Senior Solutions Consultant - Microsoft… at Heartland… · Lafayette

The Senior Solutions Consultant (SC) – 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 Senior SC on HBS's Microsoft Sales Team will 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 individual will use their expertise to collaborate with fellow HBS team members and Microsoft’s own sellers to identify needs, create tailored solutions, and ensure exceptional customer satisfaction.

We are seeking an experienced Senior Sales Executive with deep expertise in selling Microsoft products and solutions, particularly in the areas of Cybersecurity, Compliance, Modern Work, Cloud, and AI. This is a senior-level role, where the candidate will have a proven ability to engage with clients and drive business without requiring extensive training on Microsoft’s portfolio.

Roles and Responsibilities/ Essential Functions:

• 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, thereby enhancing HBS’s partnership value and customer satisfaction.
• 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, Win Wires, 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 (greater than $1,000,000).

How to qualify:

• 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.
• Maintain an outcome focused mindset
• Have strong prioritization skills
• Always be a team player
• Carry a professional attitude and respectful demeanor

Why HBS?

Heartland Business Systems is one of THE LARGEST technology VARs or Value-Added Resellers in the Midwest. Anything that happens with computers – we do it! We PRIDE ourselves on our Core Values of:

Performance – HBS is driven to achieve exceptional results in all aspects of our business.

Respect – HBS Team Members demonstrate personal integrity and professionalism when dealing with all internal and external contacts.

Innovation – HBS is passionate to serve our internal and external customers with innovative solutions to enhance their success.

Development – HBS is committed to developing ourselves and each other in ways that support and improve the performance of ourselves and our business.

Excellence – HBS takes great pride in all we do and strive for excellence always.

What you can expect from HBS:

• Competitive Compensation Package (May include but not limited to: Bonus, Incentive, Commission, Fair Wage, Retirement Plans, Benefits with HSA Compatible Plans)
• Growth Opportunities
• Community Involvement
• Personal Development
• Employee and Family Celebrations
• Green Initiatives
• Personal Time Off
• Work Life Balance
• Recognition and Awards

Day in and day out, you will be a part of a collaborative, innovative and award-winning team that will make you a better professional. Choose HBS today!

Heartland Business Systems is an Equal Opportunity Employer - Including Disabled and Veterans.

The expected annual base salary for this position is $150,000 to $200,000. This role is also eligible for commission-based compensation, earned in accordance with the company’s commission plan. Total on-target earnings are expected to be $200,000 to $220,000 annually, based on performance. Total compensation is also dependent on attaining specific gross profit goals.

In addition to base compensation, this position includes a comprehensive benefits package. Current benefits include:

• Health, dental, and vision insurance
• Company-paid long-term disability insurance
• Paid time off, including vacation, sick leave, and company-recognized holidays
• 401(k) retirement plan with company contribution

The final base salary will be determined by the candidate’s job-related skills, experience, education, and qualifications, as well as internal equity and market considerations. This pay range is provided in accordance with applicable state and local pay transparency laws.