Custom Consulting Lead

Microsoft; United Arab Emirates; On-site; AED 150,000 - 210,000; Full time

Job summary

A leading technology company seeks a Sales Transformation Leader to drive high-impact AI transformation business outcomes. The role involves engaging with C-level executives, leading strategic projects, and ensuring successful sales execution across the region. Ideal candidates will have robust solution-selling experience in commercial or public sectors and a proven track record in consultative sales. A Bachelor's or Master's degree in relevant fields is highly desirable, along with substantial experience in consulting solution sales.

Qualifications

• Experience in solution-based selling across CSAs.
• Ability to navigate C-level relationships.
• Strong understanding of commercial/public sector sales.

Responsibilities

• Lead and drive transformation partnerships.
• Engage with C-level executives on digital transformation.
• Shape and sell custom consulting solutions.

Skills

Solution-based selling

Stakeholder engagement

Commercial acumen

Negotiation skills

Sales expertise

Education

Bachelor's Degree in Business, IT, or related field

Master’s Degree in similar sectors

Job description

Responsibilities

In this role, you will lead and orchestrate customer value through driving large transformation partnerships and high-impact AI transformation business outcomes for our customers. Some of your key responsibilities will include:

1. Partnering with regional leaders, Area SLTs, and their sales teams to establish strong partnerships and drive a consistent cross-CSA approach aligned with company strategy, applying regional insights to meet customer needs. Strong stakeholder engagement with SPT and Area MCAPSSales teams will be critical for your success.
2. Bringing impactful technology and industry insights into customer engagements, closing deals with customers, and coaching others internally on deal control through demonstrating high levels of commercial acumen and negotiation skills. Leveraging deep sales and delivery experience to drive consultative sales and build trust with C-level executives.
3. Influencing Microsoft's strategic direction across various markets by leading virtual cross-organizational teams on strategic projects and high-impact solution sales deployments that enable digital transformation and deliver business value. Utilizing CSA assets and consulting IP to facilitate customer transformation.
4. Participating actively in sales planning, orchestration, and deal closure using Microsoft’s sales methodology (MCEM). Shaping and selling custom consulting solutions with technical acumen that maximizes Microsoft investments. Establishing strong governance and executive oversight to set delivery up for success.
5. Providing deal coaching and shaping by encouraging cross-area learning and insights within the solution area to benefit both customers and wider Microsoft teams. Working seamlessly with the broader account team to build relationships and drive consumption, with a focus on AI integration.
6. Continuously building sales expertise, learning, and evolving knowledge of transformative solutions to support customers and the Microsoft team, investing in personal development.

Qualifications

• Strong experience in solution-based selling across one or more CSAs, with the ability to effectively position cross-CSA offerings and align customer needs with our portfolio.
• Experience selling into commercial or public sector accounts, understanding industry trends and challenges, and tailoring solutions to specific industry needs.
• Proven ability to interact with senior stakeholders, navigate C-level relationships, and articulate the value proposition of solutions.
• Exposure to consulting or solution architecture practices, collaborating effectively with technical and consulting teams to develop customer solutions.
• Experience driving the sales cycle for digital transformation initiatives, with a proven ability to drive value conversations and align solutions with transformation goals.

Additional or Preferred Qualifications

• Bachelor's Degree in Business, IT, or related field with proven industry sales experience in the commercial or public sector (e.g., Finance, Local Government), or a Master’s Degree with a strong background in technology sales within similar sectors.
• Substantial experience in consulting solution sales and delivery is highly desirable.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration without regard to age, ancestry, color, family or medical leave, gender identity or expression, genetic information, marital status, medical condition, national origin, disability, political affiliation, veteran status, race, religion, sex, sexual orientation, or other protected characteristics. For assistance or accommodations due to disability, please send a request via the Accommodation request form. Benefits and perks may vary depending on employment nature and country.