Microsoft

Builds workplace software, PCs and cloud services

AI Business Process Sales Specialist - Melbourne/Perth

Account ManagementUpdated on Nov 13

Full-timeNo salary listedIn-person

About the Job

Requirements

Bachelor's degree in Computer Science, Information Technology, Business Administration, or Information Security, plus 4 or more years of experience in technology-related sales or account management, or equivalent experience.
At least 5 years of experience selling Software as a Service solutions within the line-of-business applications industry.
At least 5 years of experience leading sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans, and engagement with complex customers.
Experience crafting deals and negotiating terms and contracts for multi-year digital transformation initiatives.
Experience with business forecasting and maintaining pipeline hygiene.
Established customer relationships and a reputation for delivering outcomes.

Responsibilities

Drive connected, end-to-end business transformation solutions across multiple business units within the Mining and Natural Resources sector.
Lead all stages of the sales process, including account and opportunity planning, deal strategy, negotiation, and execution.
Engage with complex customer environments and guide stakeholders through decision frameworks and evaluation plans tailored to sector-specific challenges.
Craft and negotiate terms for digital transformation initiatives, ensuring alignment with customer objectives and compliance with industry regulations.
Maintain accurate forecasting and pipeline hygiene to support business performance and strategic planning.
Leverage strong existing relationships within the strategic account territory.

Desired Qualifications

Master's degree in Business Administration, Information Technology, or Information Security, plus 6 or more years of experience in technology-related sales or account management, or a Bachelor's degree in Computer Science, Information Technology, Business Administration, or Information Security, plus 8 or more years of experience in technology-related sales or account management, or equivalent experience.
At least 4 years of solution or services sales experience.

Overview

As an AI Business Process Sales Specialist, you will play a pivotal role in driving end-to-end business transformation for some of our most strategic customers in the construction, industrial, and energy sectors. You bring extensive experience in managing complex, high-value relationships within these industries and have a proven track record of leading large-scale, transformational sales engagements. With a strong background in navigating senior stakeholder environments across both business and IT, you also bring well-established networks and familiarity in selling AI, CRM, ERP, and Low Code platforms. You excel at orchestrating across internal teams, partners, and services organisations to deliver integrated solutions, while navigating sector-specific budget cycles and regulatory frameworks to achieve mutually beneficial outcomes in complex, matrixed environments.

Responsibilities

Drive connected, end-to-end business transformation solutions across multiple business units within MIning and Natural Resources sector.
Lead all stages of the sales process, including account and opportunity planning, deal strategy, negotiation, and execution.
Engage with complex customer environments and guide stakeholders through decision frameworks and evaluation plans tailored to sector-specific challenges.
Craft and negotiate terms for digital transformation initiatives, ensuring alignment with customer objectives and compliance with industry regulations.
Maintain accurate forecasting and pipeline hygiene to support business performance and strategic planning.
Leverage strong existing relationships within this strategic account territory.

Qualifications

Required Qualifications

Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, Information Security, or related field AND 4+ years experience in technology-related sales or account management OR equivalent experience.
5+ years experience selling SaaS solutions within line of business applications industry.
5+ years experience leading sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging with complex customers.
Experience in deal crafting, negotiating terms and contracts for multi-year digital transformation initiatives.
Forecasting business and maintaining pipeline hygiene.
Established relationships and a reputation for delivering outcomes.

Preferred Qualifications

Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 6+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR equivalent experience.
4+ years solution or services sales experience.

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.

About the Company

Microsoft

Builds workplace software, PCs and cloud services

Microsoft builds workplace software, operating systems and cloud infrastructure for consumers, businesses and government agencies, from small organizations to global enterprises. Microsoft 365 combines Word and Excel with Teams communication and Copilot AI features, while Windows runs PCs and Surface supplies the company's own computers. Azure rents computing capacity, storage and databases to build and run web applications. Microsoft also sells Xbox consoles and games, collecting revenue through software licenses, subscriptions, usage charges and product sales. Founded in 1975 by Bill Gates and Paul Allen, Microsoft is headquartered in Redmond, Washington.

Company size: 10,001+
Company stage: IPO
Headquarters: Redmond, WA
Founded: 1975

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