AI Business Process Solution Sales Professional (ABS SSP)

Overview

Join to apply for the AI Business Process Solution Sales Professional (ABS SSP) role at Microsoft. The reinvention of business processes is a growth engine for Microsoft cloud services. The mission of Microsoft AI Business Solutions is to help customers with AI‑powered transformation journeys and digitally transform their businesses to drive new sources of revenue and create new and engaging ways to serve customers.

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 partners – Leverage and scale through early alignment with priority co‑sell partners, ISVs and/or SIs.
• 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 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 outcomes – Create compelling board‑level presentations with proposals aligned to customer transformation plan mapped to business value and business outcomes. Deal crafting and negotiating using Give Gets/Balance of Trade and other resources. Engage Microsoft executives when required to expedite close and resolve stalemate/inaction.
• 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 – Required

• Several years of experience with selling CRM, CX, ERP, low code or similar cloud‑based business applications to enterprise accounts (ideally in the energy and/or chemical industry) and proven ability to sell solutions with connected end‑to‑end business transformation across business units within enterprise accounts.
• Proven ability to develop 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 and experience in deal crafting, negotiating terms and contracts for multimillion‑dollar digital transformation initiatives.
• Experience in orchestrating sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.
• Proficiency in English (Level C2 or higher) and German (Level B2 or higher).

Qualifications – Additional

• Deep understanding of business solutions, specifically CRM, CX, ERP or low code applications including one or more of: Marketing Automation, Sales Automation, Relationship Sales, Customer Service, Field Service, Finance, Supply Chain Management, Commerce, RPA and how they translate into business impact.
• Broad understanding of commercial cloud offerings, ideally including Microsoft’s cloud platform, as well as competitors and related ecosystems.
• Strong presentation, white‑boarding and communication skills.
• 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.
• 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.
• Bachelor’s Degree or equivalent work experience required.

Benefits

In line with our Flexible Work approach, for roles at Microsoft Germany, Austria, and Switzerland, we recommend spending at least two days per week in the office or at the customer site.

Equal Opportunity Employer

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.