Description
Job Number: 1084468
Travel: 0-25 %
Profession: Legal & Corporate Affairs
Role type: Individual Contributor
Job Description
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.
Microsoft has an immediate opportunity for a highly skilled, experienced government affairs professional to join the Corporate, External and Legal Affairs (CELA) team in the Middle East & Africa Headquarters (MEA HQ) as the Government Affairs manager for Africa. The successful candidate will report to the Government Affairs Lead for MEA HQ.
Responsibilities
Strategy / Program Management - You advocate for, and manage, policy issues (e.g. social, political, legal, technical), and lead the company’s engagement and campaign with senior internal stakeholders related to government affairs on priority issues, stategies and/or programs; you are a subject matter expert and assess regulatory and/or legislative impact on Microsoft's goals and objectives; you develop and gather an intelligence network of data and relationship interactions.
Program Development - You shape and contribute to Microsoft's policy agenda in Africa to address complex governmental issues/affairs and business priorities, and develop and/or recommend highly impactful solutions for advancing the agenda while managing risks and consequences; you develop and facilitate program outreach and execution to advance Microsoft’s policy and/or political agenda.
Issue Resolution - You advise on and respond to key strategic issues, recommending prioritized actions, ensuring alignment with stakeholder positions, and escalating matters, as appropriate.
External Communication - You direct and align complex or conflicting policy with Microsoft's goals and strategies; you enhance company reputation by driving a communication framework and messaging for Government Affairs; you participate in and assist in developing internal/external events to drive Government Affairs' objectives and social media engagement.
External Relationships - You develop and influence partnerships with coalitions, the Public Sector, relevant interests groups and industry thought leaders to achieve desired regulatory and/or legislative outcomes; you lead the implementation of improvements to initiatives based on community and stakeholder feedback; you establish Microsoft's reputation as a globally trusted provider of technology and you assist in navigating and minimizing roadblocks.
Internal Collaboration - You advocate for and manage policy issues and lead Microsoft's engagement with internal stakeholders related to government affairs; you support senior stakeholders by regularly counselling on public policy, geo-political topics and/or cultural context; you provide direction to teammates and you act as a project lead across countries and teams.
Qualifications
Business Acumen - The ability to understand the parts of the business and their interrelationships. This includes skill in understanding the industry, competition, and expected future developments and challenges, the business's competitive strengths and weaknesses, opportunities to grow the business and reduce operating costs; and awareness of the environment for opportunities.
Detail Oriented - The ability to attend to and verify the accuracy and completeness of detailed information in documents, on the computer, and/or in other work products. This includes being able to code, file, compile, transcribe, classify, and/or track details from a variety of different sources/problems/issues.
Cross Cultural Skills - The ability to conduct business in multiple cultures. This includes the ability to recognize and adapt to cultural differences in work and communication styles across regions or countries.
Relationship Management - The ability to develop and maintain positive working relationships with supervisors, staff, managers, customers, and vendors. This includes expressing empathy and compassion when dealing with the needs and problems of others, being approachable, taking time to address the concerns of coworkers, and treating others with respect and dignity.
Legal And Regulatory Requirements - Knowledge of the rules, regulations, sanctions and other statutory requirements, guidelines, and instructions relating to governing bodies and organizations, both internally and externally. This includes knowledge of the legislative process and the ability to track all stages of a law or regulation’s progression from introduction to final passage and assess its impact on the technology policy.
Political Advocacy, Lobbying and Engagement - Knowledge of public opinion and organized engagement to influence the political process. This includes skill in writing political communication materials, and lobbying to compel or persuade key constituencies and elected officials to take action on behalf of the company. This may include regionally specific political knowledge and lobbying skill.
Technology Policy - The ability to understand, anticipate, and forecast the impact of technology on policy. This includes knowledge and awareness of technology concepts, evolution, innovation, and internal and external technological advancements and trends; and of policy related to technology, including Cloud, artificial intelligence, cybersecurity, devices, accessibility, privacy, telecommunications, and internet topics.
Benefits and Perks
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work:
Industry leading healthcare
Savings and investments
Giving programs
Educational resources
Maternity and paternity leave
Opportunities to network and connect
Discounts on products and services
Generous time away.
go to method of application »
Job Number: 1054323
Travel: 0-25 %
Profession: Sales
Role type: Individual Contributor
What Joining the Microsoft Team Means
Microsoft is a company where passionate innovators come to collaborate, envision what can be, and take their careers to levels they cannot achieve anywhere else. This is a world of more possibilities, more innovation, more openness, and sky's-the-limit thinking -- a cloud-enabled world.
At Microsoft we have unique capabilities to meet the needs of both individuals and organizations. We care deeply about taking our ideals and vision around the globe, and to make a difference in peoples' lives and organizations in all corners of the planet. Our mission is to empower every person and every organization on the planet.
Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft?
The reinvention of business processes is a growth engine for Microsoft cloud services. The mission of Microsoft Business Applications is to help our customers digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs driving new levels of profitability for their organization.
Are you ready to join a double-digit growth cloud business? Microsoft Business Applications cloud is recognized by analysts as a leader in the CRM, ERP and 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 (Power BI) resulting in the following key customer benefits:
Create impact faster: Deliver more impact in less time by quickly deploying solutions, or augmenting existing ones, to enable teams to accelerate business results and increase time to value.
Break through barriers: Take a data-first approach with unified data that leverages Microsoft AI to deliver insights & actions that help create better customer experiences.
Adapt to anything: agility to react and respond to new business priorities, market conditions and customer opportunities with rapidly deployable solutions.
Innovate everywhere: Solve problems with powerful solutions only possible with the Microsoft Cloud enabling interoperable solutions across multiple lines of business.
Job Description
As a Business Applications Sales Specialist - you will be an account / industry-aligned,outcome - driven business process transformation enabler within the Microsoft specialist sales organization working with our most important customers helping them with their end-to-end business transformation needs by envisioning solutions and mapping capabilities with associated business value to business decision maker persona pains / needs.
You will execute with excellence the entire sales process by owning and orchestrating a virtual pursuit team of technically intense workload (solution) experts including presales, co-sell partners, and Independent Software Vendors to provide customers with solutions aligned to their end-to-end business transformation needs using Microsoft Business Applications’ portfolio of offerings.
You will use the
Microsoft Catalyst Sales Methodology
to enable customers’ digital transformation journey focusing on the business value and outcomes from Microsoft Business Application solutions.
Responsibilities
The Business Applications Sales Specialist is an accomplished and experienced solution seller with a proven track record of driving Business Application-led (ERP/CRM solutions) complex digital transformation in large enterprise accounts with experience running multi-million-dollar pursuits.
To excel in the Business Applications Sales Specialist role, you must have the following traits and abilities:
Business Process Transformation Expert - Has deep understanding of challenges and opportunities in an industry and can envision solutions mapped with business value to address customer persona business needs and pains.
Expert Business Decision Maker Conversationalist, Digital First Seller - Identifies the right BDMs and builds relationships using social selling best practices, leverages other organizations in Microsoft and their relationships. Expertise in Industry and solutions with connected use cases to achieve trusted advisor role with BDMs & customer personas.
World Class Orchestrator- Complex, multi-thread Project Manager, influences for impact, leads, manages & drives shared vision and execution across virtual teams and partners.
Industry-based Solutioning Expert - Expert in an industry and has knowledge and skills to envision solutions solving BDM persona pains with connected use cases.
Business Outcome Seller- Expert ability to quantify business value for solution capabilities addressing customer persona needs/pains.
Expert in Differentiating Solution Offering- Expert understanding and positioning of proposed solution(s) against competition, macro-level thinker that can articulate and present the power of the Microsoft Cloud and differentiated benefits for customer.
World Class Deal Crafter & Negotiator- Exceptional deal crafter with capability to map business value to customer proposals. Employs world class negotiating techniques to close business.
Senior Executive C-Suite Level Presenter- Expert communicator with world class skills in effective presentation skills to executive and board level BDMs.
Job Responsibilities:
Build Pipe in alignment with Account Teams & Cross-Solution Areas- Build pipe by leading with industry, using digital signals & insights to prospect, network, identify, engage & nurture with right BDMs, align & gain account team commitment, plug into cross solution sales motions.
Envision Industry-aligned Customer-Centric Solutions with Business Value Insights- Discover and envision industry-based solutions with business value insights working with a pursuit team of technically intense workload experts and partners resources to quantify and qualify end-to-end connected solution use cases expanding opportunity value across line of business BDMs.
Engage with Partner(s)- Leverage and scale through aligning early with priority co-sell partners and ISVs.
Develop Close Plan & Secure Customer Agreement to Envisioned Solution- Gain customer agreement by successfully presenting the business case for change, aligning business pains with envisioned solution and associated business value.
Orchestrate Solution Design & Calculate/Present Business value - Orchestrate, bringing clarity to pursuit team to ensure designed solution(s) maps to envisioned solution and business value. Ensure design has an end-to-end view, building opportunities for future expansion of interconnected business processes after initial sale.
Negotiate with Proposals Mapped to Business Value- Create compelling board-level presentations with proposals aligned to customer transformation plan mapped to business value impact. Deal crafting and negotiating using Give Gets/Balance of Trade and other resources. Engage Microsoft executives when required to expedite close and resolve stale mate/in action.
Commitment for Customer Success- Throughout the sales process and after sales closure ensure successful handoff to customer success teams with a clearly documented deployment plan.
Qualifications
3 to 5 Years of Experience:
Experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications to large enterprise accounts exceeding sales targets.
Consultative sales experience
C-level engagement and ability to understand business
Strong stakeholder and relationship management experience
Developing demand and pipe by building BDM networking, assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios and an ability to measure and present incremental and new economic value from solutions proposed.
Ability to sell solutions with connected end-to-end business transformation across business units within enterprise accounts.
Leading/orchestrating sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.
Deal crafting, negotiating terms and contracts for multimillion-dollar digital transformation initiatives.
Disciplined operator with demonstrated accuracy in forecasting business and maintaining pipeline hygiene.
Strong track record and history of carrying and exceeding an enterprise account sales quota.
Deep Understanding of:
Business solutions, specifically CRM and/or ERP applications including one or more of: Marketing Automation, Sales Automation, Relationship Sales, Customer Service, Field Service, Finance, Supply Chain Management and Commerce and how they translate into business impact.
Expert understanding and 1 to 2 years’ 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.
The security, regulatory and compliance needs of global customers.
Desired Skills:
Design Thinking and Solution Envisioning
Strong presentation, white-boarding and communication
Passion and commitment for customer success
Ability to maintain a high level of productivity, manage multiple competing priorities and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative and team-oriented environment.
Organizational agility, able to coordinate stakeholders like Marketing, Engineering, Licensing, Legal, Executives etc.
Problem solver and ability to work in rapidly changing environment effectively managing ambiguity.
Bachelor's Degree or equivalent work experience required.
Your Onboarding Process
You’ll attend an in-depth onboarding program designed to help you become skilled in the Microsoft Business Applications solution portfolio, differentiated value proposition, industry-aligned connected end-to-end use cases and business value.
You will learn the Microsoft Catalyst Sales methodology, Design Thinking, envisioning, business value quantification and the use of guided selling tools. You will also get to participate in several hands-on experiential trainings to fortify concepts you learned to achieve success in your role
Benefits and Perks
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work:
Industry leading healthcare
Savings and investments
Giving programs
Educational resources
Maternity and paternity leave
Opportunities to network and connect
Discounts on products and services
Generous time away.
go to method of application »
Job number: 1085693
Travel: 25-50 %
Profession: Technical Sales
Role type: Individual Contributor
Employment type: Full-Time
Job Description
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
Microsoft continues to invest over $1B per year in cybersecurity and research, to provide its customers with solutions that integrate across the ecosystem by connecting all of your identities, endpoints, apps, emails, docs and clouds to help you close critical gaps in coverage, reduce risk, and save costs with a streamlined security portfolio.
We are looking for a passionate, experienced, and credible security professional to join our global team of Technical Specialists. We are committed to diversity and inclusion and provide resources and support to everyone on our team. We are committed to diversity and inclusion and provide resources and support to everyone on our team.
Responsibilities
Scale Customer Engagements:
Engages with and reaches out to customers proactively and independently.
Uses knowledge of customer context, solution or portfolio expertise, and technical and industry knowledge to build credibility with customers.
Leads and ensures technical wins for core and adjacent technologies by leading technical discussions with customers and establishing rules of engagement (e.g., role boundaries, handoff strategies) for extended teams, leveraging knowledge of processes (e.g., Managed Service Provider [MSP], Managed Certified Professional [MCP]), tools, and programs (e.g., FastTrack, End Customer Investment Funds [ECIFs]). Searches for customer references to use in engagements.
Leverages foundational knowledge of resources (e.g., roles, Microsoft Technology Center [MTC] [MTC], demo sites, virtual sites) and proactively engages product teams (e.g., engineering) to remediate blockers by conveying impact.
Scale Through Partners:
Engages in partner sell-with scenarios by acting as liaison between the partner and team and facilitating partner resources and processes throughout the course of the project.
Supports partner security solutions technical capacity by identifying skill and resource gaps and providing feedback to internal teams (e.g., One Commercial Partner [OCP]).
Build Strategy:
Captures core competitive knowledge and delivers back to product and engineering teams to enhance team capabilities and develop compete strategies for assigned customers.
Provides strategic, technical, and partner input based on Microsoft capability at the account level to contribute to strategy development, leveraging partner, competitor, or open-source knowledge.
Works with account teams to shape strategic win plan and tailor Microsoft messaging to audience using knowledge of customer feedback, specific Microsoft solutions, and their context in a competitive landscape.
Solution Design and Proof:
Demonstrates and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions) of security products, services, and integration through initial engagements. Leverages partner/customer teams as needed to prove capabilities and integration into customer environment.
Presents and applies architecture patterns to partners or customers and drives cross-workload support for Microsoft Solutions.
Applies sales methodologies (e.g., challenger sales) and coaches team in addressing customer digital transformation and leveraging insights to align new or changing technology to customer business needs.
Education:
Builds their own readiness plan and proactively identifies learning gaps. Grows domain knowledge and practices expertise by communicating with customers, partners, and senior colleagues to expand knowledge of architecture.
Demonstrates new and updated products to increase internal virtual teams' understanding of solutions and new opportunities.
Monitors and responds to internal tech community posts, attends community calls, sessions, hackathons, etc., and acts as a mentor for their technology area.
Other:
Embody our culture and values
Required/Minimum Qualifications
6+ years of technical pre-sales or technical consulting experience
Experience selling cyber security solutions to C-level executives
Additional or Preferred Qualifications:
7+ years of technical pre-sales or technical consulting, or related experience
4+ year(s) experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.
Certification in relevant technologies or disciplines (e.g., Office 365, Power BI, Azure Architect and Development exams, Cloud Platform Technologies, Information Security, Architecture).
Competency:
Understanding of M365 E5 Security & Azure Security or related solutions
Deep understanding of Microsoft 365 Defender (MDO, MDI, MDE, MCAS), Identity, Azure Sentinel and Azure Defender or related solutions
Security practitioner and trusted advisor for platform security and Microsoft security solutions
Articulate and present the business value of Security solutions to C-Level execs
Data & Analytics SSP Competency:
Able to hunt, qualify and develop new Azure Data Services engagements across all Strategic Pillars, delivering Azure business value, and competitive positioning for Data and Analytics industry use cases to business and technical audiences.
Host envisioning workshops for customer to demonstrate to customer the art of the possible.
Foster long-term strategic relationships, understand key business imperatives, budget, procurement process, and define customer business cases that demonstrate business and technical value aligned to ROI expectations.
Able to identify relevant partners, ISVs, and Services offers based on customer priorities. Identify and attach a D&AI prioritized partner to support strategy discussions.
Proactively deliver solution demonstrations to business decision makers and orchestrate and arrange demos to technical audiences to gain customer commitment to prove out the solution through POC or business value assessment.
Orchestrate resources to support delivering PoC and/or Minimum Viable Product and winning the technical decision. Align with partner.
Benefits and Perks
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work:
Industry leading healthcare
Savings and investments
Giving programs
Educational resources
Maternity and paternity leave
Opportunities to network and connect
Discounts on products and services
Generous time away
go to method of application »
Job number: 1085681
Travel: 25-50 %
Profession: Technical Sales
Role type: Individual Contributor
Employment type: Full-Time
Job Description
The Data and AI team acts as trusted advisors and Analytics, Data & AI subject matter experts with core capability and expertise in Data Modernization, Analytics and AI.
We work with customers to leverage data to help them achieve their business priorities and help guide customer’s journey through Analytics-led Azure Data transformation.
We also support customers in evaluating their applications and business requirements, recommend solutions that meet their requirements, and demonstrate these solutions to win the technical decision.
As a Data & AI Specialist you will be a solution sales expert within our enterprise sales organization working with our most important customers.
You will collaborate with a team of technical, partner, and consulting resources to advance the sales process and exceed quarterly Data & AI revenue targets in your assigned accounts.
Responsibilities
Sales Execution:
Brings impactful industry insights into customer engagements and closes deals with customers. Acts as a thought leader across solution areas to advise customers across business functions on digital transformation.
Leads virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements. Provides thought leadership.
Orchestrates with team members on conducting personal campaigns to discover new opportunities and generate new leads. Leads conversations with strategic/high-potential customers (e.g., high budget, global account, highly competitive) along with account teams or partners. Facilitates the account team unit (ATU) and/or Specialist Team Unit (STU) to build pipeline in collaboration with partners and services. Guides others on social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Drives advanced workloads and usage.
Explores and assesses the needs of strategic/high-potential customers. Articulates business value and long-term implications for customer business. Collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities. Analyzes market trends to identify opportunities for new solutions.
Proactively builds and governs external stakeholder network and leverages internal partners to engage external stakeholders. Acts as a thought leader and subject matter advisor to the executive-level business decision makers at the customer's/partner's business. Guides others on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners.
Develops strategies for driving and closing strategic and/or prioritized opportunities. Collaborates with account teams to ensure alignment with the account strategy and plan. Leads deal execution with the deal teams across the organization. Coaches others on the implementation of close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.
Scaling and Collaboration:
Leads the planning and execution on opportunities with resources and partners to cross-sell and up-sell. Identifies, leverages, and coordinates partners and resources across solution areas. Validates partner solution relevance for customers. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and connects the partner ecosystems to scale business results.
Leads the sales orchestration with internal stakeholders and partners (e.g., Enterprise Operating Unit). Applies a holistic approach to build network across territories. Positions opportunities to promote collaboration and participation.
Technical Expertise:
Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft.
Posts information or speaks at external events, drives conversations with prospective customers/partners as a thought leader across solution areas.
Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal. Collaborates with the 'compete' global black belts (GBB) to proactively provide analysis of the competitive landscape in supported solution area. Leads the communication to provide feedback to other teams (e.g., sales, marketing, engineering) on future product trends or sales blocker.
Sales Excellence:
Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction. Coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.
Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for strategic accounts across territories.
Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. Acts as a thought leader and clears opinions and perspectives from business analysis.
Manages the end-to-end business for strategic accounts across the organization. Leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts. Mentors junior team members.
Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Proactively seeks training, including information that adds to the understanding of customers' business, and shares it with team members.
Other:
Embody our culture and values
Qualifications
Required / Minimum Qualifications:
7+ years of technology-related sales or account management experience
OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years of technology-related sales or account management experience.
Additional or Preferred Qualifications:
9+ years of technology-related sales or account management experience
OR Bachelor's Degree in Information Technology, or related field AND 8+ years of technology-related sales or account management experience
OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field and 5+ years of technology-related sales or account management experience.
6+ years of solution or services sales experience.
Benefits and Perks
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work:
Industry leading healthcare
Savings and investments
Giving programs
Educational resources
Maternity and paternity leave
Opportunities to network and connect
Discounts on products and services
Generous time away
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