5 days ago on careers.microsoft.com

Dynamics EMEA Professional Services Industry Lead


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Dynamics EMEA Professional Services Industry Lead

Dynamics EMEA Professional Services Industry Lead

Dynamics EMEA Professional Services Industry Lead

At our core, Microsoft is the productivity and platform company for the mobile-first and cloud-first world. We will deliver the intelligent cloud as the basis for our customers to reinvent their business processes and increase the productivity of their workforce. &nbsp This is our key differentiator in the highly competitive world of business application. &nbsp The availability of Dynamics 365 this year accelerates our ability to compete and win against even the fiercest rivals.  

Professional Services industry which is already our largest CRMOL market (FY16 revenues). &nbsp Our opportunity to grow in this sector is significant.

What is the role ?

The Professional Services industry is already our largest market of its type and our opportunity to grow in this sector is significant. &nbsp The Professional Services Lead will be responsible for building and owning the EMEA Professional Servicves business plan, defining our strategy for winning share in this market, hitting our aggressive revenue goals and actively supporting the largest deals. &nbsp The role will encompass the following key priorities

• &nbsp Winning lighthouse clients in our major EMEA markets

• &nbsp Being &nbsp ‘hands on’ in helping to win our must-win deals  

• &nbsp Being a single point of contact and competence for the key deals, field escalations requiring WW BG or Segment intervention (includes product, pricing, Customer experience etc.)

• &nbsp Leading our mainstreaming efforts into the WW industry communities outside of Dynamics to extend reach and coverage

• &nbsp Partnering with continent / country leadership across Dynamics and segments to ensure targets are achieved

• &nbsp Developing and sharing best practices across Europe

• &nbsp Building the competency of the field solution sales professionals to compete in the Professional Services marketplace.

Key Competencies:

• &nbsp Proven track record of enterprise software solution sales is a prerequisite, with a level of sales management experience being preferred.

• &nbsp Solid understanding of the Professional Services marketplace is a prerequisite, with an understanding of the issues and related business processes also ideal.

• &nbsp A natural sales coach who is also ready and able to take ownership of sales opportunities when required and to provide leadership and guidance to the sales team as required

• &nbsp A team player happy working in a matrix environment and getting results with and through others

Sales Experience:

• &nbsp Complex selling experience, track record of exceeding quota.

• &nbsp Experience leading multi-million dollar business application deals requiring orchestration of large, dispersed, virtual teams composed of industry, solution, technical, licensing and legal team members

• &nbsp Demonstrated strong Line-of-Business Executive Selling experience

• &nbsp Demonstrated experience in selling to global/multi-national companies

• &nbsp Deep discipline driving sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions.

• &nbsp Excellent organizational agility. Ability to coordinate across multiple stakeholders – Product Groups, Engineering, Licensing, Legal, Field executive leadership - to win

Leadership Skills:

• &nbsp Well developed "influence and impact" competency. Able to influence without authority to drive change

• &nbsp Demonstrates leadership through effective coaching of field sales teams across management and Individual Contributors.

• &nbsp Ability to step in and take control of highly competitive and tense situations, set strategy and lead the team.

• &nbsp Ability to partner with senior corporate and engineering leaders to provide customer insight and evolve Microsoft’s Cloud offerings

• &nbsp Ability to determine and prioritize territory investments (opportunities, people, funding) – also has the ability to say “no”.

• &nbsp Executive maturity. Ability to develop and maintain relationships with senior leaders both within customers and MSFT. Demonstrated experience calling on business decisions makers and C-level executives.

• &nbsp Effectively manages ambiguity.

Travel is expected to be a minimum of 50% of your time.

Microsoft is an equal opportunity employer. &nbsp All qualified applicants will receive consideration for employment without regard to race, colour, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.

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