Senior Solutions Consultant - Microsoft Sales

Heartland Technology Group

Description:

The Senior Solutions Consultant (SC) Microsoft Sales position provides a unique opportunity to focus on and grow HBS's strategic relationship and brand within Microsoft by focusing on the joint value proposition of the partner alliance. A successful Senior SC on HBS's Microsoft Sales Team will lead the sales process by aligning our Microsoft technology solutions, building long-term relationships, and serving as a strategic advisor to help customers achieve their business goals.

This individual will use their expertise to collaborate with fellow HBS team members and Microsoft's own sellers to identify needs, create tailored solutions, and ensure exceptional customer satisfaction.

We are seeking an experienced Senior Sales Executive with deep expertise in selling Microsoft products and solutions, particularly in the areas of Cybersecurity, Compliance, Modern Work, Cloud, and AI. This is a senior-level role, where the candidate will have a proven ability to engage with clients and drive business without requiring extensive training on Microsoft's portfolio.

Roles and Responsibilities /

Essential Functions:

• Identify customer prospects through Microsoft Co-selling, client referrals, association and industry group participation, and conference/tradeshow attendance.
• Co-sell with Microsoft by conducting Rhythm of Business (ROB) meetings with sellers, bringing them into established accounts, and selling HBS into their customer base.
• Maintain and drive growth in assigned accounts by identifying opportunities to introduce additional HBS and Microsoft solutions and services, thereby enhancing HBS's partnership value and customer satisfaction.
• Provide sales support by assisting other HBS Solutions Consultants with selling our Applications (HBS's Microsoft-focused service delivery team) services within their customer base.
• Be an expert on Microsoft technologies and products by obtaining certifications (ex. MS-900, AZ-900, SC-900, etc.), engaging in Microsoft's sales meetings, attending conferences, and reading relevant publications on product applications and market trends.
• Understand Microsoft's partner sales motions, financial incentives, and go-to market strategies to enrich the sales process within HBS.
• Serve as the central coordinator between internal teams and Microsoft to meet partnership goals and drive revenue growth.
• Support the HBS technical teams with Microsoft customer references, Win Wires, association of Claiming Partner of Record (CPOR) and Partner Admin Link (PAL), and Microsoft Marketplace offers that align with the fiscal years' solution plays and priorities.
• Address customer inquiries on products, services, pricing, availability, uses, and credit terms with expert precision.
• Craft compelling proposals covering prices, funding details, and solution design specifics.
• Conduct onsite visits, when applicable, to engage with customers to better understand their business needs and build strong partner relationships.
• Utilize CRM and Microsoft Partner Center to maintain meticulous customer opportunities and referrals to display the full visibility into the business HBS is driving for Microsoft and HBS leadership.
• Forecast sales opportunities accurately as they initiate, develop and close following the Microsoft Customer Engagement Methodology (MCEM).
• Collaborate with internal stakeholders to ensure the proper allocation and utilization of engineering resources to drive revenue growth to obtain HBS's key metrics and KPIs within Application and other engineering teams.
• Invest in team members' growth and development by exchanging valuable insights and successful selling strategies that drive results.
• Demonstrate technical solutions and services by articulating HBS's business value portfolio to clients via calls and presentations with clarity and excitement.
• Champion our company's capabilities, reputation, products, systems, services, and cutting-edge techniques across multiple industries nationwide.
• Execute integrated sales and marketing campaigns to achieve sales goals.
• Meet or exceed sales targets by leveraging dynamic sales strategies (greater than $1,000,000).

Competencies:

• Acc…