Sales Solutions Professional (Microsoft Business Solution)

Регион: МоскваТребуемый опыт работы: Более 3 летПредполагаемый уровень месячного дохода:

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The Dynamics Specialist Sales Team is responsile
for driving sales of Microsoft Dynamics solutions into the
Enterprise and Upper Midmarket segments, as well as support
partners who are brought into opportunities in these segments.
Also, the Dynamics Specialist Sales Team supports through-partner
sales in all segments, including the Small & Midmarket, by
ensuring their readiness and enablement.

Role Purpose:

  • The SSP – Dynamics adds value to Microsoft by delivering
    Microsoft Dynamics (ERP or CRM) solution opportunity revenue and
    market share through new and/or expanded Enterprise and Upper
    Midmarket customer investments in these solutions;
  • Success is measured by Microsoft Dynamics revenue and/or
    solution win numbers being met or exceeded, Microsoft Dynamics
    license maintenance and support targets being met or exceeded,
    number of competitive wins, number of new referenceable customers
    and customers in the pipeline to become referenceable;
  • As a member of the team you will focus on understanding
    the pains and opportunities to be addressed within their specific
    business and industry, and by demonstrating through ROI
    calculations and case studies how Microsoft Dynamics (ERP or CRM)
    solutions can solve business pains or optimize business
  • In order to meet these objectives, you will need

    • Develop a healthy Microsoft Dynamics pipeline of
      qualified opportunities;
    • Identify Microsoft Dynamics compete gaps within accounts
      and the ways in which Microsoft can dislodge the competition or
      augment the share of Microsoft Dynamics solutions within these
    • Understand the total ERP or CRM spend in the largest
      accounts and drive a strategy that gives Microsoft a significant
      percentage of that spend;
    • Create and maintain solution opportunity generation plans
      that contribute to Account Planning efforts within the Enterprise
      and Upper Midmarket sales teams;
    • Ensure handoffs to and engagements with the appropriate
      at the appropriate phase of the Microsoft Solution Selling
    • Bring customers to agreement Microsoft Dynamics
      solutions, partner solutions, and the support options available to
    • Close large deals by reinforcing the business value of
      solutions and act as an interface between customers and partners
      or/and Microsoft Consulting Services;
    • Deliver referenceable and satisfied accounts that can be
      leveraged in future sales engagements;
    • Leverage knowledge gained to propose and promote industry
      (vertical) solutions.


  • Attend Enterprise and Upper Midmarket account and
    opportunity strategy planning sessions;
  • Define compete gap analyses and competitive tactics and
    develop opportunity generation plans;
  • Hold initial discussions with key players in customer
    accounts to determine/validate key business drivers and
  • Qualify prospects into opportunities;
  • Identify a sponsor and the sponsor’s pain;
  • Monitor the pipeline and its health through team
  • Determine next steps and actions needed to advance
  • Enter and track opportunities and contacts, leveraging
    local tools and dashboards, and report on them as
  • Pull together an effective virtual team and provide
    leadership throughout the sales engagement;
  • Position the value of MS Premier Support as opportunities
    are developed;
  • Finalize decision on partner(s) and/or Microsoft
    Consulting Services needed for the solution;
  • Deliver (solution presentations/briefings) or coordinate
    sales engagements;
  • Develop and present proposals to customers and monitor
    the procurement process;
  • Negotiate with customers and facilitate
    discussions/negotiations between partners and/or Microsoft
    Consulting Services;
  • Ensure win/loss reviews are conducted;
  • Work with Partner Account Managers to identify and
    qualify partners who can deliver high-quality, high-value for
    Microsoft customers;
  • Assess partner performance and provide
  • Provide or facilitate the provision of sales readiness
    activities for partners.

Key Success Criteria:

  • Microsoft Dynamics (ERP or CRM) revenue and/or solution
    win numbers are met or exceeded;
  • Microsoft Dynamics (ERP or CRM) license maintenance
    targets are met or exceeded;
  • Number of competitive wins;
  • Expertise developed in at least 1 vertical area (with x#
    of deals closed in the vertical).
  • Percentages spread over the pipeline are sufficient to
    deliver pre-defined revenue quota or solution wins each fiscal
  • Pipeline revenue reflects 1.5 to 2.0 times the gap to
  • Forecast accuracy is maintained at +/-10%;
  • A signed contract or agreement from the customer is
  • Revenue equates with resources and time used to win the
  • The win is a referenced, strategic account that blocks
    competitors and/or drives market share;
  • The customer agrees to serve as a reference or approves a
    case study;
  • Referenceable customer targets are met or

Knowledge, Skills and Experience:

  • Essential Experience;
  • Excellent verbal and written communication skills with
    equally good listening and qualification skills;3 to 5
    years (at least) of proven solution sales experience in Enterprise
    accounts and a track record of working with a wide range of
    business partners;Extensive experience working in
    large “virtual” teams—field sales, inside sales, technical
    specialists, services, partners, and leading these teams towards
    successful solution opportunity wins with customers;
  • Preference will be given to candidates who can
    demonstrate knowledge of the technology business drivers within a
    variety of vertical industry markets. (Local Hiring Manager to
    include vertical requirements as needed.)

Technical / Functional Skills:

  • Knowledge of all or some of the following:
  • Knowledge of a company business processes in
    corresponding vertical (industry): Finance Management,
    Manufacturing, SCM etc;
  • Dynamics ERP and/or Dynamics CRM (or similar solutions:
    SAP, Oracle, Epicor/Scala, JD Edwards etc.);
  • Business Intelligence: Hyperion, Business Objects, Cognos
    is a plus;
  • Experience in real business (in corresponding vertical)
    is a plus.

Personal Attributes / Interpersonal

  • Passion for great customer experience;
  • Clear and effective
  • Great team player and sharing of best
  • High energy ‘can do’ attitude;Drive for
  • Ability to work effectively in a complex
  • Customer focus.


  • Degree qualified (bachelor’s degree typically required,
    Master’s/MBA preferred), with at least 3 of proven solution sales
  • Additional sales qualifications centered on driving
    business value through the use of technology in corresponding
    industry vertical markets would be beneficial.

Special Requirements/Additional
Information e.g. Language skills:

  • Good English.

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