The reinvention of business process represents a bold bet for Microsoft in accelerating our growth in commercial cloud services. The mission of Dynamics 365 is to help our customer digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs to drive new levels of profitability for their organization.
The Dynamics 365 Solution Specialist discovers, owns, and closes opportunities utilizing advanced solution-selling skills to drive digital transformation business outcomes for our customers in the enterprise customer segment.
Responsibilities
Develop, maintain, and document comprehensive business plans resulting from joint customer planning and discovery workshops which address customer strategic priorities for digital transformation
Be a disciple operator by maintaining a rolling pipeline, keeping it current and in accurate stages. Leverage marketing, inside sales, partners and your relationship network to build pipeline
Support and leverage all sales promotions, sales events and sales strategies to close opportunities
Develop, drive, manage and lead a disciple opportunity execution plan with a diverse pursuit team of experts, SMEs, pre-sales resources and partners geographically dispersed and virtual both internal and external to Microsoft including our Global Systems Integrator partners
Develop and maintain customer account plans for all the accounts in your designated territory which includes white space analysis, current customer solution and technology footprint/landscape, customer pains, competitive landscape, and industry trends.
Develop deep trusted adviser relationships with Business Decision Makers by actively understanding customer business pains, requirements, strategic growth objectives, industry trends and providing business-value-outcome-based solutions
Create compelling business value outcome backed proposals, negotiate terms and contracts with successful close.
Requirements
Identifying unique and complex business challenges and solutions
Driving and leading sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.
Carrying and exceeding sales quotas by driving and closing enterprise deals
5+ years of experience
Solution sales for CRM, ERP, or similar business applications
Selling software-as-a-service or cloud-based business applications to enterprise customers.
Demonstrated passion and commitment for customer success
Deep Understanding of:
Business solutions, ERP & CRM and how they translate into business impact
The security, regulatory & compliance needs of global customers
Skills:
Bachelor's Degree required
Account planning and execution skills
Sales solution skills, including the ability to articulate a clear, concise return on investment value statement.
Time management skills - able to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment
Organizational agility, able to coordinate across multiple stakeholders: BGs, Engineering, Licensing, Legal, Field leadership
Ability to position long term strategic solutions vs. the competition
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