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Microsoft Corporation Business Value Manager in Cambridge, Massachusetts

Microsoft Dynamics (Business Applications) is a multi-billion dollar global business, delivering Dynamics products to nearly half a million customer organizations and partners worldwide. We operate in close partnership with the Applications and Services, Cloud and Enterprise, Operating Systems and the other Microsoft businesses to deliver innovative and well-integrated solutions. We are recognized as leaders by industry analysts and we have aggressive plans to grow revenue and market share over the next 5 years. We pride ourselves on our unwavering commitment to customers and partners. We are not afraid to take risks, we maintain an entrepreneurial mindset, we learn fast, and we move quickly. We are Business Solutions from Microsoft.

Job Overview:

  • Corporate executive responsible for leading customer facing teams to drive business requirements from company strategy through demand validation and quantification - mapping and delivering a clear and repeatable process for our largest deals & strategic customer.

  • Leads customer engagements with the top enterprise customers, delivering high impact strategies, business cases, and proposals that are linked through a cohesive story. The team will be responsible for creating the strategy and storyboard, engaging with customer executives and delivering strategic findings and proposals to select customers.

  • Works closely with local management teams, solution architects, and partner organizations to evangelize and deliver a proven ‘large deal’ process and methodology to customers

  • Drives repeatable assets into the organization to scale and enhance large deal expertise (e.g., developing thought leadership around value engineering & quantification by integrating these principles into the negotiation strategies, synthesizing customer experiences into reusable content and methodologies)

  • Supports strategic transactions and sales teams through industry knowledge, management consulting skills and analytical abilities

Responsibilities

Additional Responsibilities:

The successful candidate must demonstrate a commitment to achieving overall revenue targets and solution positioning. The successful candidate must also engage with partners in the strategy, solution, proof and closing stages of a given sales cycle. Candidates with the ability to succeed in this role will display the following attributes: Excellent sales, communication, negotiation, problem solving and organizational skills; understanding of Microsoft’s strategic direction; ability to develop successful compete strategies, deliver effective presentations; ability to engage with a wide range of audiences from end user to senior management, and a thorough understanding Microsoft’s Intelligent Customer Engagement Solution.

Qualifications

Key Requirements:

  • 5+ years of Management Consulting or Technology Consulting & Sales experience with Business Applications

  • Experience in setting and creating the vision and quantifying value impact for Enterprise customers (experience with Shark Finesse or like tool a plus)

  • A background in operations, strategy and transformation. Proven success in conducting senior level engagements.

  • Prior experience managing the implementation of strategic change and value orientation within Enterprise organizations

  • Experience in selling or working knowledge of competitive selling against Salesforce.com / Service Cloud, SAP, Oracle CRM, Oracle RightNow Technologies, Microsoft Dynamics, eGain, Moxie or Verint/Kana is a plus

  • Proven skills in analysis, storytelling, presentation, demonstration, requirements mapping and collaboration

  • Understanding of Strategic Complementary ISV solutions and guidance when required

  • Very strong customer relationship and presentation skills & strong analytical skills to support business decisions and priorities. Proven results driven individual with good business acumen

  • Bachelor’s Degree (or equivalent) required, MBA or equivalent degree from top rated university (preferred)

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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. 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 at https://careers.microsoft.com/us/en/accommodationrequest .

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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