Location: Portugal - Non Location Specific, PT
Job ID: 802392-91573
Division: Sales
Summary/Background
Microsoft, with its Dynamics CRM, has emerged as one of a very short list of Enterprise-capable CRM vendors, with nearly 2.5 million users and 35,000 customers. Only Dynamics CRM however offers code-consistent deployment on-premise or in the cloud and only Dynamics CRM allows customers to truly leverage their investment in other Microsoft technologies.
Dynamics Business in EPG is one of the fastest growing at Microsoft with levels of investment consistent with the huge CRM market opportunity across both the Enterprise and upper-mid-market.
Role Purpose
The Dynamics Technical Sales Person is responsible for supporting Microsoft and Partner Sales Teams in initiating and executing sales of Microsoft Dynamics CRM and Dynamics CRM Online to a set of defined vertical market accounts. Candidates will have a demonstrable track record in supporting the sale of new business software (or services) and deep industry knowledge in one of the following verticals:
- Financial Services (Banking, Capital Markets, Insurance)
- Local or Regional Government
- Health
- Professional Services
- Telco (special focus on CCA)
- CCA
The candidate will work closely with other Microsoft customer-facing resources like PPS and IMDMs in EPG, Microsoft Consulting Services and Microsoft’s extensive network of System Integrator Partners to qualify and support CRM sales opportunities in close conjunction with their aligned Dynamics CRM Sales Person.
The successful candidate will have a track record of working on deals with license value in excess of 250k$ and project values exceeding $1m.
How is role unique from other roles?
1. Executing world-class technical engagements which focus on the business value of Microsoft Dynamics solutions, with particular emphasis on the competitive value of these solutions.
2. Focusing on opportunities and on opportunity velocity to drive win rates.
3. Engaging at deep technical levels within assigned Microsoft Dynamics opportunities and being able to translate how technology solves business problems.
4. Being the primary technology and business solutions point of contact for the EPG sales teams and SSPs CRM.
What are key initiatives and challenges facing this role over the next six months to three years?
1. Focusing on intense competitive situations with SFDC, Oracle, SAP and Local/Regional competitors.
2. Being capable, competent and well-versed in the Microsoft stack of technologies, and the technical and business value propositions of how Dynamics CRM fit into the stack.
3. Maintaining knowledge of and expertise in Microsoft CRM (including new releases and feature sets), competitive solutions, partner solutions and other Microsoft technologies.
4. Contributing to a shift within Microsoft’s field sales organizations, from focusing on product
feature and function sets to focusing on selling solutions that address specific customer business pains.
Key Success Criteria
The primary measure of success for this position is attainment of the Microsoft Dynamics CRM quota.
Knowledge, Skills and Experience
1) Essential Experience
The individual will have vertical experience of pre-sales in CRM, BI, middleware or front-office applications to Enterprise customers. The individual will have a track record of consistently exceeding quota.
2) Demonstrations, Presentations and RFIs
The successful candidate must be able to tailor the Dynamics CRM application and demonstrate the system confidently; ensuring that customers understand how their vertical business needs will be addressed by the adoption of Dynamics CRM. Written communication is also highly important and experience of responding to tenders and RFIs is essential.
3) Technical /Functional Skills
Knowledge of the Microsoft Dynamics CRM product line(s) or a comparable CRM application would be an advantage for individuals who fill this role. The role also requires significant technical knowledge of adjacent technologies, middleware, databases and integration issues; given that rich integration into existing customer systems is a differentiator for Dynamics CRM.
4) Personal Attributes
a. Self-motivated and tenacious
b. Integrity
c. Strong business acumen and entrepreneurial spirit
d. Results oriented and good decision maker
e. Team player with good organizational skills
f. Demonstrable experience of deal and project planning
g. A good understanding of the UK software market’s dynamics and competitive environment
5) Qualifications
Degree or equivalent desirable
Strong relevant technical skills.
MBD-S&M
Job Segments: ERP, Database, Consulting, Oracle, Field Sales, Technology, Sales
Job ID: 802392-91573
Division: Sales
Summary/Background
Microsoft, with its Dynamics CRM, has emerged as one of a very short list of Enterprise-capable CRM vendors, with nearly 2.5 million users and 35,000 customers. Only Dynamics CRM however offers code-consistent deployment on-premise or in the cloud and only Dynamics CRM allows customers to truly leverage their investment in other Microsoft technologies.
Dynamics Business in EPG is one of the fastest growing at Microsoft with levels of investment consistent with the huge CRM market opportunity across both the Enterprise and upper-mid-market.
Role Purpose
The Dynamics Technical Sales Person is responsible for supporting Microsoft and Partner Sales Teams in initiating and executing sales of Microsoft Dynamics CRM and Dynamics CRM Online to a set of defined vertical market accounts. Candidates will have a demonstrable track record in supporting the sale of new business software (or services) and deep industry knowledge in one of the following verticals:
- Financial Services (Banking, Capital Markets, Insurance)
- Local or Regional Government
- Health
- Professional Services
- Telco (special focus on CCA)
- CCA
The candidate will work closely with other Microsoft customer-facing resources like PPS and IMDMs in EPG, Microsoft Consulting Services and Microsoft’s extensive network of System Integrator Partners to qualify and support CRM sales opportunities in close conjunction with their aligned Dynamics CRM Sales Person.
The successful candidate will have a track record of working on deals with license value in excess of 250k$ and project values exceeding $1m.
How is role unique from other roles?
1. Executing world-class technical engagements which focus on the business value of Microsoft Dynamics solutions, with particular emphasis on the competitive value of these solutions.
2. Focusing on opportunities and on opportunity velocity to drive win rates.
3. Engaging at deep technical levels within assigned Microsoft Dynamics opportunities and being able to translate how technology solves business problems.
4. Being the primary technology and business solutions point of contact for the EPG sales teams and SSPs CRM.
What are key initiatives and challenges facing this role over the next six months to three years?
1. Focusing on intense competitive situations with SFDC, Oracle, SAP and Local/Regional competitors.
2. Being capable, competent and well-versed in the Microsoft stack of technologies, and the technical and business value propositions of how Dynamics CRM fit into the stack.
3. Maintaining knowledge of and expertise in Microsoft CRM (including new releases and feature sets), competitive solutions, partner solutions and other Microsoft technologies.
4. Contributing to a shift within Microsoft’s field sales organizations, from focusing on product
feature and function sets to focusing on selling solutions that address specific customer business pains.
Key Success Criteria
The primary measure of success for this position is attainment of the Microsoft Dynamics CRM quota.
Knowledge, Skills and Experience
1) Essential Experience
The individual will have vertical experience of pre-sales in CRM, BI, middleware or front-office applications to Enterprise customers. The individual will have a track record of consistently exceeding quota.
2) Demonstrations, Presentations and RFIs
The successful candidate must be able to tailor the Dynamics CRM application and demonstrate the system confidently; ensuring that customers understand how their vertical business needs will be addressed by the adoption of Dynamics CRM. Written communication is also highly important and experience of responding to tenders and RFIs is essential.
3) Technical /Functional Skills
Knowledge of the Microsoft Dynamics CRM product line(s) or a comparable CRM application would be an advantage for individuals who fill this role. The role also requires significant technical knowledge of adjacent technologies, middleware, databases and integration issues; given that rich integration into existing customer systems is a differentiator for Dynamics CRM.
4) Personal Attributes
a. Self-motivated and tenacious
b. Integrity
c. Strong business acumen and entrepreneurial spirit
d. Results oriented and good decision maker
e. Team player with good organizational skills
f. Demonstrable experience of deal and project planning
g. A good understanding of the UK software market’s dynamics and competitive environment
5) Qualifications
Degree or equivalent desirable
Strong relevant technical skills.
MBD-S&M
Job Segments: ERP, Database, Consulting, Oracle, Field Sales, Technology, Sales
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