Director of Sales, Business Applications #D365

Microsoft

All cities,CA

12/8/2019

Overview

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.
Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft?

The Specialist Manager (SSM) is a senior leader within our enterprise sales organization. The SSM leads, develops and manages a team of high performing Specialists (SSPs) and Technical Specialists (TSPs) to drive solution opportunity revenue and market share by leveraging the Microsoft Technologies to meet their customers data modernization and analytics solution needs.

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Responsibilities

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.

As a Specialist Manager, you will accelerate business by building ambitious sales plans to capitalize on transformational shifts occurring in the market place. You will develop smart selling solutions with partners to focus on business value, make deals bigger, faster, and more impactful. You will be a market-influencer able to leverage a strong and active Business Decision Maker network and challenge Sellers with insights and perspectives that empower them to adopt new practices, think differently and accelerate business growth. You are disciplined in business management and thrive in a complex solution selling world.

Responsibilities:
Lead sellers to drive Dynamics business to overachieve targets
Meets team sales and revenue targets
Maintains the pipeline and the forecast to required operational standards
Drives new business opportunities to achieve targets contributing positively to relevant subsidiary scorecard metrics
Even higher levels of operational excellence. Ensure appropriate 4 quarter qualified pipeline in place by workload/solution.

People Management:
Develops a high-performing team by hiring diverse talent, prioritizing development, leading by example and by preparing people for more senior positions in other parts of the organization.
Coaches Seller s with a challenger mentality by prompting Seller s to engage early and lead with new insights on how to grow the customers business.
Successful teams and team members are recognized and rewarded, both within the sales organization Corporate levels.

Customer centricity:
Lead from the front, personally engaging at CxO level to support and coach teams on opportunity discovery and acceleration
Lead sellers to drive end-to-end business solutions, increasing customer and partner satisfaction and average deal sizes YoY.
Lead cross-team to ensure customer intent to consume cloud services sold.

Partner Engagement:
Bring together Microsoft solutions with Partner solutions, fully leverage the synergy effect with our partners, and co-sell with them to make deals bigger and faster.

Qualifications

Requirements:
10+ 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.
identifying unique and complex business challenges and solutions
leading multi-million-dollar business app deals requiring orchestration of large, dispersed, virtual teams composed of industry, solution, technical, licensing & legal team members.
successfully displacing competitors
carrying and exceeding a large sales quota by driving and closing enterprise deals
demonstrated passion and commitment for customer success

5+ years of experience
Demonstrated Sales and Sales Management experience in Industry-aligned Enterprise sales.

Deep Understanding of:
Business solutions, ERP & CRM and how they translate into business impact
The security, regulatory and compliance needs of global customers
Working knowledge of Microsoft s commercial cloud offerings including Microsoft Office 365, Microsoft Azure.
Competitors and related ecosystem
The latest business value selling methodologies, practices and technologies that drive sales prospecting and sales management in complex solution selling environments

Desired Skills:
Excels at developing strong relationships and leadership connections to understand customer needs
Adept at challenging perspectives with new ideas that reframes thinking about deriving value from Microsoft solutions
Very strong presentation, white boarding and communication skills
Demonstrated people leader able to coach and inspire a diverse team of Specialists and Technical Specialists
Strong negotiating skills

Bachelor degree or equivalent work experience in Business Administration or Business Management or Industry related discipline. MBA a plus.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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