Microsoft Corporation Dynamics 365 Specialist in Seattle, Washington
Are you ready to join a double-digit growth cloud business? The Software and Digital Platform (SDP) Operating Unit is looking for a rockstar seller to join our Business Applications team. Our portfolio spans across Dynamics 365 and Power Platform, with a heightened focus on D365 Sales and D365 Service, so you can leverage all your creativity and knowledge to provide world-class solutions to our Enterprise customers.
Microsoft Business Applications cloud is recognized by analysts as a leader in the CRM, ERP and application platform space. Trusted by global businesses as their platform of choice, Microsoft Business Applications uniquely enables customers to optimize their operations, engage their customers, empower their people and transform their products and services.
Key customer benefits:
Create impact faster : Deliver more impact in less time by quickly deploying solutions, or augmenting existing ones, toenable teams toaccelerate business results and increase time to value.
Break through barriers : Take a data-first approach with unified data that leverages Microsoft AI to deliverinsights & actions that help createbetter customer experiences.
Adapt to anything: agility to react and respond to new business priorities, market conditions and customer opportunities with rapidly deployable solutions.
Innovate everywhere: Solve problems with powerful solutions only possible with the Microsoft Cloud enabling interoperable solutions across multiple lines of business.
As a Dynamics 365 Specialist you will be an industry-aligned, digital transformation enabler within the Microsoft specialist sales organization. You will be working with our most important customers helping them with their end-to-end business transformation needs. As a design thinker, you will be envisioning solutions and mapping capabilities with associated business value to business decision makers. Further, you will execute with excellence the entire sales process by owning and orchestrating an expert team including presales, co-sell partners, and Independent Software Vendors (ISVs).
You will excel in the Dynamics 365 Specialist role with the following skills:
Team Player - Selling SaaS solutions is a team sport. You are an excellent team player and orchestrator who wins people by a common vision.
Industry Expert - You have a deep understanding of challenges and opportunities in the technology industry and can envision solutions mapped with business value to address business needs and pains.
Design Thinker - Customer needs first! You are able to conduct envisioning workshops to unlock the true needs of the customer and create business value.
Presenter - Bored by Power Point? You are an expert communicator with world class skills in effective presentation skills to executive and board level Business Decision Makers.
Deal Shaper - You are an exceptional deal crafter with capability to map business value to customer proposals.
Deal Closer - Bring it over the finishing line! You employ world class negotiating techniques to close your deals.
Microsofts mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
In the Software and Digital Platform (SDP) Operating Unit, we have the unique opportunity to work with some of the most innovative technology companies on the planet, including Digital Natives and ISVs that are also partners.
This role will manage a territory that spans Central to Pacific time zones.
Build Pipe in alignment with Account Teams & Cross-Solution Areas- Build pipe by leading with industry, using digital signals & insights to prospect, network, identify, engage & nurture with right BDMs, align & gain account team commitment, plug into cross solution sales motions.
Envision Industry-aligned Customer-Centric Solutions with Business Value Insights- Discover and envision industry-based solutions with business value insights working with a pursuit team of technically intense workload experts and partners resources to quantify and qualify end-to-end connected solution use cases expanding opportunity value across line of business BDMs.
Engage with Partner(s) - Leverage and scale through aligning early with priority co-sell partners and ISVs.
Develop Close Plan & Secure Customer Agreement to Envisioned Solution- Gain customer agreement by successfully presenting the business case for change, aligning business pains with envisioned solution and associated business value.
Orchestrate Solution Design & Calculate/Present Business value - Orchestrate, bringing clarity to pursuit team to ensure designed solution(s) maps to envisioned solution and business value. Ensure design has an end-to-end view, building opportunities for future expansion of interconnected business processes after initial sale.
Negotiate with Proposals Mapped to Business Value- Create compelling board-level presentations with proposals aligned to customer transformation plan mapped to business value impact. Deal crafting and negotiating using Give Gets/Balance of Trade and other resources. Engage Microsoft executives when required to expedite close and resolve stale mate/in action.
Commitment for Customer Success- Throughout the sales process and after sales closure ensure successful handoff to customer success teams with a clearly documented deployment plan
Engages in conversations with customers aligned to their industry to introduce howMicrosoft Dynamicscould enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals.
Initiates conversations with customers on digital transformation in one or more solution areas, in collaboration with partners and services. Creates guiding examples of digital transformation through seminars, workshops, webinars, and direct engagement.
Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., Marketing).
Collaborates with account teams, partners, or services to track and qualify new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline.
Interfaces with customers and builds relationships via social selling. Applies Microsoft's Customer Engagement Methodology (MCEM) to determine the quality of the opportunity and whether to proceed.
Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts.
For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners.
Identifies customer business needs and technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Proposes prioritized solutions that align with customers' needs. Articulates the business value of proposed solutions.
Proactively builds external stakeholders' mapping. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business.
Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities.
Coaches less experienced team members in deal plan execution. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.
Scaling and Collaboration
Collaborates with Global Partner team and with a network of partners to cross-sell and up-sell. Identifies new partners by researching and discussing with partners on customer scenarios.
Develops joint proposal with partners. Contributes to developing partner strategies to address gaps in partner capabilities.
Applies the orchestration model to leverage and expand relationships with internal stakeholders and partners (e.g., Enterprise Operating Unit).
Navigates the MSFT organization to bring the best impact to the customer.
Leads conversations and sets up events within Microsoft. Mentors others and develops strategies for best practice sharing across subsidiaries. Contributes ideas that can be instituted across Microsoft.
Initiates conversations with prospective customers/partners at events to expand external network. Acts as a subject matter expert in one or more solution area(s).
Collaborates with the 'compete' global black belts (GBB) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication.
Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal. Holistic value of Microsoft platform versus single-point solution that positions Microsoft favorably against competitors.
Collaborates with partners and resources and leverages customer insights or industry knowledge.
Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.
Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team.
Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for accounts in the assigned territory.
Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.
Manages the end-to-end business of the assigned territory. Conducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.
Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.
7+ years technology-related sales or account management experience
OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience
Additional or Preferred Qualifications
9+ years technology-related sales or account management experience
OR Bachelor's Degree in Information Technology, or related field AND 8+ years technology-related sales or account management experience
OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years technology-related sales or account management experience
6+ years solution or services sales experience.
Solution Area Specialists IC5 - The typical base pay range for this role across the U.S. is USD $122,400 - $216,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $166,100 - $235,000 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay
Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .
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