MBS ( Microsoft Business Solutions) Dynamics Lead

Suitable candidate profile:
• 5 – 8 years of related experience
• The ideal candidate will have at least 4+ years of a successful track record managing a 2-3 people
• Manager Team overseeing direct sales, channel sales and marketing is required.
• University degree, MBA is a plus
• Proven previous solution selling experience leading teams with sales quotas/targets, using a sales methodology and the Sales Force Automation or Customer Relationship Management technologies that support the methodology
• People Management (Manager of Managers) – previous experience managing Managers and their professional skills development; hiring, development and attrition experience with Managers and teams
• Organizational Change Management – experience in successfully implementing new organization models, including the change leadership aspects
• Customer and Partner Environments - knowledge of the tools and resources used by customers and partners and their Lines of Business (e.g., financial metrics and statements, industry and analyst reports, executive dashboards, etc.)

• Business Management – has experience running a P&L, with a discipline and rigor to the management of the business, in a Cost of Sale model
• Microsoft Products: Very good knowledge of Microsoft Dynamics solutions and Microsoft platform technologies
• Competitor/Partner Products: Good Level knowledge of the business value of targeted industry-relevant partner ERP and CRM solutions, their sales/implementation models, and their competitive value propositions, including Local/Regional partners

Objective:
The Dynamics Lead is the leader for Microsoft Business Solutions within the subsidiary. The Dynamics Lead is responsible for the financial and organizational health of the MBS business and directly manages Dynamics Sales, Dynamics Marketing, and Dynamics Partner personnel.

Why does the role exist? The Dynamics Lead adds value to Microsoft by producing results across four pillars:
1. Developing and ensuring the execution of the MBS strategy and vision for the Subsidiary.
2. Providing the inspiration and leadership for the Dynamics Team in the Subsidiary.
3. Driving integration with the Area/Regional and Subsidiary Leadership Teams.
4. Establishing clearly defined metrics and growth targets and driving these through the business.
5. To co-ordinate the efforts and resources across the marketing, pre-sales, sales, services and channel management functions to maximize business results

How does the role add value? The Dynamics Lead adds value to customers and partners by providing an executive presence and expertise at the Subsidiary level. Success is measured by customer and partner satisfaction (results from NSAT scores and anecdotal feedback), an expanded # of customer and partner executive-level contacts and increased awareness of the Microsoft Dynamics business value proposition in the local market and within targeted industries.

What are key initiatives and challenges facing this role over the next six months to three years?
1. Growing the business by ensuring that all Dynamics Team members are driving reach, revenue and market awareness goals and objectives.
2. Working effectively with mkt and sales departments in coordinated operations to drive revenue and growth targets, optimized sales productivity, penetration goals, deployment objectives and customer and partner satisfaction.
• Building teams that can produce monthly business results in a reliable and predictable way
• Building processes that allow people in the team to perform efficiently, predictably, consistently – and most importantly – that provide sustainability when personnel change roles and positions.

The Dynamics Lead is the leader for Microsoft Business Solutions within the subsidiary. The Dynamics Lead is responsible for the financial and organizational health of the MBS business and directly manages Dynamics Sales, Dynamics Marketing, and Dynamics Partner personnel.


Responsibility/Activity

A Comprehensive MBS Strategy
Key Tasks:
• Research/reflect and document the MBS strategy for both the short and long-term, within the market as a whole or within targeted verticals.
• Take part in joint planning sessions with EPG, SMS&P, Services, BMO, DPE and other group Leadership Team members as needed. Work with the EPG, SMS&P and Services Leads on commitment setting and resource requirements.


A Balanced MBS Business that is Both Innovative and Predictable
Key Tasks:
• Ensure that account and partner business planning sessions occur according to the Rhythm of the Business (ROB) and using the appropriate planning processes and tools.
• Ensure regular and consistent pipeline and opportunity reviews occur.
• Lead the integration of MBS roles and the Microsoft Dynamics value proposition into EPG, SMS&P, Services and other areas of the business in Subsidiary as needed.
• Maintain forecast accuracy.
• Prepare for and lead Mid-Year Reviews and Rhythm of the Business (ROB) meetings for the MBS business with Area/Regional and Corporate team members.

Well-Developed Manager Leadership Team Members
Key Tasks:
• Determine and define yearly commitments for Manager Team members.
• Coach and mentor Manager Team members and extended team members as needed.
• Hold regular meetings, both formal and informal, 1:1’s and Leadership Team meetings, with Manager Team members.

Collaboration, Integration and Orchestration Within the Subsidiary Leadership Team
Key Tasks:
• Lead Microsoft Dynamics pipeline and opportunity/deal reviews with Dynamics and Subsidiary Leadership Team members.
• Meet regularly (formally and informally) with Dynamics and Subsidiary Leadership Team members to ensure that orchestration and optimization goals are being met.
• Consistently reinforce Dynamics Team members’ roles and responsibilities with internal stakeholders.

A Strong Executive Presence for MBS in the Subsidiary
Key Tasks:
• Spend time reviewing the customer opportunity or partner situation prior to the meeting (with a particular emphasis on the competitive position).
• Communicate MBS’ strategic direction to customers and partners.
• Work to resolve issues are resolved that are impeding a customer win or a partner recruitment effort.

Our offer:
• Dynamic and prestigious work environment
• The best tools and technologies at your fingertips
• Smart and motivated team
• Unique chance for personal development
• Competitive remuneration package

For more than 20 years, Microsoft has been operating in Europe, the Middle East and Africa (EMEA), enabling people and businesses throughout the region to realize their potential. The company's 13,000 regional employees engage in a wide range of functions including research, product development and distribution, sales and marketing, customer service and support, and partner support.

Microsoft Services is empowered to provide end-to-end consulting, support and customer services that enable the rapid adoption, deployment and productive use of Microsoft products and technologies. Together with our partners, we develop and integrate the best knowledge and know-how in the industry with Microsoft products and technologies to solve customer problems.

Please apply online for this position to: www.microsoft.com/emea/careers
Thank you!