EMEA Business Value Management Specialist, Global Black Belt, Business Applications

Microsoft Business Applications cloud is recognized by analysts as a leader in the CRM, ERP, application platform space. Trusted by global businesses as their platform of choice, Microsoft Business Applications uniquely enables customers to optimize their operations, engage their customers, empower their people, and transform their products. It’s a new data-driven world, and Microsoft is the only platform in the industry built from the ground up with data and intelligence at the center. Microsoft Business Application solutions include virtually unlimited data sources from customers’ applications including legacy, first and third-party, vendor, customer and many more. This unified approach to data and intelligence enables customers to make informed proactive business decisions with deep insights powered by AI and industry-leading analytics to drive business transformation.

The Business Applications Global Black Belt (GBB) teams are sellers with a passion to help customers digitally transform the way in which their business runs, driving new levels of profitability for their organization. As an EMEA Business Value Management Specialist on our Global Black Belt Team, you will be an industry-aligned, outcome-driven sales expert. Working with our most important customers, you will help them with their end-to-end business transformation needs by envisioning solutions and associated business value to existing pains points and needs. You will participate in the sales process, from validating opportunities, to drive transformative business case, to landing market-making wins with customer reference examples. You will provide customers with the value of new and emerging solutions aligned to their business needs within the Microsoft Business Applications’ portfolio of offerings through our defined sales method. You will establish yourself as a Business Value industry expert resource to internal peers, teammates, partners and customers across EMEA.

This role drives strategic account wins through high quality industry value selling work in complex deals. You will coach and demonstrate exceptional levels of solution aligned point of views, business value insights and deep value assessments and business cases in partnership with sales, technical, customer success, and external Partner teammates. You will enable your team to articulate Microsoft’s value proposition, competitive advantage, shape our future and emerging solutions value maps and value selling propositions by partnering with Industry, Product and Marketing groups for direct feedback, and drive scalable and repeatable best practices and value assets to enable the broader sales organization on value selling. You will support market making wins across your team by documenting the industry patterns, main value learnings and compelling KPIs and guiding your team in collaboration for new and undefined sales motions. You will drive thought leadership on Biz Apps in the respective industries both internally as well as in external events. You will model sales excellence in line with Microsoft Customer Engagement Methodology to optimize sales processes and improve sales metrics.

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.

Please note that we can only consider applications for those that currently live in Ireland, Italy, Portugal, Spain or the UK.

Responsibilities

• Value Proposition Development: Collaborate with cross-functional teams including STU (Specialist Technical Unit) and ATU (Account Technology Unit) sales, service partners and customer success to develop compelling value propositions tailored to different customer segments.

• Business Case Analysis: Conduct analysis of customer needs, challenges, and business objectives to articulate the quantifiable value proposition of our software solution alongside a compelling value narrative. This involves understanding ROI metrics, cost savings, revenue growth opportunities, and other business impact factors.

• Consultative Selling: Engage with prospective customers in a consultative manner, focusing on understanding their unique challenges and goals, and demonstrating how our proposed software solution aligns with their strategic objectives to deliver tangible business value.

• Post-sales alignment: Work with partners, reference teams and customer success to support successful adoption to deliver measurable value.

Qualifications

Required/Minimum Qualifications

• Solid technology-related sales or account management experience.

• OR Bachelor’s Degree in Computer Science, Information Technology, Business Administration, or related field

• AND strong technology-related sales or account management experience.

• Business Value Management or Value Services.

• OR Business Strategy consulting experience.

Additional or Preferred Qualifications

• Experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications to large enterprise accounts exceeding sales targets.

• Deep Understanding of:

• Business solutions, specifically: Marketing Automation, Sales Automation, Relationship Sales, Customer Service, Field Service, and Low Code offerings.

• Expert understanding of experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government.

• Broad understanding of commercial cloud offerings, ideally including Microsoft’s cloud platform, as well as competitors and related ecosystems. Security, regulatory and compliance needs of global customers.

• Desired Skills:

• Analytical Skills: Ability to conduct an analysis of customer needs and business value drivers to articulate compelling value propositions.

• Strategic Thinking: Capacity to understand the broader strategic objectives of customers and align the software solution with their long-term business goals.

• Customer-Centric Mindset: Focus on understanding and addressing the unique challenges and objectives of customers to deliver tailored value propositions.

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) .