Microsoft Corporation Technical Specialist Manager, Business Applications in Cambridge, Massachusetts
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.
Do you always strive to learn? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? Do you share and build on other’s ideas because we are better together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to do more and achieve more through our technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft? Then come to Microsoft - Together we make a difference.
The Global Black Belt Technical Specialist Manager is the most senior technical sales leader within our enterprise sales organization working with our most important customers. The Technical Specialist Manager leads, develops and manages a team of high performing Global Black Belt Technical Specialists that leverage Challenger and Value-Based selling principles to win the technical decision of customers to purchase Microsoft Business Applications solutions.
To learn more about Microsoft’s mission, please visit: https://careers.microsoft.com/mission-culture Check out all of our products at: http://www.microsoft.com/en-us
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.
Microsoft Business Applications Technical Specialist Managers build and lead teams of Technical Specialists to identify and win over the technical decision maker in the Business and IT department of our Enterprise Customers. You and your team will drive technical decisions at the customer that helps them achieve Business value with Microsoft Dynamics 365 and Platform, and thereby secure long-term sustainable growth for Microsoft. As a Technical Specialist Manager, you will be a key contributor to helping customers embrace and succeed through digital transformation by leveraging the intelligent cloud and the intelligent edge. at https://news.microsoft.com/2018/03/29/satya-nadella-email-to-employees-embracing-our-future-intelligent-cloud-and-intelligent-edge/
As a Technical Specialist Manager, you will:
Develop and lead a diverse and high performing technical sales team that helps customers make sound technical decisions and maximize the adoption and value of Microsoft solutions
Attract the best technical sales talents from the market, develop talent, and work with individuals on building a career plan.
Drive for knowledge of the D365 workload your team owns, with industry's IT technologies and competitors, and map relevant solutions to industries, customer's IT and Business trends.
Build a learning culture in your team to build deep skills on core technologies, broad knowledge of adjacent solutions and professional skills.
Encourage your team to collaborate on opportunities and consumption projects to maximize the customer value.
Participate in a Global Community
Attend annual Summit meetings sponsored by the Technical Specialist Leadership
Participate in monthly Technical Specialist Manager Community Calls
Assist in projects beyond your immediate sphere of influence in collaboration with the Technical Specialist Leadership
Participate in product conversations and represent the field selling point-of-view within Engineering design discussions and roadmap planning
Coach for technical and sales excellence to drive customer success and Microsoft growth
Your strategic knowledge will lead your team to actively work with customers, to define clear technical decision criteria for all opportunities, to secure customer commitment to Microsoft technology and to develop plans that help customers deploy and consume our products and services.
Your practical experience will increase deal velocity by assessing the progress of technical engagements at every stage, and by orchestrating your Team, other Microsoft technical resources and Partners on most complex digital transformation deals.
Coach the team to actively address the technical and architectural issues that block customers' technology decisions and usage.
Escalate blockers and collaborate creatively with other field leaders, services & partners, as well as corporate business and marketing groups to ensure the technical needs and preferences of customers are heard.
Inspire others to take positive actions by being a technical thought leader and an effective influencer
You will demonstrate Microsoft's value proposition internally and externally to executives by showcasing our technology innovations and building relationships with and influencing key Technical Decisions Makers e.g. CTOs, CISOs etc.
Drive cross group experiences that deliver increased sales and consumption.
Ensure that the team highlights Microsoft's unique value propositions in comparison to top competitors' offerings.
7+ years of experience working with Dynamics 365 Solutions, Power Apps/Power Automate or similar CRM and ERP cloud-based business applications.
7+ years of enterprise customer experience in technical sales including the following: technical requirements discovery, envisioning workshop, strategy, and technical close plans.
3+ years of experience in a large enterprise environment leading, managing, and building high performing customer facing technical teams.
Demonstrated experience in technical sales leadership roles and coaching architecture and solution sales required. Strong experience leading and executing on Technology Visions preferred.
Solution/sales engineer for a CRM, ERP or SaaS-based company or similar technology with Dynamics 365 Solutions preferred. Successful track record of competitive displacement.
Proven technical leader of multi-million-dollar business application deals requiring orchestration of large, dispersed, virtual teams composed of industry, and solution team members.
Experience driving technical sales processes including pre-sales, POCs, project management.
Successful track record of implementing end-to-end complex business apps and solutions.
Documented track record of leadership, team development, and business success.
Ability to drive and influence Stakeholder across organizational boundaries through extremely strong negotiation, organizational, presentation, envisioning, writing, and verbal communication skills.
Deep Understanding of:
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
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.
Collaborator with Global Role Owner, the broader Technical Specialist Manager Community and a contributor to projects and summits
Able to inspire your team and to build and maintain a high organizational health and satisfaction score.
Proven track record in either sales, sales management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, Krauthammer, etc.), sales methodologies, broad evangelism through events (presentation skills), and consultative selling preferred. Deep Technical Knowledge
A level 400 proficiency in Business Applications workloads, or equitable Business Application solution development (including coding)
Knowledge of related applications, relational database, web technology, and cyber-security.
Additional training or education in Enterprise Architecture preferred.
Bachelor’s degree or equivalent work experience in Computer Science or similar information technology-related discipline, or in Business administration. MBA preferred.
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 at https://careers.microsoft.com/us/en/accommodationrequest .
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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