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Microsoft Corporation Sr. GBB Technical Specialist - Manufacturing in San Francisco, California

The reinvention of business process represents a bold bet for Microsoft in accelerating our growth in commercial cloud services. The mission of Business Applications is to help each customer digitally transform their businesses to drive new sources of revenue, create new & engaging ways to serve their customers, and to transform the way in which their business runs. These outcomes are not realized overnight - and we must help our customers understand the Dynamics strategy, showcase our world-leading innovation, and share best practices from within and across key industries in leveraging our Dynamics 365 capabilities, in concert with our industry leading Azure and Productivity clouds, to power their business reinvention and transformation.

Your objectives as a Global Black Belt Technical Specialist - Dynamics 365 Manufacturing are to function as a worldwide subject matter expert (SME) on this specific workload and to win the technical decision of customers to purchase and use Microsoft technology. In this role, you will provide world-class knowledge, skills and abilities to local sales teams to secure wins. These wins showcase how Microsoft innovation, across our 3 clouds, where applicable, can help customers digitally transform their businesses across the enterprise. Additionally, you are viewed as a leader in the Dynamics workload-specific technical community given your required depth of technical and functional product knowledge.

As part of the Business Applications Sales Team Unit, you are responsible for presenting product offerings and Microsoft solution architecture to enterprise customers and helping position commercial cloud and enterprise application assets in a manner that differentiates company strategy. You will establish confidence and win customers' trust by proving that Microsoft is both enterprise and industry-ready to run the most critical enterprise applications. An essential part of the role is partnering with other Specialists and Technical Specialists within field sales, partners, as well as other Microsoft sales and technical sales resources, to understand customers' business pain, determine the necessary technical strategy across applications & cloud deployment, design/develop compelling solutions leveraging Microsoft technology assets that showcase the differentiated value of the Microsoft solution and map to the business outcomes that will be achieved, and to remove technical blockers that impede sales.

Responsibilities

Responsibilities

  • Understand customer goals and challenges and map those back to the Business Applications product portfolio and other Microsoft cloud related solutions.

  • Assist local sales teams worldwide by functioning as a deep technical workload Manufacturing Industry Subject Matter Expert (SME).

  • Design, build, and demonstrate innovative solutions to address sales challenges. Employ value selling during this process to correlate the value and business outcomes that will be realized from our proposed solution.

  • Collaborate with the broader Business Applications field Technical Specialists and Global Black Belt Technical Specialist Communities, including Community Calls, Ready, DTA, etc.

  • Support the voice of the field through interactions with the aligned product teams.

  • Demonstrate a commitment to technical excellence.

  • Help customers make technical decisions to build tomorrow’s business and IT solutions based on Microsoft technology.

  • Lead technical and business presentations, demonstrations, workshops, architecture design sessions, proofs of concept, and pilots to explain, demonstrate, and prove to our largest customers the capabilities of Microsoft's products and services, and how we can drive positive business outcomes for our customers.

  • Remove technical, competitive and security blockers to accelerate Business Applications and customer usage.

  • Own or support winning the technical decision for sales opportunities and usage scenarios through tailoring your message, bringing ideas to customers, engaging with them to show Microsoft technology differentiation, and guiding them in decision making.

  • Work with partners and others at Microsoft, as well as use our core tools, social connection tools, and AI driven data to extend your reach and the reach of your team, focusing on satisfying important customer needs.

Qualifications

Technical & Functional Solution Leader

  • Demonstrated expertise and ability to integrate complex elements and customer requirements into innovative technical & functional solutions in the enterprise business applications

  • Technical thought leader in Manufacturing and related Supply Chain workloads.

  • Proven experience in a consultative selling approach, including bringing innovative ideas to customer problems and being customer focused.

  • Capable strategist to influence, build and grow, Microsoft’s customers, members of the Microsoft sales, services, and marketing organizations, internal and external communities, and Microsoft partners.

  • Strong people negotiation, organizational, presentation, deep technical product demo, writing, and verbal communication skills required. Highly skilled at communicating the differentiation of the solution to achieve business outcomes.

  • Strong leadership to influence key technical decision makers, influencers, industry decision makers and or boards required.

  • Ability to lead, inspire and mentor members of the Microsoft (or similar) sales, services, and marketing organizations and Microsoft (or similar) partners required.

  • Experience and passion for learning (technical and soft skills); implementing practices from others; trying, failing and learning from that; sharing practices and knowledge for others’ benefit required.

  • Influence product direction through customer engagements insights.

Technical Knowledge

  • 5+ years of experience successfully working with customers in pre-sales engagements related to ERP solutions or similar business applications.

  • Microsoft Dynamics Finance and Operations experience required.

  • Customer facing business processes in the Manufacturing Industry including Discrete, Process and Lean.

  • Successful track record of solutioning and delivering end-to-end complex business solution presentations and demonstrations.

  • Successful track record of competitive displacement

  • Competitive knowledge of industry and competitive ERP solutions.

  • Ability to harvest interesting and relevant IP from an engagement with a customer to integrate into our wider IP pool, shortening future selling cycles.

  • Working knowledge of PowerApps, Microsoft Flow, PowerBI, and Azure Services preferred.

  • Technical depth in aligned solutions to communicate field selling point-of-view to product and marketing team leaders that drive influence in product direction.

Desired Skills

  • Customer-centric mindset with demonstrated passion for delivering customer value.

  • Experienced problem solver and able to thrive in a fast-paced environment.

  • Master discoverer who is able to learn the most important customer pains and needs; and also uncover those problems that are unspoken, and ultimately establish a proposed solution that will enable them to achieve their goals.

  • Capable of executing business value selling methodologies and practices such as Design Thinking, that successfully convey the value and outcomes the proposed solution will deliver.

  • Solid oral, written, presentation and interpersonal communication skills across various customer stakeholders; experienced storyteller.

  • Ability to be go-to technical expert for sales: explain, demo & prove the capabilities of Business Application solutions, and remove technical and competitive blockers.

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.

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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