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Microsoft Corporation Business Applications Sales Executive - Healthcare in Ft Worth, Texas

Microsoft is looking to expand our sales team by adding an experienced Business Applications Sales Executive focused on the Healthcare industry. The successful candidate will be a senior sales executive with 7-10 years of value and outcome-based sales experience who possesses excellent organizational, communication and selling skills. Responsibilities will include managing, leading and closing strategic Microsoft opportunities within the Americas. The Business Applications Sales Executive will also engage with complementary Microsoft Account teams across solution areas to identify, drive and unlock value within our largest customers.

A successful Business Applications Sales Executive will contribute to the sales team by focusing on complex deals, including building relationships with Healthcare Industry leaders and partners within the Microsoft ecosystem. The Business Applications Sales Executive will be involved in specific and strategic sales opportunities, and in developing and delivering demand generation programs designed to uncover net new Dynamics sales opportunities for strategic Healthcare customers within the Americas and operating as part of a global team. To be successful in-role, the candidate will need to engage directly with prospects, customers and partners and will be depended upon, to team with Microsoft Sales teams within field sales, partners, as well as other Microsoft sales and technical sales resources.

Responsibilities

He/she must also engage with partners in the strategy, solution, proof and closing stages of a given sales cycle. Candidates with the ability to succeed in this role will display the following attributes: Healthcare industry experience, excellent sales, communication, negotiation, problem solving and organizational skills; understanding of Microsoft’s strategic direction; ability to develop successful compete strategies, deliver effective presentations; ability to engage with a wide range of audiences from end user to senior management, and a thorough understanding of a solution selling sales cycle.

Sales Execution

  • Engages in conversations with customers aligned to their industry to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals. Initiates conversations with customers on digital transformation in one or more solution areas, in collaboration with partners and services. Creates guiding examples of digital transformation through seminars, workshops, webinars, and direct engagement.

  • Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing). Collaborates with account teams, partners, or services to track and qualify new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.

  • Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating 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.

  • Identifies customer business needs and technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Proposes prioritized solutions that align with customers' needs. Articulates the business value of proposed solutions.

  • Proactively builds external stakeholders' mapping. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business.

  • Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches junior team members in deal plan execution. Implements 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

  • Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell and up-sell. Identifies new partners by researching and discussing with partners on customer scenarios. Develops joint proposal with partners. Contributes to developing partner strategies to address gaps in partner capabilities.

  • Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners (e.g., Enterprise Operating Unit). Navigates the MSFT organization to bring the best impact to the customer.

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.

  • Initiates conversations with prospective customers/partners at events to expand external network. Acts as a subject matter expert in one or more solution area(s).

  • Collaborates with the 'compete' global black belts (GBB) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal. Holistic value of MSFT platform versus single-point solution that positions MSFT favorably against competitors.

Sales Excellence

  • Collaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.

  • Reviews feedback report and 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 accounts in the assigned territory.

  • Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.

  • Manages the end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.

  • Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.

Qualifications

Required/Minimum Qualifications:

  • 5+ years of technology-related sales or account management experience

  • OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience.

Additional or Preferred Qualifications:

  • 7+ years of technology-related sales or account management experience.

  • OR Bachelor's Degree in Information Technology, or related field AND 6+ 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 3+ years of technology-related sales or account management experience.

  • 4+ years of solution or services sales experience.

  • Experience selling CRM/ERP/Low code solution into Healthcare sector, nice to have.

  • 7+ years of experience

  • Business application sales

  • Selling software-as-a-service or cloud-based business applications to enterprise customers

  • Identifying unique and complex business challenges and solutions

  • Driving and leading sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.

  • Carrying and exceeding sales quotas by driving and closing enterprise opportunities.

  • Demonstrated passion and commitment for customer success.

  • Design Thinking and Solution Envisioning is highly desirable

  • MBA preferred

  • Very strong customer relationship and presentation skills including experience in C-level presentations, facilitating envisioning workshops and engaging in business value discussions.

  • Ability to influence and coach other selling professionals and account teams; working through others to drive success.

  • Strong analytical skills to support business decisions and priorities.

  • Self-starter with strong time management skills – able 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.

  • Experience with Dynamics 365 solutions is a plus.

  • Experience working within the Partner Ecosystem for Dynamics is a plus

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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