveraging appropriate resources to ensure customer satisfaction & deal success
- Position competitive offerings and solutions in the context of customer needs and experiences; provide technical product overview and insights pertinent to customer need and usage scenarios
- Quarterback sales from lead to purchase; be the main point of contact for Microsoft's customers

**Meet or Exceed Revenue Targets, Maintaining Sales Hygiene & Deal Excellence**
- Executing discipline in lead management, opportunity qualification, opportunity management, pipeline hygiene, forecasting, and deal commitment
- Maintain a high level of customer engagement across both leads and opportunities
- Present action plans and results to management and use appropriate escalation techniques to stay on top of goals and objectives
- Deliver and Maintain Monthly and Quarterly Forecasts

**Qualifications**:
**What skills do you need to have?**

There will be many opportunities for you to learn and grow into this role and Microsoft. However, to be able to best deliver on the purpose of this role, these are the core skills and experiences you should have on day one:

- ** Modern Work Sales Driver**:Ability to Purposefully Plan & Influence Stakeholders & Decision-Makers and Navigate Complex technical scenarios that relate back to business outcomes
- ** Challenger Seller**:Ability to Influence Business & Technical Decision Makers. Skilled in creating cases for customer change/adoption & translating value propositions & solutions into business outcomes
- **Modern Workplace Sales Expert**:Ability to Identify Modern Work Opportunities for seat expansion across Security Solutions, and be Modern Work Subject Matter Expert. Skilled in Leading sales calls as well as communicating value propositions, facilitate technical demonstrations, executing defined sales motions with POCs and Workshops, and leveraging sales plays scenarios to meet customer needs
- ** Modern Work Deal Leader**:Ability to Lead a deal team to ensure success, work in partnership across multiple virtual teams & meet or exceed revenue targets

**Essential**
- Proven sales success and expertise in Technology and Modern Selling Techniques
- A self-starter with a track record of consistently meeting or exceeding sales targets
- Demonstrable sales hygiene & deal excellence discipline, using sales methods, processes and tools
- Leading, partn