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Business Applications Technical Specialist Manager

hace 2 meses

Madrid, Madrid, España Microsoft Corporation A tiempo completo

Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? Are you passionate about business applications? Do you enjoy working on a high-performing, fast-paced sales team? If so, we are looking for you

The mission of Microsoft Business Applications is to help our customers digitally transform their businesses 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.

As a Business Applications Technical Specialist Manager you are responsible for building a team of technical solution specialists focused on demonstrating solution capabilities, addressing technical proof requirements, and securing the customer's solution design endorsement. Your team will assist the Business Applications Solution Specialists to ensure qualified pipeline revenue capture, build deal strategy, deliver pitches, assist with licensing, and engage partners. You will employ effective team management to guide your team in landing revenue goals, delivering solution envisioning sessions and business value assessments, delivering compelling solution demonstrations and handling objections. You will coach your team in the formalization of customer proposals, Customer Success activation, competitive differentiation and utilizing our sales methodology.

To support your team, you will know our partners, products, licensing, and competitors. As their leader, you will work with sales and management teams to ensure your team can demonstrate our solutions, prove the technical requirement and get the customer's solution design approval. As a community member, you will share your learnings with your peers. This role is flexible in that you can work up to 50% from home.

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 technical sales team focused on demonstrating solution capabilities, addressing technical proof requirements, and securing the customer's solution design endorsement.
  • Partner with Account Planning teams to find, qualify, and accelerate opportunities aligned to product category, solution play, and customer priorities.
  • Increase deal velocity by assessing the progress of customer engagements at relevant stages, and by orchestrating your team and partners.
  • Partner closely with Sales Managers to optimize opportunity coordination and impact across teams.
  • Enable your team to show Microsoft's value by showcasing our innovations, envisioning solutions, assessing value, and building key relationships.
  • Hire and keep the best presales talents and ensure the team can deliver customer centric solution demonstrations with solution architecture and competitive objection handling.
  • Guide the formalization of customer proposals and collaborate with Partners and Customer Success to align on agreed upon deployment plan and Key Performance Indicators.

Qualifications

Required/Minimum Qualifications

  • Extensvie technical pre-sales or technical consulting experience

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

OR Master's Degree in Computer Science, Information Technology, Business or related field AND several yeares of the technical pre-sales or technical consulting experience

OR equivalent experience.

Additional or Preferred Qualifications

  • Experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.
  • People management experience (including leading virtual teams).
  • Proven success in solution sales leadership and/or management roles.
  • Solution leader of complex business application deals requiring orchestration of large, dispersed, virtual teams composed of industry and solution team members.
  • Coaching team to discover, build and craft solution strategies that differentiate from the competition, incorporate value-based selling, and expand product opportunities.
  • Documented track record of leadership, team development, and business success.
  • Influenced stakeholders across boundaries with excellent communication and negotiation skills.
  • Prioritized and orchestrated resources for complex customer digital transformation engagements.

Deep understanding of:

  • How business applications help customers achieve goals.
  • Microsoft and other cloud platforms and ecosystems.
  • Customer facing processes in various industries.
  • How to sell value and outcomes of the solution.
  • How to solve customer problems with technology.
  • Security and compliance needs in cloud or hybrid scenarios.
  • Desired Skills:
  • Experienced leader and manager of high performing teams in fast-paced settings.
  • Passionate and successful in developing and growing people, Embracing a growth mindset,
  • Self-aware, reflective, and empathetic.
  • Skilled in communicating and proving the value of Dynamics 365 Business Applications and related solutions.
  • Customer-focused and driven to deliver customer value.
  • Expert at using team resources to create and deliver a compelling and differentiated solution demonstration to customers.
  • Effective collaborator with internal and external teams, such as sales, engineering, marketing, customers, and partners.
  • Excellent presenter and communicator with various customer stakeholders, e.g., CIO, CFO, CMO, VP of Sales, etc.
  • Proficient at challenging perspectives and differentiating from the competition by reframing value and showing customer obsession.

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations ) .