Description

Position Summary:

The Associate Consultant (ASC) Microsoft Sales position provides a unique opportunity to focus on and grow HBS's strategic relationship and brand within Microsoft by focusing on the joint value proposition of the partner alliance. A successful ASC on HBS's Microsoft Sales Team will work closely with the Associate General Manager to drive new business with current customers and prospect new customers.  

This individual will assist and in many cases lead the sales process by aligning our Microsoft technology solutions, building long-term relationships, and serving as a strategic advisor to help customers achieve their business goals. 

This role is for those eager to learn, shape the business, adapt within a fast-paced high-volume work environment, and embrace exciting challenges that come with the ever-changing technology landscape within Microsoft.

Roles and Responsibilities/ Essential Functions:

• Drive growth in existing customer base by identifying opportunities to introduce additional HBS and Microsoft solutions and services, thereby enhancing HBS's partnership value and customer satisfaction.
• Identify customer prospects through Microsoft Co-selling, client referrals, association and industry group participation, and conference/tradeshow attendance.
• Co-sell with Microsoft by conducting Rhythm of Business (ROB) meetings with sellers, bringing them into established accounts, and selling HBS into their customer base.
• Provide sales support by assisting other HBS Solutions Consultants with selling our Applications (HBS's Microsoft-focused service delivery team) services within their customer base.
• Be an expert on Microsoft technologies and products by obtaining certifications (ex. MS-900, AZ-900, SC-900, etc.), engaging in Microsoft's sales meetings, attending conferences, and reading relevant publications on product applications and market trends. 
• Understand Microsoft's partner sales motions, financial incentives, and go-to market strategies to enrich the sales process within HBS.
• Serve as the central coordinator between internal teams and Microsoft to meet partnership goals and drive revenue growth.
• Support the HBS technical teams with Microsoft customer references, association of Claiming Partner of Record (CPOR) and Partner Admin Link (PAL), and Microsoft Marketplace offers that align with the fiscal years' solution plays and priorities.
• Address customer inquiries on products, services, pricing, availability, uses, and credit terms with expert precision.
• Craft compelling proposals covering prices, funding details, and solution design specifics.
• Conduct onsite visits, when applicable, to engage with customers to better understand their business needs and build strong partner relationships.
• Utilize CRM and Microsoft Partner Center to maintain meticulous customer opportunities and referrals to display the full visibility into the business HBS is driving for Microsoft and HBS leadership.
• Forecast sales opportunities accurately as they initiate, develop and close following the Microsoft Customer Engagement Methodology (MCEM).
• Collaborate with internal stakeholders to ensure the proper allocation and utilization of engineering resources to drive revenue growth to obtain HBS's key metrics and KPIs within Application and other engineering teams.
• Invest in team members' growth and development by exchanging valuable insights and successful selling strategies that drive results.
• Demonstrate technical solutions and services by articulating HBS's business value portfolio to clients via calls and presentations with clarity and excitement.
• Champion our company's capabilities, reputation, products, systems, services, and cutting-edge techniques across multiple industries nationwide.
• Execute integrated sales and marketing campaigns to achieve sales goals.
• Meet or exceed sales targets by leveraging dynamic sales strategies (>$300,000).

Competencies:

• Accountability - Ability to accept responsibility and account for his/her actions.
• Ambition - The drive to achieve personal advancement.
• Customer Oriented - Ability to take care of the customers' needs while following company policy.
• Decision Making - Ability to make critical decisions while following company procedures.
• Goal Oriented - Ability to focus on a goal and obtain a pre-determined result.
• Motivation - Ability to inspire oneself and others to reach a goal and perform to the best of their ability.
• Presentation Skills - Ability to effectively present information publicly.
• Relationship Building - Ability to effectively build relationships with customers and co-workers

Required Experience:

• Proven track record in outside or inside sales, particularly in technology or consulting services
• At least one (1) year of experience with Microsoft solutions and products 

Preferred Experience:

• Two years or more of related sales experience

Required Skills, Education and/ or Certifications:

• High School Diploma or equivalent 
• Microsoft Office Suite (Word, Excel, Outlook, PowerPoint) 
• Strong ability to build and maintain relationships with customers and partners

Preferred Skills, Education and/ or Certifications:

• Co-selling with Microsoft
• Bachelor's Degree (four-year college or university)
• Deep understanding of Microsoft technologies and solutions
• Microsoft Certifications: AZ-900, AI-900, SC-900, MS-900

Equal Opportunity Employer - Including Disabled and Veterans

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