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Job title : Dynamics 365 Sales Specialist Customer Engagement
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Profession : Sales
Role type : Individual Contributor
Employment type : Full-Time
Mission / 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?
As a Specialist Dynamics 365 Customer Engagement, you will be a senior solution sales leader within our enterprise sales organization working with our most important customers.
You will lead a virtual team of technical, partner and consulting resources to advance the sales process and achieve / exceed solution sales and usage / consumption targets for related workloads in your assigned accounts.
You will help customers evaluate their applications, recommend solutions that meet their requirements, remove roadblocks to deployment and drive customer satisfaction.
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 Specialist Dynamics 365 Customer Engagement (Microsoft Customer Relationship Management (CRM) solutions), is an accomplished sales leader with a proven track record of driving complex digital transformation using CRM solutions in large enterprise accounts that have the highest potential and strategic value.
The Specialist Dynamics 365 Customer Engagement (SSP-CE) leverages advanced business transformation skills honed at management consultancies and their extensive network of C-level customer and industry relationships to consistently exceed quota with million-dollar wins.
The SSP-CE uses their leadership status in industry, professional groups, LinkedIn network, and extended team to create shared visions, influence key stakeholders and lead virtual teams to drive transformation.
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
Develop, maintain, and document comprehensive business plans resulting from joint customer planning and discovery workshops which address customer strategic priorities for digital transformation
Discover, assess, evaluate, and challenge strategic customer objectives by translating them into digital transformation opportunities that leverage Microsoft Dynamics 365 Customer Engagement (CRM).
Create and drive demand for qualified digital transformation opportunities in our enterprise accounts that can benefit from running their business on Dynamics 365 Customer Engagement (CRM).
Address key change scenarios with quantifiable business value outcomes and justification
Develop and lead account strategy in the sophisticated and complex business environments of our enterprise accounts
Be a disciplined 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 discipled opportunity execution plan with a diverse pursuit team of experts, pre-sales resources and partners geographically dispersed and virtual both internal and external to Microsoft including our Global Systems Integrator partners
Create compelling business value outcome backed proposals, negotiate terms and contracts with successful close.
Own and deliver on revenue targets for Dynamics 365 Customer Engagement for your territory / accounts
At least 5 + years of experience in :
Solution sales for CRM or similar business applications
Selling software-as-a-service or cloud-based CRM business applications enterprise customers
Digital transformation management consulting experience with leading international firm
Developing demand for million-dollar digital transformation opportunities in Large enterprise accounts,
Developing and leading account strategy and opportunity execution plans in complex business environments in large enterprise account targets
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
Proposal preparation, negotiating terms and contracts for large million-dollar digital transformation opportunities
Senior level pursuit leadership varied experience in selling CRM business applications with a strong track record of new account development, territory building and quota performance
Assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios, and an ability to measure and present incremental and new economic value
Leading, partnering and orchestrating with virtual teams of experts, SMEs composed of industry, engineering, solution, technical, licensing and legal team members
Certification and / or deep experience in business value selling
Demonstrated passion and commitment to customer success.
Deep understanding of :
Business solutions, Specifically CRM Suites including Customer Service / Field Service / Salesforce Integration / Relationship Sales / Marketing etc and how they translate into business impact
CRM solutions in enterprise customers
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
Fluency in English mandatory
Bachelor’s Degree or equivalent work experience required.
Desired Skills :
Demonstrated success in large million-dollar pursuits, multi-year engagements and competitor disruption and displacement
Proven consultative business management consulting skills, including the ability to articulate a clear, concise return on investment value statement
Proven solution envisioning skills
Account planning and execution leadership skills
Ability to sell C-Level and across both IT and business units as a trusted advisor
Ability to sell both an application and deployment of a platform
Strong 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
Excellent organizational agility, able to coordinate across multiple stakeholders : Marketing, Engineering, Licensing, Legal, Field leadership to win
Ability to identify and prioritize opportunities that will drive digital transformation for a client
Ability to position long term strategic solutions vs. the competition
Problem solver and ability to work in fast-changing environment and manage ambiguity.
Benefits and Perks
Benefits / perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work :
Industry leading healthcare
Savings and investments
Maternity and paternity leave
Opportunities to network and connect
Discounts on products and services
Generous time away.