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Originele vacaturetekst

Digital Technical Specialist Manager - Biz Apps Dynamics #D365

As a Technical Specialist Manager – You will recruit, hire and retain diverse world class and outcome-driven technically intense workload expert sellers that enable customer business process transformation reporting into the Microsoft sales organization. Business Applications Technical Specialists are strategic proactive technical presales experts who are responsible for developing, designing and demonstrating customer-centric solutions in a sales pursuit. Your team will consist of Technical Specialists with one of the following workload expertise: CRM workloads: Sales & Marketing, Customer Service, Field Service and/or ERP workloads: Finance, Supply Chain Management, Manufacturing, Retail/Commerce.

Working with our most important customers you will help them with their end-to-end business transformation needs by ensuring your team designs technical solutions mapping workload capabilities with associated business value to business decision maker persona pains/needs. You will coach the team to deliver customer-centric solution designs through demonstrations differentiating the proposed solution in an impactful way ensuring technical wins in the sales pursuit.

You will be a role model for the team by setting the tone on leadership & Microsoft culture and values, acting with integrity and being accountable to deliver business results with high levels of technical sales discipline, removing blockers & bringing technical execution clarity to the team on overachieving goals. You will coach the team by clearly defining strategy, team objectives and outcomes, bringing clarity out of ambiguity, helping them learn and adapt to ever-changing workload domain innovation and customer business transformation needs.

Making team readiness a priority, and coaching them to take all required readiness, you will empower your team to be highly successful and productive as they work across organizational boundaries within Microsoft as well as the partner and independent software vendor channel. You will care for your team by being inclusive, without bias, knowing everyone’s capabilities and career aspirations and investing in the growth of your team.

Who we are Looking For:

The Technical Specialist Manager blends technical knowledge and experience with strong people skills – a strategic thinker and purposeful planner that accelerates business by building a team of technical workload experts who capitalize on transformational shifts occurring in the marketplace. You will challenge your team of technical sellers with insights and perspectives that empower them to think differently about customer solutions. You accelerate business growth through team technical wins in customer solution decisions driven by differentiated solution demonstrations.

You model, coach and care for a team of high performing, outcome-driven business process transformation technical sellers that thrive and succeed at solution design and presenting in a complex enterprise world. You have experience working across organizational boundaries, both internal and external, advocating on behalf of your team while forging relationships with a shared vision of success.

You ensure your team prioritizes the importance of business value positioning over technical product features and clearly articulates that value throughout sales cycles. You are disciplined in business management, have experience in business rhythms, managing up and down hierarchical chains. You step-up to make sure your team is focusing on high value technical sales activities that move pipeline forward and empower them to push back against activity requests that are not an effective use of their time by coaching and advocacy.

To excel in the Technical Specialist Manager role you must have the following key traits and abilities:

  • People Leader - Diverse team-builder, creating open and trusting environment where people can thrive and possess a sincere interest in the wellbeing, aspirations, growth, and success of others. Role model of culture, values, integrity and leadership protecting individuals and the company, helping the team and others develop a sense of shared purpose through a deep understanding of the broader company context, objectives, and opportunities while creating an environment of empowerment that enables others to succeed and thrive.
  • Strategic Thinker – Proactive and agile leader who embraces mistakes and setbacks, is course correcting, prepared for worst-case scenarios and uses discomfort and ambiguity as a catalyst for strategic thinking bringing clarity to the team.
  • Purposeful Planner & Executor - Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and working closely with the Business Applications Sales Executive Manager ensuring quarterly business budget goals are met.
  • Disciplined Operator – Works hand-in hand with the Business Applications Sales Executive Manager to help maintain excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.

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Job Responsibilities

Lead technical sellers to increase technical wins and overachieve revenue targets:

  • Lead and manage Technical Specialists to help drive the Business Applications objectives for overachieving revenue, customer add targets, customer satisfaction and scorecard metrics through exceptional and strategic technical wins with customer-centric designs and presentations.
  • Ensures technical resource orchestration among sales team and others engaging with the customer (e.g. partners, services, Engineering support, etc.).
  • Collaborate with Business Applications Sales Executive Manager to help teams collectively drive pipeline acceleration and discipline.
  • Achieve and maintain high levels of operational excellence across the team and opportunities.

People management:

  • Develops a high-performing team by hiring diverse talent, prioritizing people development, leading by example and preparing people for more senior positions in other parts of the organization.
  • Ensures direct reports’ ability to work strategically with the sales team through customer-focused technical solution development focusing on business value and exceptional presentation skills in an ever-changing landscape of customer transformation needs and solution innovation. Identify team gaps in those areas then help ensure proper skilling and development to overcome them.
  • Ensuring your team and its members are recognized and rewarded for their success across both local sales and corporate organizations.

Customer centricity:

  • Coach team to proactively lead end-to-end solution strategy and design with business value and customer-relevant insights that demonstrate how digital transformation will grow and transform their business.
  • Ensure proposed solutions solve customer problems and deliver tangible value aligned to customer solution strategy.
  • Work closely with the customer success organization and deployment team to ensure solid implementation plans are in place aligning to the customer’s business objectives resulting in the successful consumption of cloud services sold.

Partner Engagement:

Ensure team fully leverages the synergy effect by co-selling with our partners and independent software vendors to proactively identify and engage the right technical solution components early in the sales process, combining Microsoft technology with partner expertise and intellectual property to grow and accelerate deals delivering optimum customer value.



5+ years of experience:

  • Managing a team of CRM, ERP, or similar business applications technical sellers.
  • Technical selling of software-as-a-service or cloud-based business application solutions to enterprise customers.
  • Identifying unique and complex business challenges and solutions.
  • Collaborating with sales teams in multi-million-dollar business application deals requiring orchestration of large, dispersed, virtual teams composed of industry, solution, technical, licensing & legal team members.
  • Successfully displacing competitors.
  • Demonstrated passion and commitment for customer success.

3+ years of experience:

  • Leading, managing and coaching technical sales teams to overperform against targets.
  • Demonstrated management experience in enterprise solution development and sales.

Deep understanding of:

  • Business solutions, ERP & CRM 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 strategically determine and drive complex customer-relevant technical solutions (e.g. Design Thinking, Business Value Engineering, Challenger sales etc.).
  • Expert understanding and 1 to 2 years’ experience leading technical sellers in one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and/or Government.
  • The security, regulatory and compliance needs of global customers.

Desired skills:

  • Adept at challenging perspectives with new ideas that reframe perceptions about deriving value from Microsoft solutions and the ability to lead team in doing the same.
  • Outstanding presentation, whiteboarding and communication skills.
  • Demonstrated people leader able to coach and inspire a diverse team of technical sales professionals.

Bachelor’s degree or equivalent work experience in Computer Science, Business Administration or Business Management or industry-related discipline. MBA a plus.

Your Onboarding Process:

You’ll attend an in-depth onboarding program designed to help you become skilled in the Microsoft Business Applications solution portfolio, differentiated value proposition, industry-aligned connected end-to-end use cases and business value. You will learn the Microsoft Catalyst Sales methodology, Design Thinking, envisioning, business value quantification, management principals and the use of guided selling tools. You will also get to participate in several hands-on experiential trainings to fortify concepts you learned to achieve success in your role.

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. 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.

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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