Job Description

Overview

The Transformation & Strategic Deals Services Sales Lead is responsible for identifying, shaping and winning complex, high-value transformation engagements with strategic customers.

The role operates at the intersection of industry transformation, consulting, technology, partnerships and commercial deal-making. Rather than simply responding to established opportunities, this seller will create new transformation conversations, bring together the right ecosystem of partners and capabilities, and develop propositions around the customer's most important business priorities.

A critical measure of success will be the creation of lighthouse customer wins that demonstrate what is possible, establish credibility in the market and provide a blueprint that can be replicated across the next wave of customers.

Responsibilities

Originate large transformation opportunities

• Build senior-level customer relationships and engage around CEO, CIO and business leadership priorities.
• Identify transformation opportunities before they become traditional procurement exercises or defined projects.
• Connect business challenges with consulting, engineering, adoption and technology capabilities to shape a broader transformation agenda.
• Develop a pipeline of fewer, larger and more strategically important services opportunities.
• Create momentum from concept and executive vision through to commercial engagement and execution.

Lead with industry, not technology

• Develop a deep understanding of the industries and customers being served.
• Translate industry trends and disruption into relevant transformation conversations.
• Start with the customer's business model, competitive environment and strategic priorities rather than individual products.
• Work with industry leaders and account teams to identify repeatable transformation themes that can be taken to multiple customers.

Explore and build strategic partnerships

• Partnership development should be a core part of the role, not an afterthought.
• The seller will:
• Identify where partners can increase credibility, capability, scale or speed.
• Explore new partnership models that allow organisations to jointly approach transformational customer opportunities.
• Connect technology, consulting, industry expertise and ecosystem capabilities into a compelling customer proposition.
• Determine where we should lead, partner, co-create or orchestrate.
• Establish relationships that can unlock opportunities beyond a single customer engagement.

Construct lighthouse wins

• The role should deliberately pursue a small number of engagements capable of becoming market-defining references.
• The seller will work across sales, industry, consulting, engineering, delivery and partners to create the conditions for these lighthouse engagements to succeed.

Industrialise the win

• Winning the first customer is only part of the job.
• The seller should capture:
• What customer problem created the opportunity?
• What executive conversation unlocked it?
• What industry proposition resonated?
• Which capabilities and partners were required?
• What commercial construct worked?
• What can be standardised?
• Which customers should be targeted next?

Qualifications

Required qualifications

• 6+ years of experience in enterprise technology sales, consulting sales, customer success, professional services, or business development roles.
• Bachelor's degree or equivalent higher education qualification.
• Proven sales performance, with a track record of year-on-year quota/target achievement or overachievement.
• Demonstrated experience selling to and supporting Enterprise and Public Sector customers.
• Proven ability to build relationships with senior business and technology decision-makers.
• Experience managing complex sales cycles involving multiple stakeholders.
• Strong consultative selling, business development, and account management capabilities.
• Excellent communication, presentation, and executive engagement skills.
• Ability to work effectively across virtual and cross-functional teams.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.