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Microsoft Corporation Director Technical Specialist Manager in Boston, Massachusetts

The reinvention of business processes represents a bold bet for Microsoft in accelerating our growth in commercial cloud services. The mission of Microsoft Business Applications is to help our customers digitally transform their business to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs to drive new levels of profitability for their organization.

This role is flexible in that you can work up to 50% from home.

As a Business Applications Technology Specialist Manager you will build and lead a team of Technology Specialists who are responsible for defining the solution strategy as part of the opportunity lifecycle as well as crafting and delivering a proposed solution that showcases our differentiation and business value. Additionally, your team assists the Business Applications Sales Executives in identifying, driving and landing revenue goals aligned to their individual product focus.

You and your team will drive solution decisions at the customer that will empower the business to achieve their goals and drive business outcomes with Dynamics 365, Power Platform Low-Code applications and related solutions across modern and legacy applications.

You will learn how Microsoft empowers managers to be effective people leaders as well as the components of the Business Applications business methodology and process.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

  • Develop and lead a diverse and high performing presales team that supports customers in achieving their business goals.

  • Coach your team to help BA Sales Executives identify opportunities aligned to their product category focus, accelerate pipeline and increase win rates through technical sales excellence.

  • Attract and retain the best presales talents from the market.

  • Foster and model a learning culture in your team to build deep skills on core technologies, broad knowledge of adjacent solutions and professional skills.

  • Increase deal velocity by assessing the progress of customer engagements at relevant stages, and by orchestrating your team, other cross-team resources and partners on digital transformation opportunities.

  • Partner closely with Sales Managers to optimize opportunity coordination and impact across teams

  • Lead your team to actively work with customers, define clear solution decision criteria for all opportunities, to secure customer commitment to Microsoft technology and to communicate like deployments for customers to realize how to deploy and consume our solutions to drive business outcomes.

  • Empower your team to skillfully demonstrate Microsoft's value proposition internally and externally to executives by showcasing our technology innovations and building relationships with and influencing key decisions makers, both virtually and onsite

Qualifications

Required/Minimum Qualifications

  • 6+ years of technical pre-sales or technical consultingexperience

  • OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 4+ years of technical pre-sales or technical consulting experience

  • OR Master's Degree in Computer Science, Information Technology, or related field AND 3+ years of technical pre-sales or technical consulting experience

  • OR equivalent experience.

Additional or Preferred Qualifications

  • 7+ years of technical pre-sales or technical consulting, or related experience

  • OR equivalent experience.

  • 4+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.

  • 1+ year(s) of People Management experience (including leading virtual teams).

Requirements (Bachelor's Degree or equivalent work experience required ):

  • 7+ years of related experience:

  • Proven success in solution sales leadership and/or management roles.

  • Solution sales for a business applications and/or SaaS-based company or similar technology.

  • Solution leader of complex business application deals requiring orchestration of large, dispersed, virtual teams composed of industry and solution team members.

  • Coaching team solutions sales best practices including but not limited to; discovery, building and crafting solution strategies that differentiate from the competition, value-based selling, identifying and expanding product opportunities.

  • Successful track record of competitive displacement.

  • Documented track record of leadership, team development, and business success.

  • Ability to drive and influence stakeholders across organizational boundaries through strong negotiation, organizational, presentation, envisioning, writing, and verbal communication skills.

  • Demonstrated ability to build a healthy pipeline of top tier presales talent.

  • Experienced in developing and retaining a high performing team through continuous coaching, empowering your team and holding them accountable.

  • Experience inspiring others through leadership, personal influence, and status as a role model based on consultative and value-based selling.

  • Proven track record in prioritization and orchestration of resources for complex customer digital transformation engagements.

Deep understanding of:

  • Business application solutions and how these solutions help our customers achieve their desired business outcomes.

  • Commercial cloud offerings, ideally Microsoft’s cloud platform as well as competitive knowledge of other business applications and related ecosystems.

  • Customer facing business processes in one or more industries such as Financial Services, Manufacturing, Automotive, Oil & Gas, Utilities, Retail & Consumer Goods, Healthcare, Public Sector and Media & Communications.

  • Business value selling methodologies and practices that successfully convey the value and business outcomes the proposed solution will deliver.

  • How to uncover customer’s stated and unstated needs and how technology can be leveraged to solve business problems.

  • The security, regulatory and compliance needs of global customers in cloud or hybrid scenarios

Desired Skills:

  • Qualified leader and manager with experience building high performing teams and ability to thrive in a fast-paced environment.

  • Passion and associated track record of developing and growing people.

  • Embracing of a growth mindset, insatiably curious, always learning and welcoming of challenges for the opportunity to grow.

  • High level of self-awareness, reflection and empathy.

  • Ability to skillfully communicate, demonstrate and prove the value of Dynamics 365 Business Applications and related solutions.

  • Customer-centric mindset with demonstrated passion for delivering customer value.

  • Excel at owning and coordinating team resources to successfully build and deliver a compelling and differentiated solution demonstration to our customers.

  • Proven collaborator especially capable of influencing internal teams such as sales, engineering, marketing and external teams, our customers and partners.

  • Excellent presentation and communications skills across various customer stakeholders, e.g. CIO, CFO, CMO, VP of Sales, etc.

  • Adept at challenging perspectives and differentiating from the competition by reframing value and exemplifying customer obsession.

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