Digital Solution Specialist - Business Processes

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.

In this individual-contributor, quota-carrying role you will own the entire engagement cycle, pinpointing opportunities, crafting value propositions, and driving AI-powered business-process transformations for a set of accounts withing SME&C UKI. Partnering closely with Account Executives, Digital Solution Engineers, and marketing teams, you will design win strategies, deliver compelling demos and pilots, and land customer success plans that accelerate adoption of Dynamics 365, Power Platform, and Copilot solutions. Leveraging deep domain expertise and consultative selling skills, you will translate complex scenarios into clear business outcomes, remove blockers, and consistently meet or exceed revenue targets. You will also share best practices, expand your technical depth, and act as a trusted advisor who connects Microsoft innovation to measurable customer impact, advancing your own career growth in solution sales and cloud technologies.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

• Secure strategic new business wins for Business Process Solutions and maximize up-sell and cross-sell opportunities collaborating with Partner resources to present Microsoft’s value propositions that align to customer’s business objectives and IT initiatives.
• Develop and maintain a Territory Plan with your stakeholders that demonstrates knowledge of your territory, prioritizes investments in time and effort, and leverages your virtual team to exceed the goals and objectives of the business.
• Work with the co-sell prioritized partners for the focus industries of your territory to jointly drive the sales cycle.
• Maintain a healthy balanced and predictable pipeline: Continually assess the pipeline for any deal that will not produce the high-yield result anticipated. Set up and manage a regular rhythm for pipeline reviews with key members of the sales team. Prepare and deliver accurate forecast and pipeline reports. Develop Strategic Opportunity Sales Plans for `must-win’ deals.
• Discover, assess, evaluate, and challenge strategic customer objectives by translating them into digital transformation opportunities that leverage Microsoft Dynamics 365 and Power Platform.
• Address key change scenarios with quantifiable business value outcomes and justification.
• Be a disciplined operator by maintaining a rolling pipeline, keeping it current and in accurate stages. Leverage marketing insights, partners, and your relationship network to build pipeline
• Own and deliver on revenue targets for Dynamics 365 and Power Platform / Copilot Studio for your territories.
• Contribute to the development of Microsoft’s World Class Sales Organization: Be committed to learning the customer’s business and your professional growth. Develop a working knowledge of Microsoft’s transformation and leverage all training resources.

Qualifications

Required Qualifications:

• Extensive experience on solution software-as-a-service sales for CRM or similar business applications.
• Experience creating compelling business value outcome backed proposals, negotiating terms, and contracts with successful close.
• Senior level pursuit experience in selling CRM business applications with a strong track record of prospecting, new account development, territory building and quota performance.
• Disciplined operator with demonstrated accuracy in forecasting business and maintaining CRM pipeline hygiene.
• Experience in business value selling.

Preferred Qualifications:

• Proven solution envisioning skills.
• Ability to sell C-Level and across both business units and IT departments.
• 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, collaborative, and team-oriented environment.
• Problem solver and ability to work in fast-changing environment and manage ambiguity.
• Working knowledge of Microsoft’s commercial cloud offerings - including Microsoft Workforce AI (M365, Copilot), Microsoft Azure, competitors and related ecosystem.
• Extensive sales experience.

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. 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.

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