Industry Sales Leader FSI for Dynamics 365

Job Description

Overview

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centred on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

Microsoft Dynamics 365 is a powerful suite Ai powered intelligent business applications across Sales, Service, Customer Experience, Marketing, Finance, HR and Supply Chain. Dynamics 365 enables organisations to drive a customer centric approach to enhance productivity, drive efficiency, streamline business processes, gain improve decision making, improve customer engagement, reduce complexity and cost.

We are looking for an Industry Sales Leader who can drive growth of Microsoft’s Dynamics 365 in the Financial Services & Insurance (FSI) sector. As a Dynamics 365 sales leader, you will build and lead a team of high performing industry Sales Specialists who are responsible for driving thought leadership and customer engagement around Microsoft’s Dynamics 365.

You will coach and empower the team to effectively engage C-Suite level stakeholders and build and maintain relationships with both Business Decision Makers (BDMs) and Technical Decision Makers (TDMs) in our Enterprise clients.

As an industry expert, you will have thorough knowledge and experience of the FSI industry; understanding industry themes and trends, the challenges, ambitions and business objectives of companies in the relevant sector. This will enable you to engage senior business decisions makers (BDMs) within our client to understand their business objectives and how their digital transformation objectives can be realised through the use of Dynamics 365.

You will be responsible for developing and executing industry sales strategies that will help your team build and close pipeline that aligns to a customers’ end-to-end business transformation requirements.

You will have a full understanding of Customer Experience, Customer Service, Sales Automation and Finance and HR or what would have been traditionally ben described as CRM and ERP propositions

and the competitive landscape and use this to collaborate and coach other Microsoft teams (M365, Azure, Security) on an end-to-end Microsoft proposition that encompasses Dynamics 365.

You will model the desired behaviours of acting with integrity, upholding Microsoft culture and values, and delivering business results with high levels of sales discipline and business forecast accuracy.

Responsibilities

People Management

• Managers deliver success through empowerment and accountability by modelling, coaching, and caring.
• Model - Live our culture; Embody our values; Practice our leadership principles.
• Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
• Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

Sales Execution

• Brings impactful industry insights into customer engagements and helps close deals with customers and coaches and influences others internally on how to do this. Influences Microsoft's strategic direction across various markets.
• Acts as a thought leader in digital transformation across solution areas to advise customers.
• Leads a virtual cross-organizational team to drive strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value.
• Leads a team to support the account teams and drive conversations with strategic/high-potential customers. Facilitates stakeholders (e.g., Customer Success team unit, account-aligned team unit, Specialist Team Unit, One Commercial Partner organization) to build pipeline across territories. Sets best practices on social selling and guides others on how to do this, and drives consistency across domains/regions. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
• Coaches their team to collaborate with partners and other internal teams (e.g., Technical Sales Professionals, Global Black Belts). Leads with technical and industry insights on how to grow the strategic customer business.
• Guides their team on communicating with customers to understand their business needs or facilitates customer interactions to assess customer needs. Provides direction/guidance on the development of solutions across regions. Helps the team create vision for the customers and develop plans to drive sales.
• Coaches their team and/or other teams on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners. Engages C-Suite decision makers for strategic customers to support teams on opportunity discovery and acceleration. Represents their team internally at Microsoft as they engage other internal stakeholders.
• Leads their team to develop strategies for driving and closing strategic (highly complex, high value) opportunities. Drives the implementation of strategies and the collaboration with the account team to ensure alignment. Leads their team on ways to implement and share close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure.

Qualifications

Required/Minimum Qualifications

• Multiple years of technology-related sales experience
• Several years of people management experience.
• Sales leadership experience within either:

• Business Applications, workflow, case management, marketing, ERP and contact centre as well as commercial cloud offerings, ideally including Microsoft’s cloud platform as well as competitors and related ecosystems.
• Business value selling methodologies, practices and technologies that drive sales prospecting and sales management in complex solution selling environments (e.g. Design Thinking, Business Value Engineering, Challenger sales etc.).

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.