Microsoft Services Sales Executive (SSE)
As a Microsoft Services Sales Executive (SSE), you will drive strategic services growth by partnering with Microsoft and SHI account teams to identify, qualify, and close services opportunities that accelerate customers' digital transformation. This role is consultative and relationship-driven, requiring deep knowledge of Microsoft's ecosystem, SHI's services portfolio, and the ability to position business outcomes that deliver measurable value. Role Description
Own the Services Sales Motion: Drive the full lifecycle of services opportunitiesfrom discovery and qualification through proposal, negotiation, and closealigned to Microsoft priorities and SHI's strategic accounts. Act as a Trusted Advisor: Engage with customer executives and technical stakeholders to understand business challenges, translate requirements, and position SHI's Microsoft Services as the solution. Collaborate Across Teams: Work closely with SHI sellers, Microsoft account teams, and delivery leaders to co-sell and co-create solutions that maximize customer success. Lead Strategic Conversations: Facilitate workshops, assessments, and envisioning sessions to uncover new opportunities and influence customer roadmaps. Manage Pipeline & Forecasting: Maintain accurate opportunity tracking, provide monthly forecasts, and ensure timely updates to leadership. Drive Growth: Expand existing engagements and identify net-new opportunities across Azure, Data & AI, Modern Work, and Security services. Ensure Customer Success: Partner with delivery teams to set clear expectations, monitor engagement progress, and maintain accountability for successful outcomes. Represent SHI's Value: Serve as an expert in SHI's Microsoft Services methodology, offerings, and differentiators. Behaviors and Competencies
Business Development: Can proactively seek out new markets, initiate strategic partnerships, and contribute to the development of innovative business strategies. Closing Deals: Can develop and implement a strategic plan for closing deals, identifying high-value opportunities and using advanced negotiation techniques to secure successful outcomes. Consultative Sales: Can proactively seek out potential customers, initiate sales conversations, and contribute innovative ideas to improve the sales process. Customer-Centric Mindset: Can proactively engage with customers to understand their needs and expectations. Develops and implements strategies to enhance customer satisfaction and loyalty. Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others. Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion. Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution. Analytical Thinking: Can synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably. Adaptability: Can proactively adapt to challenging situations, anticipate changes, and make modifications to meet the demands of changing circumstances. Resilience: Can proactively anticipate potential obstacles, develop contingency plans, and adapt strategies to overcome them. Skill Level Requirements
Experience with partner's Global, Enterprise, or Commercial Segment(s), including familiarity with partner's portals, tools, programs, processes, and distribution transactions. Intermediate Ability to create and manage relationships with external partners, executive-level stakeholders, and within a sales organization. Intermediate Proficient in building and executing cross-functional plans to achieve objectives; able to analyze business results to develop action plans. Intermediate Creative and strategic thinking with excellent decision-making skills; capable of managing regional business independently from Management. Intermediate Excellent time management along with planning and organizational skills; self-motivated with the ability to work autonomously. Intermediate Ability to communicate, present, and influence all levels of a customer and/or partner organization for building relationships and driving sales growth; skilled in prospecting, negotiating, and closing deals. Intermediate Ability to effectively position against competition and clearly articulate value. Intermediate Ability to self-study and engage in independent work to increase job-related knowledge and skills; self-motivated with the ability to work with limited direction and oversight. Intermediate Ability to be approachable, maintain composure, and possess a professional attitude. Intermediate Preferred Qualifications/Skills: Direct outside sales experience with large enterprise clients Intermediate Previous training and/or experience in solution selling Intermediate Experience selling and managing complex IT solutions Intermediate Multiple major technology sales certifications Intermediate Working knowledge of Programs and technology from industry-leading OEMs such as Microsoft Intermediate Working knowledge of emerging technologies such as Cloud, Security, IoT, and Digital Workplace Intermediate Other Requirements
Proven experience in Microsoft services sales, consulting, or solution selling. Strong understanding of Microsoft cloud technologies (Modern Work and Data & AI). Ability to build executive-level relationships and influence decision-making. Skilled in opportunity qualification, proposal development, and negotiation. Comfortable working in a fast-paced, partner-driven environment with multiple stakeholders. Excellent communication, presentation, and organizational skills. Bachelor's Degree or equivalent relevant work experience required. Minimum 5+ years' experience in successful consultative selling and account development of commercial accounts with a services focus. Previous experience in Consulting and/or Services Sales team is required. Minimum 50% time outside of an office setting meeting with existing and potential customers and 10% attending company events. Travel to customer sites within dedicated territory. Travel to SHI, Partner, and Customer Events. Why Join Us?
Be part of a high-growth Microsoft practice with strong alignment to Microsoft's priorities. Work with industry-leading experts and a collaborative team culture. Opportunity to shape customer transformation strategies and deliver impactful outcomes. Competitive compensation, benefits, and career development opportunities. The estimated annual pay range for this position is $75,000 - $250,000 which includes a base salary and commission. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending. Equal Employment Opportunity
M/F/Disability/Protected Veteran Status
As a Microsoft Services Sales Executive (SSE), you will drive strategic services growth by partnering with Microsoft and SHI account teams to identify, qualify, and close services opportunities that accelerate customers' digital transformation. This role is consultative and relationship-driven, requiring deep knowledge of Microsoft's ecosystem, SHI's services portfolio, and the ability to position business outcomes that deliver measurable value. Role Description
Own the Services Sales Motion: Drive the full lifecycle of services opportunitiesfrom discovery and qualification through proposal, negotiation, and closealigned to Microsoft priorities and SHI's strategic accounts. Act as a Trusted Advisor: Engage with customer executives and technical stakeholders to understand business challenges, translate requirements, and position SHI's Microsoft Services as the solution. Collaborate Across Teams: Work closely with SHI sellers, Microsoft account teams, and delivery leaders to co-sell and co-create solutions that maximize customer success. Lead Strategic Conversations: Facilitate workshops, assessments, and envisioning sessions to uncover new opportunities and influence customer roadmaps. Manage Pipeline & Forecasting: Maintain accurate opportunity tracking, provide monthly forecasts, and ensure timely updates to leadership. Drive Growth: Expand existing engagements and identify net-new opportunities across Azure, Data & AI, Modern Work, and Security services. Ensure Customer Success: Partner with delivery teams to set clear expectations, monitor engagement progress, and maintain accountability for successful outcomes. Represent SHI's Value: Serve as an expert in SHI's Microsoft Services methodology, offerings, and differentiators. Behaviors and Competencies
Business Development: Can proactively seek out new markets, initiate strategic partnerships, and contribute to the development of innovative business strategies. Closing Deals: Can develop and implement a strategic plan for closing deals, identifying high-value opportunities and using advanced negotiation techniques to secure successful outcomes. Consultative Sales: Can proactively seek out potential customers, initiate sales conversations, and contribute innovative ideas to improve the sales process. Customer-Centric Mindset: Can proactively engage with customers to understand their needs and expectations. Develops and implements strategies to enhance customer satisfaction and loyalty. Communication: Can effectively communicate complex ideas and information to diverse audiences and can facilitate effective communication between others. Relationship Building: Can proactively seek out opportunities to expand networks, initiate collaborations, and contribute to team cohesion. Negotiation: Can proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution. Analytical Thinking: Can synthesize complex data, identify patterns, draw insights, and present findings clearly and understandably. Adaptability: Can proactively adapt to challenging situations, anticipate changes, and make modifications to meet the demands of changing circumstances. Resilience: Can proactively anticipate potential obstacles, develop contingency plans, and adapt strategies to overcome them. Skill Level Requirements
Experience with partner's Global, Enterprise, or Commercial Segment(s), including familiarity with partner's portals, tools, programs, processes, and distribution transactions. Intermediate Ability to create and manage relationships with external partners, executive-level stakeholders, and within a sales organization. Intermediate Proficient in building and executing cross-functional plans to achieve objectives; able to analyze business results to develop action plans. Intermediate Creative and strategic thinking with excellent decision-making skills; capable of managing regional business independently from Management. Intermediate Excellent time management along with planning and organizational skills; self-motivated with the ability to work autonomously. Intermediate Ability to communicate, present, and influence all levels of a customer and/or partner organization for building relationships and driving sales growth; skilled in prospecting, negotiating, and closing deals. Intermediate Ability to effectively position against competition and clearly articulate value. Intermediate Ability to self-study and engage in independent work to increase job-related knowledge and skills; self-motivated with the ability to work with limited direction and oversight. Intermediate Ability to be approachable, maintain composure, and possess a professional attitude. Intermediate Preferred Qualifications/Skills: Direct outside sales experience with large enterprise clients Intermediate Previous training and/or experience in solution selling Intermediate Experience selling and managing complex IT solutions Intermediate Multiple major technology sales certifications Intermediate Working knowledge of Programs and technology from industry-leading OEMs such as Microsoft Intermediate Working knowledge of emerging technologies such as Cloud, Security, IoT, and Digital Workplace Intermediate Other Requirements
Proven experience in Microsoft services sales, consulting, or solution selling. Strong understanding of Microsoft cloud technologies (Modern Work and Data & AI). Ability to build executive-level relationships and influence decision-making. Skilled in opportunity qualification, proposal development, and negotiation. Comfortable working in a fast-paced, partner-driven environment with multiple stakeholders. Excellent communication, presentation, and organizational skills. Bachelor's Degree or equivalent relevant work experience required. Minimum 5+ years' experience in successful consultative selling and account development of commercial accounts with a services focus. Previous experience in Consulting and/or Services Sales team is required. Minimum 50% time outside of an office setting meeting with existing and potential customers and 10% attending company events. Travel to customer sites within dedicated territory. Travel to SHI, Partner, and Customer Events. Why Join Us?
Be part of a high-growth Microsoft practice with strong alignment to Microsoft's priorities. Work with industry-leading experts and a collaborative team culture. Opportunity to shape customer transformation strategies and deliver impactful outcomes. Competitive compensation, benefits, and career development opportunities. The estimated annual pay range for this position is $75,000 - $250,000 which includes a base salary and commission. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending. Equal Employment Opportunity
M/F/Disability/Protected Veteran Status