Microsoft is a company where passionate innovators come to collaborate, envision what can be, and take their careers to levels they cannot achieve anywhere else. This is a world of more possibilities, more innovation, more openness, and sky's-the-limit thinking -- a cloud-enabled world.  

At Microsoft we have unique capabilities to meet the needs of both individuals and organizations. We care deeply about taking our ideals and vision around the globe, and to make a difference in peoples' lives and organizations in all corners of the planet. Our mission is to empower every person and every organization on the planet.  

Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft?  

The reinvention of business processes is a growth engine for Microsoft cloud services.  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.

Are you ready to join a double-digit growth cloud business?  Microsoft Business Applications cloud is recognized by analysts as a leader in the Customer Relationship Management (CRM), Enterprise Relationship Management (ERP) and application platform space.  Trusted by global businesses as their platform of choice, Microsoft Business Applications uniquely enables customers to optimize their operations, engage their customers, empower their people and transform their products.  It’s a new data-driven world, and Microsoft is the only platform built from the ground up with data and intelligence at the center. Microsoft Business Application solutions include virtually unlimited data sources from customers’ applications including legacy, first and third-party, vendor, customer and many more. This unified approach to data and intelligence enables customers to make informed proactive business decisions with deep insights powered by artificial intelligence and industry-leading analytics (Power BI) resulting in the following key customer benefits:

Create impact faster: Deliver more impact in less time by quickly deploying solutions, or augmenting existing ones, to enable teams to accelerate business results and increase time to value. 

Break through barriers: Take a data-first approach with unified data that leverages Microsoft AI to deliver insights & actions that help create better customer experiences.

Adapt to anything: agility to react and respond to new business priorities, market conditions and customer opportunities with rapidly deployable solutions.

Innovate everywhere: Solve problems with powerful solutions only possible with the Microsoft Cloud enabling interoperable solutions across multiple lines of business.

As Head of Business Applications- Technology Americas (Global Black Belt) – You will manage teams of experts across the entire Business Applications portfolio, matching the deployment in the field therefore in the following workloads: customer experience; services; operations; finance; and in addition, as specific Global Black-Belt resources also power-platform, and marketing and commerce.

You will also be the focal point for the overall Business Applications business and Global Black-Belt support for the region and the related areas.

Working with our most important customers across strategic opportunities in the Americas, you will help them with their end-to-end business transformation needs by ensuring your team designs technical solutions mapping workload capabilities with associated business value to business decision maker persona pains/needs. You will coach the team to deliver customer-centric solution designs differentiating the proposed solution in an impactful way ensuring technical wins in the sales pursuit. You will tightly work with the Solution and Architecture team to leverage demo factory, Industry Architects, and workload leads, to support the pursuits.

You will be a role model for the team by setting the tone on leadership & Microsoft culture and values, acting with integrity and being accountable to deliver business results with high levels of technical sales discipline, removing blockers & bringing technical execution clarity to the team on overachieving goals. You will coach the team by clearly defining strategy, team objectives and outcomes, bringing clarity out of ambiguity, helping them learn and adapt to ever-changing workload domain innovation and customer business transformation needs.

You will care for your team by being inclusive, without bias, knowing everyone’s capabilities and career aspirations and investing in the growth of your team.

To learn more about Microsoft’s mission, please visit:  Culture | Microsoft Careers

To find more about a career in Microsoft Business Applications:  https://careers.microsoft.com/us/en/dynamics365

Who we are Looking For:

The Head of Business Applications- Technology Americas (Global Black Belt) blends technical knowledge and experience with strong people skills – a strategic thinker and purposeful planner that accelerates business by building a team of technical workload experts who capitalize on transformational shifts occurring in the marketplace. You will challenge your team of technical sellers with insights and perspectives that empower them to think differently about customer solutions. You accelerate business growth through team technical wins in customer solution decisions driven by differentiated solution demonstrations.

You model, coach and care for a team of high performing, outcome-driven business process transformation technical sellers that thrive and succeed at solution design and presenting in a complex enterprise world. You have experience working across organizational boundaries, both internal and external, forging relationships with a shared vision of success.

You ensure your team prioritizes the importance of business value positioning over technical product features and clearly articulates that value throughout sales cycles. You are disciplined in business management, have experience in business rhythms, managing up and down hierarchical chains. You step-up to make sure your team is focusing on high value technical sales activities that move pipeline forward and empower them to push back against activity requests that are not an effective use of their time by coaching and advocacy.

To excel in the Head of Business Applications- Technology Americas (Global Black Belt)  role you must have the following key traits and abilities:

People Leader - Diverse team-builder, creating open and trusting environment where people can thrive and possess a sincere interest in the wellbeing, aspirations, growth, and success of others. Role model of culture, values, integrity and leadership protecting individuals and the company, helping the team and others develop a sense of shared purpose through a deep understanding of the broader company context, objectives, and opportunities while creating an environment of empowerment that enables others to succeed and thrive.

Strategic Thinker – Proactive and agile leader who embraces mistakes and setbacks, is course correcting, prepared for worst-case scenarios and uses discomfort and ambiguity as a catalyst for strategic thinking bringing clarity to the team.

Purposeful Planner & Executor - Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and working closely with the Business Applications Sales Executive Manager ensuring quarterly business budget goals are met.

Disciplined Operator – Works hand-in hand with the Business Applications Sales Executive Manager to help maintain excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.

Responsibilities

Job Responsibilities

Lead technical sellers to increase technical wins and overachieve revenue targets:

Lead and manage Technical Specialists to help drive the Business Applications objectives for overachieving revenue, customer add targets, customer satisfaction and scorecard metrics through exceptional and strategic technical wins with customer-centric designs and presentations.

Ensures technical resource orchestration among sales team and others engaging with the customer (e.g. partners, services, Engineering support, etc.).

Collaborate with Business Applications Sales Executive Manager to help teams collectively drive pipeline acceleration and discipline.

Achieve and maintain high levels of operational excellence across the team and opportunities.

People management:

Develop a high-performing team by hiring diverse talent, prioritizing people development, leading by example and preparing people for more senior positions in other parts of the organization.

Ensures direct reports’ ability to work strategically with the sales team through customer-focused technical solution development focusing on business value and exceptional presentation skills in an ever-changing landscape of customer transformation needs and solution innovation. Identify team gaps in those areas then help ensure proper skilling and development to overcome them.

Ensuring your team and its members are recognized and rewarded for their success across both local sales and corporate organizations.

Customer centricity:

Coach team to proactively lead end-to-end solution strategy and design with business value and customer-relevant insights that demonstrate how digital transformation will grow and transform their business.

Ensure proposed solutions solve customer problems and deliver tangible value aligned to customer solution strategy.

Work closely with the customer success organization and deployment team to ensure solid implementation plans are in place aligning to the customer’s business objectives resulting in the successful consumption of cloud services sold.

Partner Engagement:

Ensure team fully leverages the synergy effect by co-selling with our partners and independent software vendors to proactively identify and engage the right technical solution components early in the sales process, combining Microsoft technology with partner expertise and intellectual property to grow and accelerate deals delivering optimum customer value.

Qualifications

Qualifications

Required/Minimum Qualifications

8+ years of technical pre-sales or technical consulting experience or sales leadership

OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 6+ years of technical pre-sales or technical consulting experience

OR Master's Degree in Computer Science, Information Technology, or related field AND 4+ years of technical pre-sales or technical consulting experience

OR equivalent experience.

Preferred Qualifications

10+ years of technical pre-sales or technical consulting, or related experience OR equivalent experience.

6+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.

3+ year(s) of People Management experience (including leading virtual teams).

5+ years of experience:

Managing a team of CRM, ERP, or similar business applications technical sellers.

Technical selling of software-as-a-service or cloud-based business application solutions to enterprise customers.

Identifying unique and complex business challenges and solutions.

Collaborating with sales teams in multi-million-dollar business application deals requiring orchestration of large, dispersed, virtual teams composed of industry, solution, technical, licensing & legal team members.

Successfully displacing competitors.

Demonstrated passion and commitment for customer success.

3+ years of experience:

Leading, managing and coaching technical sales teams to overperform against targets.

Demonstrated management experience in enterprise solution development and sales.

Deep understanding of:

Business solutions, ERP & CRM and how they translate into business impact.

Commercial cloud offerings, ideally including Microsoft’s cloud platform as well as competitors and related ecosystems.

Business value selling methodologies, practices and technologies that strategically determine and drive complex customer-relevant technical solutions (e.g. Design Thinking, Business Value Engineering, Challenger sales etc.).

Expert understanding and 1 to 2 years’ experience leading technical sellers in one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and/or Government.

The security, regulatory and compliance needs of global customers.

Desired skills:

Adept at challenging perspectives with new ideas that reframe perceptions about deriving value from Microsoft solutions and the ability to lead team in doing the same.

Outstanding presentation, whiteboarding and communication skills.

Demonstrated people leader able to coach and inspire a diverse team of technical sales professionals.

The salary for this role in the state of Colorado is between $162600 and $243000.

At Microsoft, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.

Benefits/perks listed here may vary depending on the nature of your employment with Microsoft and the country where you work.US-based employees gain access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and fitness benefits, among others.

Your Onboarding Process

You’ll attend an in-depth onboarding program designed to help you become skilled in the Microsoft Business Applications solution portfolio, differentiated value proposition, industry-aligned connected end-to-end use cases and business value. You will learn the Microsoft Catalyst Sales methodology, Design Thinking, envisioning, business value quantification, management principals and the use of guided selling tools. You will also get to participate in several hands-on experiential trainings to fortify concepts you learned to achieve success in your role.

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.  We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. 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.