Location: Beijing, CN
Job ID: 836762-111104
Division: Sales
Standard Title: Specialist Sales Management - BusinessSolutions
Job Profile (short description)：
Why does the role exist?
The Specialist Sales Team Lead - Dynamics adds value to Microsoft by producing results across four pillars:
1. Developing and ensuring the execution of the MBS solution sales strategy and vision in the subsidiary.
2. Providing the inspiration and leadership for the MBS Specialist Team Unit in the subsidiary.
3. Driving integration with all subsidiary teams and groups.
4. Establishing clearly defined forecasts and pipeline metrics and driving these behaviors in the team members.
These four pillars enable the Dynamics Specialist Sales Team in the subsidiary to successfully execute on the solution sales strategy to drive revenue targets across the Microsoft Dynamics solutions portfolio.
How does the role add value?
The Specialist Sales Team Lead - Dynamics adds value to customers and partners by providing Microsoft Dynamics solution vision and leadership. Success is measured by improved customer and partner perceptions of Microsoft as a People-Ready Business, of Microsoft CRM as a leading CRM solution in the marketplace, and of Microsoft ERP as a credible alternative to SAP or other competing ERP solutions.
How is role unique from other roles?
1. Its leadership of a team of specialized individuals who drive solution sales through knowledge of customer and industry pains and opportunities and the ways in which different technologies can overcome these challenges and impact their respective businesses.
2. Its positioning and leadership of Microsoft and MBS as an Enterprise provider of business solutions.
3. Its ability to drive business partnerships with EPG account and partner teams, and partners.
What are key initiatives and challenges facing this role over the next six months to three years?
1. Continuing to drive sales excellence with the Dynamics Solution Specialist Sales Team, including awareness of CoS (Cost of Sale) indicators, pipeline velocity, and opportunity management.
2. Leading the Dynamics Specialist Sales Team in a greater emphasis on industry drivers that impact customers’ businesses and identifying opportunities within these industries.
3. Leading the Dynamics Solution Specialist Team to focus on selling business value to BDMs and C-level executives, rather than product “features and functions.”
4. Managing technical team members through new releases and consolidations (e.g., MBS Wave One, MBS Wave Two, Titan, etc.).
Recruiting, developing and retaining a highly specialized team of competitive sales assets, and maintaining a pipeline of hiring talent to meet growth needs.
Primary Job functions
Responsibility/Activity
Deliverable #1: Estimated Annual 20% of Time
A Comprehensive MBS Solution Sales Strategy
Key Tasks:
Define the overall depth sales strategy in assigned territory for the fiscal year.
Define goals, objectives and success measures for the strategy.
Define must win Industries and develop sales alignment and to those Industries.
Ensure strong linkage to the Partner Sales Team so that SSPs are aligned to Partners with sales capacity for key Industries in region.
Work with the Dynamics Marketing Team Lead to define Sales Priorities and Industry-focused initiatives for Dynamics Specialist Sales resources.
Define the budget requirements needed to meet the goals, objectives and success measures.
Obtain Area (if applicable), Regional and/or Corporate buy-in to the strategy.
Ensure that the strategy is clearly understood by all Dynamics Specialist Sales Team members in the subsidiary.
Negotiate budget and resource requirements.
Key Success Criteria:
The strategy incorporates both the short-term (fiscal year) and long-term (3-year) MBS solution vision.
The strategy includes clearly defined metrics and forecasts.
Opportunity areas, risks and emerging trends are clearly identified.
Corporate/Regional/Area (if applicable) initiative goals meet or exceed expectations (e.g., new customer adds for CRM and ERP, competitive wins, lighthouse wins).
Clear evidence of and alignment with the Dynamics Lead’s overall strategy and the subsidiary strategy for EPG.
Deliverable #2: Estimated Annual 40% of Time
World Class Selling within the SSP Sales Team.
Key Tasks:
Monitor and measure individual team member pipelines and the all-up pipeline.
Ensure Dynamics Specialist Sales Team members qualify, own and drive opportunities to close.
Ensure SSP involvement in deals adds value by accelerating the sales cycle, increasing the deal size or adding net new revenue.
Ensure SSP focus is on depth deals (>40K ERP/ 50K CRM), and deals that are strategic, complex or “must win”.
Regularly review, prioritize and orchestrate opportunities. Utilize the “Dynamics Depth Opportunity Plan” to drive detailed Opportunity Reviews with team on must win deals.
Analyze data related to sales effectiveness for the team.
Ensure the adherence to processes and tools as business demands dictate (e.g., MSSP, Siebel, Dynamics Depth Sales Process & Exit Criteria, etc.).
Prepare MBS sales data for the Dynamics Lead’s Mid-Year Reviews and ROB meetings (and participate in meetings as needed).
Define actions needed to close gaps identified in solution sales goal attainment.
Remove barriers that are hindering the success of Dynamics Specialist Sales Team members.
Ensure team members receive detailed and timely information on new product and services/support offerings.
Key Success Criteria:
The Specialist Sales Team Lead - Dynamics is a business manager, running his/her business as an entrepreneur, driving the “right” business discipline with team members, simplifying Corporate messages and initiatives, and making effective use of financial investments (T&E, BIF).
Customer engagement model metrics (≥$50K deal size) are met or exceeded.
Revenue attainment.
SSP win rate.
Siebel/CRM are maintained and accurate.
Forecast accuracy.
Deliverable #3: Estimated Annual 20% of Time
Well-Developed Teams and Team Members
Key Tasks:
Determine and define yearly commitments for team members.
Coach and mentor team members.
Hold regular meetings, both formal and informal, 1:1’s and team meetings, with direct team members.
Identify readiness requirements for Dynamics Specialist Sales Team members and ensure barriers to taking part in readiness programs are removed.
Key Success Criteria:
Year-over-year % increase in WHI (Workgroup Health Index) and Manager Feedback (if applicable) scores/ratings, with the Specialist Sales Team Lead - Dynamics achieving at or above average scores against the Worldwide and/or Regional average.
Dynamics Specialist Sales Team members are nominated and/or selected for awards both within the subsidiary team and at the Area (if applicable), Regional or Corporate levels.
Deliverable #4: Estimated Annual 10% of Time
Collaboration, Integration and Orchestration Within the Leadership Team
Key Tasks:
Take part in pipeline and opportunity/deal reviews with Dynamics, EPG, Services and DPE Leadership Team members.
Meet regularly (formally and informally) with Dynamics and subsidiary Leadership Team members to ensure that orchestration and optimization goals are being met.
Provide inputs into partner capacity planning for the subsidiary and ensure that Dynamics Specialist Sales Team members are supporting partner enablement and readiness as needed.
Consistently reinforce Dynamics Specialist Sales Team members’ roles and responsibilities with internal stakeholders.
Attend meetings and events related to new product, services and support offerings to understand what needs to be communicated to the team and to determine the impact of any changes.
Key Success Criteria:
Issues are resolved in a timely fashion, with minimal distraction to individual contributors, so that productivity is optimized (the right resources are being used at the right time for the right reasons).
The Specialist Sales Team Lead - Dynamics has a solid understanding of internal stakeholders’ businesses, their commitments and objectives, and demonstrates empathy for these.
Positive anecdotal feedback from peers.
Deliverable #5: Estimated Annual 10% of Time
Microsoft Dynamics Solution Vision and Leadership for Customers and Partners
Key Tasks:
Communicate MBS’ position on trends, vision and product/industry direction to customers and partners.
Engage in highly competitive or high-impact opportunities.
Attend or speak at local engagements and events.
Key Success Criteria:
The Specialist Sales Team Lead - Dynamics achieves a year-over-year increase in customer and partner satisfaction as measured by NSAT scores.
The Specialist Sales Team Lead - Dynamics is a role model for customer-face time (e.g., a minimum of x% of the Specialist Sales Team Lead - Dynamics’ time is spent in front of customers).
Candidate Profile
Experience： 8 - 10 years of related experience
Education：Bachelor’s Degree (B.S./B.A.) required,MBA preferred.
Professional Training and Certification:Complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, Krauthammer, etc.), sales methodologies (equivalent to MSSP), effective marketing tactics, negotiation, financial analysis, CRM and ERP
Knowledge, Skills, and Abilities:Subject Matter Expertise
Sales (Direct or Indirect) Management - previous solution selling experience leading teams with sales quotas/targets, using a sales methodology and the Sales Force Automation or Customer Relationship Management technologies that support the methodology
People Management - previous experience managing people and their professional skills development; hiring, development and attrition experience with teams
Organizational Change Management - experience in successfully implementing new organization models, including the change leadership aspects
Customer and Partner Environments - knowledge of the tools and resources used by customers and partners and their Lines of Business (e.g., financial metrics and statements, industry and analyst reports, executive dashboards, etc.)
Business Management - has experience running a P&L, with a discipline and rigor to the management of the business
Industry
300 Level knowledge of the specific industry drivers, challenges and opportunities faced by customers in the subsidiary
Microsoft Products
300 Level knowledge of Microsoft Dynamics ERP solutions
200 Level knowledge of Microsoft Dynamics CRM solutions
200 Level knowledge of basic Microsoft platform technologies
200 Level knowledge of Microsoft Licensing
Competitor/Partner Products
300 Level knowledge of the business value of partner ERP and CRM solutions, their sales/implementation models, and their competitive value propositions, including Local/Regional partners
300 Level knowledge of competitors, their business models and their value propositions, including Local/Regional competitors
Abilities
Has experience in a solution sales environment, leading a team of technical and non-technical individuals through successful sales cycles with customers and developing strong sales plans/strategies.
Has extensive experience “hiring smart”; understands the impacts, both positive and negative, that hiring decisions can have on team members and other groups and does not make compromises simply to meet headcount requirements.
Is focused more on his/her team’s performance than on his/her own performance; measures his/her success by having each team member meet or exceed targets.
Is adept at developing the skills of team members by understanding their individual requirements and providing the right coaching and mentoring activities to close gaps in performance.
Is trustworthy and trusting; creates environments where individuals feel comfortable sharing issues.
Has experience successfully collaborating and managing by influence (of non-reporting groups, peers or individuals); has experience in managing political situations.
Is comfortable in executive settings with senior levels within customer and partner organizations; knows the challenges these executives are facing.
Is organizationally agile; can navigate a complex organization to reach a goal or objective; is effective at positioning gives/gets.
Has experience in turning around poor performing opportunities and/or sales teams.
Has experience effectively managing the business operations of an evolving sales force, within a larger matrixed model.
Is fluid and flexible, is able to deal with ambiguity; leads change with his/her team members, championing the benefits of the change and overcoming the resistance.
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
MBD-S&M
Job Segments: ERP, Business Manager, SAP, Siebel, CRM, Technology, Management
Job ID: 836762-111104
Division: Sales
Standard Title: Specialist Sales Management - BusinessSolutions
Job Profile (short description)：
Why does the role exist?
The Specialist Sales Team Lead - Dynamics adds value to Microsoft by producing results across four pillars:
1. Developing and ensuring the execution of the MBS solution sales strategy and vision in the subsidiary.
2. Providing the inspiration and leadership for the MBS Specialist Team Unit in the subsidiary.
3. Driving integration with all subsidiary teams and groups.
4. Establishing clearly defined forecasts and pipeline metrics and driving these behaviors in the team members.
These four pillars enable the Dynamics Specialist Sales Team in the subsidiary to successfully execute on the solution sales strategy to drive revenue targets across the Microsoft Dynamics solutions portfolio.
How does the role add value?
The Specialist Sales Team Lead - Dynamics adds value to customers and partners by providing Microsoft Dynamics solution vision and leadership. Success is measured by improved customer and partner perceptions of Microsoft as a People-Ready Business, of Microsoft CRM as a leading CRM solution in the marketplace, and of Microsoft ERP as a credible alternative to SAP or other competing ERP solutions.
How is role unique from other roles?
1. Its leadership of a team of specialized individuals who drive solution sales through knowledge of customer and industry pains and opportunities and the ways in which different technologies can overcome these challenges and impact their respective businesses.
2. Its positioning and leadership of Microsoft and MBS as an Enterprise provider of business solutions.
3. Its ability to drive business partnerships with EPG account and partner teams, and partners.
What are key initiatives and challenges facing this role over the next six months to three years?
1. Continuing to drive sales excellence with the Dynamics Solution Specialist Sales Team, including awareness of CoS (Cost of Sale) indicators, pipeline velocity, and opportunity management.
2. Leading the Dynamics Specialist Sales Team in a greater emphasis on industry drivers that impact customers’ businesses and identifying opportunities within these industries.
3. Leading the Dynamics Solution Specialist Team to focus on selling business value to BDMs and C-level executives, rather than product “features and functions.”
4. Managing technical team members through new releases and consolidations (e.g., MBS Wave One, MBS Wave Two, Titan, etc.).
Recruiting, developing and retaining a highly specialized team of competitive sales assets, and maintaining a pipeline of hiring talent to meet growth needs.
Primary Job functions
Responsibility/Activity
Deliverable #1: Estimated Annual 20% of Time
A Comprehensive MBS Solution Sales Strategy
Key Tasks:
Define the overall depth sales strategy in assigned territory for the fiscal year.
Define goals, objectives and success measures for the strategy.
Define must win Industries and develop sales alignment and to those Industries.
Ensure strong linkage to the Partner Sales Team so that SSPs are aligned to Partners with sales capacity for key Industries in region.
Work with the Dynamics Marketing Team Lead to define Sales Priorities and Industry-focused initiatives for Dynamics Specialist Sales resources.
Define the budget requirements needed to meet the goals, objectives and success measures.
Obtain Area (if applicable), Regional and/or Corporate buy-in to the strategy.
Ensure that the strategy is clearly understood by all Dynamics Specialist Sales Team members in the subsidiary.
Negotiate budget and resource requirements.
Key Success Criteria:
The strategy incorporates both the short-term (fiscal year) and long-term (3-year) MBS solution vision.
The strategy includes clearly defined metrics and forecasts.
Opportunity areas, risks and emerging trends are clearly identified.
Corporate/Regional/Area (if applicable) initiative goals meet or exceed expectations (e.g., new customer adds for CRM and ERP, competitive wins, lighthouse wins).
Clear evidence of and alignment with the Dynamics Lead’s overall strategy and the subsidiary strategy for EPG.
Deliverable #2: Estimated Annual 40% of Time
World Class Selling within the SSP Sales Team.
Key Tasks:
Monitor and measure individual team member pipelines and the all-up pipeline.
Ensure Dynamics Specialist Sales Team members qualify, own and drive opportunities to close.
Ensure SSP involvement in deals adds value by accelerating the sales cycle, increasing the deal size or adding net new revenue.
Ensure SSP focus is on depth deals (>40K ERP/ 50K CRM), and deals that are strategic, complex or “must win”.
Regularly review, prioritize and orchestrate opportunities. Utilize the “Dynamics Depth Opportunity Plan” to drive detailed Opportunity Reviews with team on must win deals.
Analyze data related to sales effectiveness for the team.
Ensure the adherence to processes and tools as business demands dictate (e.g., MSSP, Siebel, Dynamics Depth Sales Process & Exit Criteria, etc.).
Prepare MBS sales data for the Dynamics Lead’s Mid-Year Reviews and ROB meetings (and participate in meetings as needed).
Define actions needed to close gaps identified in solution sales goal attainment.
Remove barriers that are hindering the success of Dynamics Specialist Sales Team members.
Ensure team members receive detailed and timely information on new product and services/support offerings.
Key Success Criteria:
The Specialist Sales Team Lead - Dynamics is a business manager, running his/her business as an entrepreneur, driving the “right” business discipline with team members, simplifying Corporate messages and initiatives, and making effective use of financial investments (T&E, BIF).
Customer engagement model metrics (≥$50K deal size) are met or exceeded.
Revenue attainment.
SSP win rate.
Siebel/CRM are maintained and accurate.
Forecast accuracy.
Deliverable #3: Estimated Annual 20% of Time
Well-Developed Teams and Team Members
Key Tasks:
Determine and define yearly commitments for team members.
Coach and mentor team members.
Hold regular meetings, both formal and informal, 1:1’s and team meetings, with direct team members.
Identify readiness requirements for Dynamics Specialist Sales Team members and ensure barriers to taking part in readiness programs are removed.
Key Success Criteria:
Year-over-year % increase in WHI (Workgroup Health Index) and Manager Feedback (if applicable) scores/ratings, with the Specialist Sales Team Lead - Dynamics achieving at or above average scores against the Worldwide and/or Regional average.
Dynamics Specialist Sales Team members are nominated and/or selected for awards both within the subsidiary team and at the Area (if applicable), Regional or Corporate levels.
Deliverable #4: Estimated Annual 10% of Time
Collaboration, Integration and Orchestration Within the Leadership Team
Key Tasks:
Take part in pipeline and opportunity/deal reviews with Dynamics, EPG, Services and DPE Leadership Team members.
Meet regularly (formally and informally) with Dynamics and subsidiary Leadership Team members to ensure that orchestration and optimization goals are being met.
Provide inputs into partner capacity planning for the subsidiary and ensure that Dynamics Specialist Sales Team members are supporting partner enablement and readiness as needed.
Consistently reinforce Dynamics Specialist Sales Team members’ roles and responsibilities with internal stakeholders.
Attend meetings and events related to new product, services and support offerings to understand what needs to be communicated to the team and to determine the impact of any changes.
Key Success Criteria:
Issues are resolved in a timely fashion, with minimal distraction to individual contributors, so that productivity is optimized (the right resources are being used at the right time for the right reasons).
The Specialist Sales Team Lead - Dynamics has a solid understanding of internal stakeholders’ businesses, their commitments and objectives, and demonstrates empathy for these.
Positive anecdotal feedback from peers.
Deliverable #5: Estimated Annual 10% of Time
Microsoft Dynamics Solution Vision and Leadership for Customers and Partners
Key Tasks:
Communicate MBS’ position on trends, vision and product/industry direction to customers and partners.
Engage in highly competitive or high-impact opportunities.
Attend or speak at local engagements and events.
Key Success Criteria:
The Specialist Sales Team Lead - Dynamics achieves a year-over-year increase in customer and partner satisfaction as measured by NSAT scores.
The Specialist Sales Team Lead - Dynamics is a role model for customer-face time (e.g., a minimum of x% of the Specialist Sales Team Lead - Dynamics’ time is spent in front of customers).
Candidate Profile
Experience： 8 - 10 years of related experience
Education：Bachelor’s Degree (B.S./B.A.) required,MBA preferred.
Professional Training and Certification:Complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, Krauthammer, etc.), sales methodologies (equivalent to MSSP), effective marketing tactics, negotiation, financial analysis, CRM and ERP
Knowledge, Skills, and Abilities:Subject Matter Expertise
Sales (Direct or Indirect) Management - previous solution selling experience leading teams with sales quotas/targets, using a sales methodology and the Sales Force Automation or Customer Relationship Management technologies that support the methodology
People Management - previous experience managing people and their professional skills development; hiring, development and attrition experience with teams
Organizational Change Management - experience in successfully implementing new organization models, including the change leadership aspects
Customer and Partner Environments - knowledge of the tools and resources used by customers and partners and their Lines of Business (e.g., financial metrics and statements, industry and analyst reports, executive dashboards, etc.)
Business Management - has experience running a P&L, with a discipline and rigor to the management of the business
Industry
300 Level knowledge of the specific industry drivers, challenges and opportunities faced by customers in the subsidiary
Microsoft Products
300 Level knowledge of Microsoft Dynamics ERP solutions
200 Level knowledge of Microsoft Dynamics CRM solutions
200 Level knowledge of basic Microsoft platform technologies
200 Level knowledge of Microsoft Licensing
Competitor/Partner Products
300 Level knowledge of the business value of partner ERP and CRM solutions, their sales/implementation models, and their competitive value propositions, including Local/Regional partners
300 Level knowledge of competitors, their business models and their value propositions, including Local/Regional competitors
Abilities
Has experience in a solution sales environment, leading a team of technical and non-technical individuals through successful sales cycles with customers and developing strong sales plans/strategies.
Has extensive experience “hiring smart”; understands the impacts, both positive and negative, that hiring decisions can have on team members and other groups and does not make compromises simply to meet headcount requirements.
Is focused more on his/her team’s performance than on his/her own performance; measures his/her success by having each team member meet or exceed targets.
Is adept at developing the skills of team members by understanding their individual requirements and providing the right coaching and mentoring activities to close gaps in performance.
Is trustworthy and trusting; creates environments where individuals feel comfortable sharing issues.
Has experience successfully collaborating and managing by influence (of non-reporting groups, peers or individuals); has experience in managing political situations.
Is comfortable in executive settings with senior levels within customer and partner organizations; knows the challenges these executives are facing.
Is organizationally agile; can navigate a complex organization to reach a goal or objective; is effective at positioning gives/gets.
Has experience in turning around poor performing opportunities and/or sales teams.
Has experience effectively managing the business operations of an evolving sales force, within a larger matrixed model.
Is fluid and flexible, is able to deal with ambiguity; leads change with his/her team members, championing the benefits of the change and overcoming the resistance.
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
MBD-S&M
Job Segments: ERP, Business Manager, SAP, Siebel, CRM, Technology, Management
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