Senior Solutions Consultant – Microsoft Sales

Role Overview

• Provide 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.
• 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.
• Collaborate with fellow HBS team members and Microsoft’s own sellers to identify needs, create tailored solutions, and ensure exceptional 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.
• Maintain and drive growth in assigned accounts by identifying opportunities to introduce additional HBS and Microsoft solutions and services.
• 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, 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, Win Wires, 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.
• 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.
• 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.

Requirements

• Proven track record in sales, particularly in technology or consulting services
• 2-5 years of experience with Microsoft solutions and products
• Co-selling with Microsoft sellers and sales teams
• Proven leadership in driving complex sales cycles, navigating cross-functional teams, and achieving sales goals.
• Ability to work independently and lead efforts that result in meaningful revenue growth.
• High School Diploma or equivalent
• Microsoft Office Suite (Word, Excel, Outlook, PowerPoint)
• Strong ability to build and maintain relationships with customers and partners
• Deep understanding of Microsoft technologies and solutions
• Proven ability to sell Microsoft solutions across key areas including cybersecurity, compliance, modern work, cloud, and AI.
• A recognized and respected personal brand with Microsoft, with a demonstrated track record of success in delivering revenue growth and expanding business in both existing accounts and new logos.
• Self-driven and proactive with an entrepreneurial spirit.
• Capable of building and growing Microsoft sales practice from scratch, identifying new opportunities, and executing strategic sales initiatives.
• Bachelor’s Degree (preferred)
• Microsoft Certifications: AZ-900, AI-900, SC-900, MS-900 (preferred)

Tech Stack

• Cloud
• Cyber Security

Benefits

• health insurance
• dental insurance
• vision insurance
• company paid long term disability
• paid time off
• 401k package