Job Description
As our Mobile Development Solutions Specialist for Enterprise Accounts based in Germany, you’ll be responsible for driving sales of Microsoft’s complete mobile development suite. You’ll engage with product owners and software engineering teams to help our customers create top-notch user experiences, get to market faster and reduce total cost of development.
Key responsibilities for the position:
• Discover new opportunities and expand renewals in named accounts to achieve monthly, quarterly, and annual quota targets
• Create new leads from prospecting efforts as well as create campaigns for industry specific events.
• Drive sales campaigns in key verticals to create new opportunities
• Brilliantly articulate Microsoft’s vision and value proposition to stakeholders at every level of the customer’s organization. Must be able to articulate business benefits of our products both conversationally and formally.
• Execute a solution sales process that adds value to customers through commercial teaching to win the business and establish yourself as a trusted advisor.
• Build strategic, long-term relationships with product owners and technical executives in named accounts.
• Develop and execute a territory sales and success plan, in partnership with Technical Solution Professionals (Mobile Engineers), to reach and educate new developers, support pre-sales opportunities, and engage solution partners in your accounts.
• Craft proposals and negotiate win-win deals that are good for customers and good for Microsoft.
• Strong advocate for customer success and mobilize all appropriate resources to help customers succeed with their Microsoft and Xamarin investments.
You also have demonstrated the ability to:
• Think strategically and communicate effectively with all levels of management
• Guide, educate, and influence the thinking of senior decision makers
• Achieve results in an ambiguous and changing environment
• Collaborate across boundaries and geographies
• Simplify and cut through complex data and environments where there is a lack of clarity
• Work effectively under tight deadlines
• Work well as part of an extended sales team
The specific requirements for the Mobile Solution Sales Specialist position are as follows:
• Direct and proven experience of working with large and complex customers in the context of Digital/Mobile transformation within verticals such as Automotive, Manufacturing, Retail and Financial Services.
• Broad understanding of Enterprise Mobility, devices and mobile development platforms
• Broad understanding of the ALM / DevOps marketplace
• Broad knowledge of modern application development processes, including Agile and SCRUM
• Broad understanding of Cloud Computing, including IaaS, SaaS, and PaaS
Other qualifications and sales experience include:
• Degree educated.
• Fluency in German and English. Fluency in other languages is not essential but could be advantageous.
• Minimum 7 years’ experience as a frontline seller of software solutions, including Solutions Sales, Technical Pre-Sales, or an Account Executive
• Sold to IT decision makers, experience selling to an applications development Director/VP would be advantageous
• Ability to sell both a mobile application use case(s) and the deployment of a mobile app platform and related cloud services (PaaS/MBaaS)
• Strong analytical, presentation, and communication skills
• Strong technical aptitude
• Ability to maintain a high level of productivity
• Comprehensive understanding of solution sales concepts, including diagnosing pain, creating a buying vision, securing sponsorship, developing evaluation plans, etc.
• Closing business by reinforcing the business value of solutions, including TCO and ROI, and acting as an interface between customers and Partners/Services
• Developing strong teaming relationships with customers and other members of the Microsoft account team (Technical Specialists, Partners, Account Management, Product Specialists, Licensing and Consulting Services) and leveraging Marketing with measures in place to track total cost of sale and velocity
• Experience with CRM systems, forecasting, and territory management
• The open SSP position is aligned to the Germany region and is focused on our Enterprise Customers. The ideal location for this position is Munich or Berlin, although other German cities are feasible.