Principle GBB Biz Apps

2 weeks ago

Singapur, Singapore Microsoft Full time

Overview

The Business Applications Principal Global Black Belt (GBB) is an experienced business and technical leadership role in the Regional (EMEA/ASIA/AMERICAS) Time-zone Leadership team focused on end-to-end business execution (including Customer Engagement, Service, Low Code, Finance and Supply Chain, Viva Sales, Dynamics CoPilot and other incubation value propositions and sales plays) and deliver growth for strategic solutions areas . This role requires a seasoned leader in Business Applications with multi-dimensional competencies integrating business, solutions and technical leadership operating at the executive levels of our customers and internal senior stakeholders.

Qualifications

Experiences Required (key experiences, skills, and knowledge):

Strategic thinking & execution. Ability to identify key market trends and deep recurring customer insights which help to develop future propositions and strategies. Ability to improve sales and business strategy options in partnership with other stakeholders, while also being able to execute on complex, cross category, and cross solutions opportunities successfully. Works with account teams to shape strategic win plan and tailor Microsoft messaging to audience using knowledge of customer feedback, specific Microsoft solutions, and their context in a competitive landscape (Salesforce, ServiceNow, UiPath, Oracle, SAP). Solution understanding. Understanding of relevant cloud technologies with specialisation in (Finance and Supply Chain or whatever depending on Regional Growth Strategy need). Ability to learn and develop depth on Microsoft Business Applications solutions across several categories to bring sales and technical depth including value selling and competitive solutions and apply to specific Industry business processes. Excellent interpersonal skills and a collaborative relationship building style. Distinguished written and verbal communication skills to confidently present to customers, partners and in internal business reviews for senior leadership and key stakeholders. Ability to influence decision making with compelling and data-driven proposals. Performer. Ability to manage multiple projects and initiatives simultaneously and programmatically with clear prioritization. Highly driven person and a self-starter who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against the skilled and diverse competition. Collaborative. Ability to build relationships and influence key partners, achieving results through collaboration with members of the Microsoft corporate teams (sales leads and program teams, business architects, readiness, marketing, product groups, and engineering) and with the field sales, marketing, and Microsoft partners to solve customer challenges and opportunities. Ability to leverage best practices and deliver results.
Growth Mindset. Ability to change a system effectively and efficiently for an outcome over time and to overcome and work around challenges that are inevitable in rapidly growing businesses – a positive approach to problem-solving, learning, and development of potential. Scale Through Partners. Engages in partner sell-with scenarios by acting as liaison between the partner and team and facilitating partner resources and processes throughout the course of the project. Supports partner technical capacity by identifying skill and resource gaps and providing feedback to internal teams.

Education & experience

BS/BA degree or M.Sc./MBA is required either in technical or business field. 10 years Business Applications business leadership or consulting experience. Additional training in sales, business, or marketing preferred. Extensive years of relevant experience in the solution sales or solution/ technical leadership roles, preferably in the sales/customer and partner interface.

Responsibilities

End to end business and technical leadership (~70% of the role) will be focused on:

Leading selected strategic and complex, cross category sales opportunities and customer engagements in partnership with the Area sales teams – with the focus on Business Applications transformation deals and customer engagements (including Customer Engagement, Service, Low Code, Finance and Supply Chain, Viva Sales, Dynamics CoPilot and other incubation value propositions and sales plays) Driving scalable coaching with the Area sales teams to diversify the sales plays from mainstream to more advanced scenarios leading to future expansion with the focus on a “challenger mentality” by inspiring field sellers to engage early and lead with new insights on how to grow the customers’ business Role modelling BDM engagement with Business Applications sales plays and identifying insights and learnings to make recommendations for scaling motions to broader field and partners Identifying market trends and in-depth customer insights for optimization and development of the Business Applications sales programs and value propositions Continuously find new opportunities to increase our sales teams’ capability and fluency with solution selling and Industry Business value conversations, sharing best practices and contributing to the development of future readiness programs Championing the customer asks, blockers (sales and technical) and escalations to progress deals faster into closure working closely with Business Applications Leadership in Engineering, Marketing, Partners, and Customer Success Contributing to the Time-zone strategic and operational plan reactively or proactively, subject to specific Area and Time-zone needs

Solution area strategy and growth (~30% of the role) will be focused on:

Driving programmatically selected motions and/or strategic focus areas in partnership with the corporate and field stakeholders for positive business impact in the chosen Areas (this will involve initiatives in Compete and other Strategic 100 Programs and sales motion in Future Growth like Finance and Supply Chain, Viva Sales, and Dynamic Copilots) Contributing to solution area future growth planning regarding sales motions and value proposition design (including new SKUs) with strong Time-zone point of view with consolidated feedback, learnings, and insights Leading best practice sharing across Areas, Time-zones, and communities to multiply the business impact in selected solutions or motions Influencing stakeholders to keep Business Applications Solution Area high in the senior leadership agenda in the Time-zone and Areas, supporting executive customer conversation by showcasing relevant solutions/sales plays and therefore gaining mindshare Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect

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