Technical Solutions Professional - CRM - APAC - Microsoft - Singapore

Job description
APAC Technical Solutions Professional - CRM

The Dynamics Technical Solutions Professional (TSP) is responsible for working with Solution Specialists and Partners to drive CRM sales in targeted Industries with defined scenarios for opportunities that meet the required deal thresholds and criteria.

The TSP role provides the Industry Solution, Product Functionality and Technical expertise required for Dynamics Solution Creation & Customer Presentation/Demonstrations.

The TSP exists to deliver Leadership across the 5 Practice Areas below:
1. 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
2. Industry & Solution - demonstrates an in-depth understanding of Industry trends, issues and opportunities and develops and demonstrates impactful Dynamic’s solutions to address the customer’s business pain.
3. Pursuit Contribution - leverages Industry, Customer, Microsoft and Competitor knowledge to develop, communicate and execute winning pursuit strategies
4. Planning - engages with Solution Specialist, business segments, and partners in account, territory and partner planning to ensure Dynamics opportunities are identified and targeted
5. Partner - engages and leverages Partners including Microsoft Consulting Services to both win business and develop practices that enable MBS to scale and grow

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

The TSP adds value to Microsoft by providing both the technical and business value of Microsoft Dynamics solutions to enterprise Businesses. . The TSP adds value to customers and partners by providing technology and business solutions credibility and expertise, and by continuously demonstrating the business value of investments in Microsoft Dynamics solutions.

How is role unique from other roles?
1. Executing world-class technical pre-sales engagements which focus on the business value of Microsoft Dynamics solutions, with particular emphasis on the competitive and business value of these solutions.
2. Engaging at deep technical levels within assigned Microsoft Dynamics opportunities and being able to translate how technology solves business problems.
3. Being the primary technology contact working the Dynamics Solution Specialist in their region

What are key initiatives and challenges facing this role over the next six months to three years?
1. Focusing on intense competitive situations with SFDC., Oracle, SAP, and Local/Regional competitors.
2. Demonstrating 300 level technical knowledge of the Microsoft stack of technologies.
3. Demonstrating 400 level technical knowledge of the selected MS Dynamics product.
4. Demonstrating 400 level industry knowledge of your dedicated industry/vertical.
5. Maintaining knowledge of and expertise in Microsoft Dynamics solutions (including new releases and feature sets), competitive solutions, partner solutions and other Microsoft technologies.
6. Contributing to a shift within Microsoft’s field sales organizations, from focusing on product feature and function sets to focusing on selling solutions that address specific customer business pains.

Experience Required:
- 8 to 10 years of professional related experience
- Bachelor's Degree Required; MBA preferred

Professional training/certification in:
- MC-DBA, MCSE and/or MCSD are beneficial
- Competitor Certifications
- Communication skills, with a particular focus on adjusting the topic and technical sophistication to the audience
- Business skills (e.g., Executive Conversation training)
- Sales and/or Opportunity Management type training (Examples: Miller Hyman, Spin, Michael Bosworth, Holden, Krauthammer, etc.)

Abilities:
- Strong sales aptitude with the ability to lead in-depth Industry, Solution and Technical discussions, articulating the business value of a technology solution.
- Experience in an environment where customer contacts and knowledge are leveraged to listen proactively for up-sell/cross-sell opportunities.
- Deep technical skills with the ability to translate the feature and function set into customer solutions and win against the competition.
- Ability to work proactively within assigned opportunities to drive opportunities to close, with an understanding of the implications of cost of sale.
- Ability to develop strong, strategic partners engaged in immediate and long-term opportunities and committed to Microsoft Dynamics solutions.
- Is a resourceful problem-solver, leveraging internal and partner resources in assigned opportunities where and when needed to do what’s right for the customer.

Top TSP Traits:
- Develops a deep understanding for customers unique business opportunities
- Assists in profiling and prioritizing Territory based on factors driving customer’s propensity to purchase.
- Formulates provocative insights about the customers’ business
- Advises the customer on new things about their business; new opportunities or looming risks
- Targets most influential and often most challenging technical contacts, not afraid to challenge their thinking
- Builds relationships based on value resulting from insights about the customers’ business
- Contributes to effective Pursuit Strategies leading technical teams to win deals.
- Engages in the business conversation to share provocative viewpoint
- Builds close relationships with Partners to help package and tailor message to different audiences
- Provides creative solutions resulting in win-win

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