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The Solution Specialist Sales Team is responsible for driving sales of Microsoft Dynamics solutions into Enterprise Businesses with Partners. For Enterprise Resource Planning focus should be on Industry Targeted Workloads and for CRM, focus should be primary on Enterprise Business (Corporate Accounts and above).

 

Why does the role exist? 

The Solution Specialist is responsible to develop and lead opportunities with Customers. They are “business applications sales experts” and drive the sales cycle forward at all stages through their deep understanding of Business solutions selling to the targeted BDMs (Business Decision Makers). Prospecting and opportunity leadership requires Solution Specialists to build tight segment alignment with EPG (Enterprise Product Group) & SMSP-CA (Corporate Accounts) and to work closely with the Enterprise Account Team Unit to ensure they are uncovering Business applications opportunities focused on defined Industry Workloads and scenarios. 

 

The Solution Specialist adds value to customers by understanding the pains and opportunities to be addressed within their specific business and linking Microsoft Dynamics solutions to solving their business requirements. They add value to Microsoft due to their high level of sales acumen, connection to the Account Team Units, and ability to skillfully manage and close complex sales cycle. 

 

The Solution Specialist exists to deliver Leadership across the 5 Practice Areas below:

1. Planning – engages with business segments, partners and marketing to ensure Dynamics opportunities are identified and targeted 

2. Pursuit Leadership/Execution – leverages Industry, Customer, Microsoft and Competitor knowledge to develop, communicate and execute winning pursuit strategies

3. Value Selling – Understands the customers economic drivers, effectively builds customer relationships with a wide range of customer influencers and participates in impactful conversations that frame the way Customers think about their business effectively positioning Dynamics to deliver value 

4. Partner – engages and leverages Partners including Microsoft Consulting Services to both win business and develop practices that enable MBS to scale and grow

5. Sales Excellence -drives business results through actively prospecting for new business opportunities, maintaining a quality pipeline of opportunities, and consistently delivering on quarterly forecasts

These five practice areas enable the Solution Specialist to successfully execute on the solution sales strategy to drive revenue targets across the Microsoft Dynamics solutions portfolio 

Requirements:

• Bachelor’s degree (MBA preferred) in Business Admin or Computer Science
• 10+ years of related experience

Subject Matter Expertise:

• Industry knowledge including trends, opportunities and risks
• Single-Industry TSPs – Fluent (Level 400), Multi-Industry TSPs Literate (Level 200). 
• CRM: FSI (Banking, Insurance), MFG (Auto, High-Tech, Life Sciences/Pharma), Prof. Services, Public Sector 
• ERP: Retail, MFG High-Tech, MFG Process (Pharma, Metals etc.), MFG Industrial/Heavy Equip., Prof. Services, Public Sector
• Fluent (Level 400) Business Applications Discovery, Solution Development, Product Demonstrations 
• Fluent (Level 400) business processes knowledge for their focus product(s) ERP – (Finance, HCM, SCM, SRM), CRM – (SFA, Marketing, Customer Care, Customer Contact Centre)
• Fluent (Level 400) Dynamics technology and Industry Solutions for focus Industry(s)
• Fluent (400) ISV, SI and MCS solutions and capabilities
• Fluent (Level 400) Tier 1 Competitors solutions, positioning and pricing. CRM – SFDC. ERP – SAP & Oracle
• Literate (Level 200) Non-Dynamics Microsoft technology

 

Abilities:

Strong, proven track record of consistently exceeding quota using a consultative/solution selling approach, focused on solving Enterprise customer problems with Line of Business solutions, within customers and markets that require a “break the mold” approach (e.g., size of transactions, complexity of sales, shifts in perception, etc.).

Demonstrated experience and expertise selling technology to senior business decision-makers by reinforcing the value of the technology to the customer’s overall business pain and/or strategic opportunities.

Proven record of effective account management, including Account Planning, Opportunity Generation and Management, Communication Plans, and Business Management Excellence.

Is a resourceful problem-solver, leveraging internal and partner resources where and when needed to do what’s right for the customer and for the organization.

Working effectively within a virtual team, taking strategic direction from opportunity owners and considering inputs from team members.

Listening to customers (as opposed to telling/selling), probing for business process pains and opportunities, in an effort to meet or exceed their expectations.

Leveraging partner-facing readiness activities to continuously find ways to scale capacity within a territory or vertical

 

Top Traits:

• Develops a deep understanding for customers unique market opportunities
• Profiles and Prioritizes Territory based on factors driving customer’s propensity to purchase.
• Formulates provocative insights about the customers’ business
• Advises the customer new things about their business; new opportunities or looming risks
• Targets most influential and often most challenging contacts, not afraid to challenge their thinking
• Builds relationships based on value resulting from insights about the customers’ business
• Develops effective Pursuit Strategies – Builds great pursuit teams – leads teams to Win deals.
• Engages in the social conversation to share provocative viewpoint
• Builds close partnership with marketing to help package and tailor message to different audiences
• Provides creative solutions resulting in win-win