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.
In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to 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 Finance & Operations (D365 FO), you will be a solution sales specialist within our Corporate sales organization working with some of our Corporate and midmarket customers.
You will lead a virtual team of technical, partner and consulting resources focused on helping customers digitize their core operational processes to increase agility, improve efficiency, enhance employee experience etc.
leading to significantly better business outcomes.
You will advance the sales process and achieve / exceed solution sales and usage / consumption targets by helping customers identify business challenges / opportunities and addressing those with differentiated solutions based on Microsoft Dynamics 365 and the broader Microsoft cloud platform, removing deployment roadblocks and driving customer value and satisfaction.
To learn more about Microsoft’s mission, please visit : . Check out all our products at : .
The reinvention of business process represents a bold bet for Microsoft in accelerating our growth in commercial cloud services.
The mission of Microsoft Business Applications is to help our customers 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 - D365 FO is an accomplished solution sales specialist with a proven track record of exceeding sales targets by driving digital transformation using ERP solutions in enterprise accounts.
She / he uses their industry knowledge, solution expertise and customer relationships to influence key stakeholders and lead virtual teams to drive transformation.
Develop and maintain account plans for all accounts in your designated territory which includes white space analysis, current technology footprint / landscape, customer pains, competitive landscape, industry trends, incumbent partners etc.
Develop deep trusted relationships with senior business and IT leaders by understanding customer business pains, strategic growth objectives, industry trends and by providing 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 Finance & Operations (ERP) and the broader Microsoft cloud.
Develop and drive opportunity execution plans with a team of Microsoft and partner industry experts and pre-sales specialists, ensuring a highly collaborative and orchestrated partner co-selling motion.
Justify key change scenarios and associated investments through compelling outcomes, create proposals reflecting tangible business value, negotiate terms and contracts with successful close.
Be a disciplined operator by building and driving a rolling pipeline, keeping it current and accurate. Leverage marketing, inside sales, partners and relationships to build pipeline, and leverage promotions, events etc.
to close opportunities.
Achieve / exceed revenue quota and customer win targets for your territory / accounts.
Proficient in German and English is required.
Bachelor's Degree or equivalent work experience required
2-5 years of experience :
Successfully selling ERP or similar business applications and consistently exceeding sales targets.
Selling software-as-a-service cloud-based business applications.
Developing demand and negotiating terms and contracts for digital transformation initiatives
Driving / leading sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.
Assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios, and an ability to measure and present incremental and new economic value.
Leading and orchestrating virtual teams comprising industry, engineering, presales, licensing and legal team members.
Disciplined operator with demonstrated accuracy in forecasting business and maintaining pipeline hygiene.
Deep understanding of :
Business solutions, specifically ERP applications including functional areas like Financials, Supply Chain Management, Commerce, Human Capital Management etc.
and how they translate into business impact.
Commercial cloud offerings, ideally including Microsoft’s cloud platform as well as competitors and related ecosystems.
Business value selling methodologies, practices and technologies that drive sales prospecting and sales management in complex solution selling environments Design Thinking, Business Value Engineering, Challenger sales etc.).
Desired (not required) skills :
Customer-centric mindset with demonstrated passion for delivering customer value and success.
Demonstrated success in complex, multi-year sales engagements
Solution selling skills, including ability to articulate concise return on investment value statement
Knowledge of core operational business processes in one or more industries like Retail, Manufacturing, Distribution, Professional Services, Public Sector etc.
Excels at developing strong relationships and leadership connections to understand customer needs.
Adept at challenging perspectives and differentiating from competition by reframing value from Microsoft solutions.
Ability to sell across business and IT, strong negotiation skills.
Strong presentation, white boarding and communication skills.
Organizational agility, able to coordinate stakeholders like Marketing, Engineering, Licensing, Legal, Executives etc.
Problem solver and ability to work in fast-changing environment and manage ambiguity