FSI Consulting Services Sales

Responsibilities

• Communicating with Impact Effectively communicating the value of solutions to both internal and external business stakeholders, ensuring that mutual objectives and priorities are clearly presented and understood, thereby driving successful outcomes in sales engagements
• Conflict Resolution The ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities.
• Presentations The ability to create and deliver formal presentations to others. This includes sharing information on a range of topics in a clear, concise, engaging and convincing manner; commanding the audienceÂ’s attention; developing effective presentation materials (e.g., handouts, visual aids); and handling questions or argumentative positions from the audience.
• Technical Communication The ability to adapt communications around different technologies, products, and services to the audience's level of understanding.
• Written Communication The ability to prepare clear, accurate, and understandable written text, and follow the basic rules of spelling, grammar, and punctuation. This may include memos, emails, proposals, reports, and professional or general correspondence.
• Strong Financial services background:
• Cultivating Strategic Partnerships Orchestrating and maintaining strong business relationships and partnerships, while nurturing executive relationships to establish credibility as an active listener and trusted advisor. Managing relationships and projecting executive presence to cultivate effective collaborative partnerships with customers, partners, and stakeholders, driving business growth.
• Maximizing Business Opportunities Maximizing business objectives by leveraging a deep understanding of businesses and their needs, and opportunities across market, industry, and competition. Managing and prioritizing business development opportunities through market and industry analysis, recognizing customer needs, qualifying opportunities, and identifying how solutions, in collaboration with partners, can enable business capabilities that drive growth and innovation
• Optimizing Account Operations Managing and optimizing sales accounts through strategic decision-making, deep understanding of sales cycle timeframes, and leveraging advanced tools, programs, and insights to drive KPIs and enhance operational efficiencies. Orchestrating opportunities and deals by developing tailored sales strategies that drive successful business outcomes and maximize customer value realization.
• Selling Solutions Selling solutions by demonstrating value, persuasively negotiating mutually beneficial agreements, and consulting with stakeholders to challenge conventional thinking. Creatively navigating the sales process and using storytelling to envision transformation with the customer, effectively connecting anecdotes, data insights, and technical value to maximize and accelerate customer business impact.

• Strategically Managing Sales Pipelines Analyzing business needs and market dynamics, gathering and analyzing relevant customer, partner and competitor insights and trends, and managing and informing change processes for current and future customers to advance and optimize sales pipelines.

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  Customer Engagement Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. Directs strategy development for driving and closing strategic, high-value opportunities. Leads partnerships across organizations (e.g., Account Team Unit [ATU], CSU, ISD, GPS) to ensure deal orchestration and seamless handoffs throughout the deal lifecycle. Establishes best practices to gain customer trust, secure deals, and proactively mitigate risks to enhance sales activities across the territory.
• Directs and implements sales strategy tailored to each customer's security priorities, showcasing our dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. Champions partner team interaction, expertly navigates resources and fosters lasting relationships that activate co-selling strategies that drive partner attach to each opportunity through every stage in the sales lifecycle. Champions partner organization connections (i.e. GPS) that foster enduring relationships, shared gains, partner health and alignment with execution plans to accelerate customer value realization at scale.

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  Sales & Pipeline Management Leads the strategic analysis and identification of business and emerging opportunities to advance the customer portfolio and champion customer innovation at scale. Architects integration of technology (e.g., AI sales agents, automation, Power Platforms) to drive growth across multiple domains. Conducts deep-dive analysis of propensity, renewal, consumption, and usage data to develop and lead a comprehensive sales strategy. Directs the strategic partner optimization for each account and/or opportunity to ensure seamless handoffs with other teams (e.g., Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle. Directs strategic whitespace analysis and utilizes subject matter expertise to identify and capitalize on business opportunities to bridge market gaps within the assigned market domain, leveraging AI-driven insights and automation.
• Drives sales pipeline reviews with internal executive stakeholders to ensure forecasting accuracy and meeting of sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Serves as a role model for others on, and maintains sales and/or consumption pipeline hygiene that enable tracking to achieve assigned sales metrics using all available tools, resources, and processes. Serves as a role model for others on, and leads usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.

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  Sales Strategy Drives partnerships with others cross-organizationally and strategically directs and oversees the creation of cutting-edge solutions that drive AI- and cloud-driven transformations, ensuring alignment with regional and global initiatives, emphasizing the integration of cutting-edge AI technologies and cloud services. Develops and leads high-level strategies that position Microsoft as a leader in the market, fostering influential customer relationships that enhance long-term business value. Acts as a subject matter expert and trusted advisor for customers (up to the executive level) and drives the adoption of technologies and solutions that align and advance their strategic goals and drive digital transformation.
• Directs strategic partnerships for leveraging whitespace analysis and utilizes subject matter expertise to identify and capitalize on business opportunities to bridge market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Systematically synthesizes and forecasts market intelligence, trends, and insights to shape the team's strategic direction and business initiatives. Develops and champions the market analysis methodology to ensure proactive alignment with strategic directives and emerging market trends.
• Provides guidance across teams on solution areas and broader market trends to craft cutting-edge sales strategies that anticipate and meet complex customer priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Leads and inspires cross-functional teams to develop and prioritize innovative solutions and strategies that enhance customer business objectives. Proactively identifies and strategically bridges gaps, establishing a clear direction for market engagement and sales execution.
• Drives strategic discussions with executive stakeholders and key decision makers for high-value customers to identify, qualify, prioritize, and accelerate sales opportunities. Establishes and leads partnerships with internal executive stakeholders within and across organizations to proactively drive and enhance customer success initiatives. Leads partnerships with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Mentors others on integrating, and advocates for incorporating security principles into all customer interactions, opportunity, and pursuits to maintain trust and compliance standards.

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  Relationship ManagementPlays a leading role, working jointly with Account Executive, in defining and leading overall customer relationship "rhythms of connections." Leverages insight from consulting account-delivery team to ensure awareness of status of projects in delivery. Ensures execution of regular consulting "rhythms of connections" with customer to seek customer feedback and maintain proactive dialogue on overall consulting value provided, as well as relationship risks and issues. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Proactively seeks to develop CXO connections between customer and Consulting to enable customers to provide feedback directly to Microsoft executives and to develop customer/consulting executive relationships.
• Owns and maintains in agreement with the core account team customer and partner relationships, influences key decision makers, and leads effective rhythms of connection with customer and partner stakeholders, appropriately leveraging the virtual Consulting account team. Builds and maintains relationships with appropriate network of Microsoft decision makers and leaders, and successfully leverages them where needed for customer and partner success. Leads overall Microsoft-customer relationship with one or more Chief Executive Officer(s).
• Drives and leverages for agreement with the core account team, building and strengthening relationships with Microsoft partner teams, such as software and customer success teams, (e.g., ATU and CSAM), as well as the pursuit and delivery teams, through regular rhythm of connections. Brings expertise, insights, and perspectives from customer engagement to Microsoft business to drive deeper customer engagement. Contributes to and leads the Microsoft overall account teams, solution teams, and other partner groups.

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  Deep Proactive Engagement Orchestrates high levels of strategic conversations internally or externally. Proactively engages with others to align strategy to customer needs. Serves as trusted business partner to influence customers to solutions aligned to customer strategic needs, including collaboration across product and engineering or domain and account teams. Ensures the offer meet customer needs. Drives accountability/alignment in resolving cross-functional issues to successful conclusion. Serves as trusted advisor to executives as well as peers (e.g., reviewing deals and structure of deal with peers, developing stronger deals through lessons learned). Collaborates with strategic customers and with executives internally and externally. Presents long-term position even in challenging situations. Orchestrates among stakeholder groups. Proactively contributes to the success of others. Reaches out to others to encourage collaboration as appropriate, across teams. Drives reviews and lessons learned, using knowledge (from a broad application of learning, rather than on individual deal basis) gained to influence the way business is conducted within and outside discipline. Deep understanding and collaborates cross culturally to achieve business results.
• Strives to develop depth of relationships with strategic customers to understand their priorities and strategies, and structures complex deals that drive value and contribute to Microsoft growth. Demonstrates empathy with high-level customers and partners. Grows share and adoption while simultaneously driving business value for customers. Represents customer requirements in proposals, and crafts value-based solutions. Owns portions of commercial procurement and/or legal relationship with customers, and works with suppliers. Raises issues and makes recommendations to internal stakeholders to help to solve customer issues with novel ideas/methods. Shares knowledge about customer priorities and industry challenges and competitive landscape. Leads efforts to unblock roadblocks for the customer and providing customer solutions, removes barriers/challenges, and resolves issues as they occur. Successfully collaborates with more senior stakeholders of the customer. Critically examines alternative methods in order to meet customer needs most effectively.
• Understands and anticipates complex and strategic business opportunities which vary based on deal lifecycle and advanced data input (e.g., cross-sell/upsell, expanding footprint, transformational). Creatively uses knowledge of both customer and Microsoft strategies to influence the likelihood of winning new opportunities that grow the Microsoft annuity footprint. Leverages knowledge to secure upsells for proven value. Works with account teams to identify growth opportunities and solutions. Provides offers. Demonstrates knowledge of monetization of products and solutions. Influences the analysis of product and solution margins, profitability, customer return on investment (ROI), benchmarking, and lifetime value (LTV). Constructs deals that avoid renewal complexities for the business. Develops frameworks and strategies for multiple deals.
• Proactively handles, owns, and manages objections and negotiates complex contractual amendments within empowerment. Optimizes for the right level of investment, creativity, and customization. Drives orchestration across stakeholders with appropriate breadth and depth. Drives design of deals that will process, including any standard or custom amendments and documentation.
• Keeps up to date with best practices and strategies. Leverages advanced understanding of product and services strategy per solution area. Informs stakeholders about what works, what does not, and why. Analyzes competitive positioning and use cases. Demonstrates exhaustive understanding of Microsoft and customer strategies, and exhibits in-depth knowledge of industry, competition, and offerings. Provides feedback to align pricing and offer strategy to meet customer needs. Provides alternatives and recommendations internally and externally (e.g., multiple solution areas, multiple industries). Gathers and provides feedback to inform recommended changes, and influences changes. Initiates discussion for real-time changes and future innovation. Aligns business strategies across regions, and provides product feedback. Identifies, articulates, and closes the gap between customer needs and solutions, and identifies optimal solutions to solve gaps. Serves as role model for learning and understanding local subsidiary strategy. Feeds back customer insight from one subsidiary to another and drives problem solution for long-term strategic efforts.
• Develops industry knowledge and competitive analysis to contribute to crafting solutions. Understands what customer does and how, and aligns deal solutions to business outcomes. Contributes to early engagement, planning and ideation process. Engages in challenger conversations appropriately. Understands how to deliver solutions to customers. Leverages investment opportunities (e.g., financing, ECIF/ACO) where available to further commercial outcomes. Engages in the design of commercial deals and proactively drives the negotiation to meet customer expectations and Microsoft strategy, leading to winning solutions and successful business outcomes. Aligns language of renewal or negotiation to customer's outcomes, including total cost of ownership (TCO) and return on investment (ROI). Responds to customer issues (e.g., contracting, pricing). Shares knowledge of product and services offerings, licensing, and industry. Examines deals from different angles (e.g., year over year), and models variables to make the deal effective. Anticipates potential escalations and customer reactions. Demonstrates advanced market and customer business need understanding. Understands and speaks to Microsoft's product advantage and value compared to the competition.

Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR equivalent experience.

• Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 12+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 15+ years experience in technology-related sales or account management OR equivalent experience.
• 10+ years services sales or account management experience.