Microsoft Corporation Global Black Belt Healthcare Sales Specialist - Epic in San Jose, California
Why join the Microsoft Team
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
As a Microsoft Global Black Belt Specialist, for Epic on Azure, you will be a senior solution sales leader with deep technical and business expertise within our enterprise sales organization working with our most important customers.
A core competency of the role is to drive thought leadership and collaborate with a virtual team of sales, technical, partner and consulting resources to help customers realize digital transformation through architecting, moving, and/or extending customers' Epic Workloads on Azure.
You possess a high EQ with executive presence, able to engage with senior decision makers to uncover digital transformation initiatives.
You will develop and maintain an Epic on Azure Infrastructure and application migration expertise, able to identify projects, build a compelling business case, and advise on the consumption project to production.
Primary accountabilities for this role include:
You will be an Epic on Azure subject matter expert. Lead business level dialogue with customers around the Epic Solution, including digital transformation.
You will help customers evaluate their cloud strategy, determine approaches to application and data migration and modernization, and recommend solutions that meet their requirements.
You will be leading a national. / global virtual team of experts and influencers, driving thought leadership presenting to customers in one-many venues, on the Microsoft Solution Strategy for Epic on Azure
You will be orchestrating with Microsoft Account and solution teams assessing Epic solution strategy with a broad set of customers in multiple geographical regions, as well as working with our customer facing teams on sales enablement.
You will lead sales opportunities, and be disciplined in business and pipeline management, building a strong and active business.
You will brief Microsoft Executives around complex sales opportunities, including competitive strategies and close plans and work with partners to engage customers with joint value positioning.
You will influence the Microsoft Epic on Azure go-to-market strategies by providing feedback to sales, marketing, and engineering on current and future product requirements and market blockers. You will be recognized for sharing, learning, and driving work that results in business impact for customers, partners, and Microsoft.
Brings impactful industry insights into customer engagements and closes deals with customers. Acts as a thought leader across solution areas to advise customers across business functions on digital transformation. Leads virtual transformational shifts to drive deployment and create business value for customers. May lead partner integration into account/territory planning and customer engagements. Provides thought leadership.
Orchestrates with team members on conducting personal campaigns to discover new opportunities and generate new leads. Leads conversations with strategic/high-potential customers (e.g., high budget, global account, highly competitive) along with account teams or partners. Facilitates the account team unit (ATU) and/or Specialist Team Unit (STU) to build pipeline in collaboration with partners and services. Guides others on social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration 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. Drives advanced workloads and usage.
Explores and assesses the needs of strategic/high-potential customers. Articulates business value and long-term implications for customer business. Collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities. Analyzes market trends to identify opportunities for new solutions.
Proactively builds and governs external stakeholder network and leverages internal partners to engage external stakeholders. Acts as a thought leader and subject matter advisor to the executive-level business decision makers at the customer's/partner's business. Guides others on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners.
Develops strategies for driving and closing strategic and/or prioritized opportunities. Collaborates with account teams to ensure alignment with the account strategy and plan. Leads deal execution with the deal teams across the organization. Coaches others on the implementation of 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
Leads the planning and execution on opportunities with resources and partners to cross-sell and up-sell. Identifies, leverages, and coordinates partners and resources across solution areas. Validates partner solution relevance for customers. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and connects the partner ecosystems to scale business results.
Leads the sales orchestration with internal stakeholders and partners (e.g., Enterprise Operating Unit). Applies a holistic approach to build network across territories. Positions opportunities to promote collaboration and participation.
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.
Posts information or speaks at external events, drives conversations with prospective customers/partners as a thought leader across solution areas.
Leverages and shares competitor knowledge across solution areas as a subject matter expert to inform decisions on pursuit or withdrawal. Collaborates with the 'compete' global black belts (GBB) to proactively provide analysis of the competitive landscape in supported solution area. Leads the communication to provide feedback to other teams (e.g., sales, marketing, engineering) on future product trends or sales blocker.
Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
Reviews feedback report and sets long-term strategies aimed at maintaining levels of client satisfaction. 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 strategic accounts across territories.
Collaborates with extended sales team, partners, and marketing to lead business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business. Acts as a thought leader and clears opinions and perspectives from business analysis.
Manages the end-to-end business for strategic accounts across the organization. Leads forecasting for accounts and develops a portfolio and territory plan to drive intentional selling with on-strategy engagements in high propensity accounts. Mentors junior team members.
Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Proactively seeks training, including information that adds to the understanding of customers' business, and shares it with team members.
- Embody our culture and values
7+ years of technology-related sales or account management experience
OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years of technology-related sales or account management experience.
Additional or Preferred Qualifications
9+ years of technology-related sales or account management experience
OR Bachelor's Degree in Information Technology, or related field AND 8+ 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 5+ years of technology-related sales or account management experience.
6+ years of solution or services sales experience.
Epic : 5+ years in experience in sales or pre-sales of Electronic Health Records (Epic Solution) to Enterprise customers.
Healthcare. 5+ years of experience working either within Healthcare (Hospital, Lab, Research, Health Systems, Providers) or Consulting/Service providers supporting these customers
Sales Management. 10+ years of specialist, services sales, or account management experience: planning, opportunity qualification and creation, stakeholder, and executive communication, needs analysis, services/partner engagement, opportunity management and proposal response, pipeline management, and deal negotiation.
Business Value Seller: Proven record of effective account management, particularly demonstrating coupling business acumen with technology knowledge, to connect customer business challenges to their technology decisions and; coaching the customer through business case creation, approval, and stakeholder buy-in.
Sales: Disciplined in business-management, in a high-growth market.Mentors’other sellers towards a "challenger mentality" by prompting them to engage the customer early with new insights. Demonstrated experience influencing senior stakeholders within customer and own organization.
Capture Management: Methodicaland disciplined approach to qualifying Electronic Health Records migration opportunitiesand developing win themes and strategy to improve probability of winning a strategic opportunity.
Executive Presence. 10+ years’ experience and expertise selling to C-Suite and executive business decision makers by aligning & reinforcing the value of public cloud and Digital Transformation to the customer’s overall business challenges and/or strategic opportunities and decision criteria.
Growth Mindset. Experience and passion for learning (technical and professional skills); implementing practices from others; trying, failing, and learning from the experience; sharing practices and knowledge for others’ benefit .
P erformer. Highly driven passionate person who consistently exceeds goals and expectations.
Azure Platform . Understanding of Microsoft Infrastructure as a Services products and/or complementing solutions. The position requires the ability to articulate and present the business value of Microsoft's solutions and have a firm understanding of Microsoft's strategies and products relative to major Microsoft competitors - preferred
#HLS #HealthLifeSciences #Healthcare #MSUS #Sales
The salary for this role in the state of Colorado is between $136,200 and $198,100.
At Microsoft, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.
Benefits/perks listed here may vary depending on the nature of your employment with Microsoft and the country where you work.US-based employees gain access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and fitness benefits, among others.
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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