Solution Sales Professional (Dynamics ERP)

Solution Sales Professional (Dynamics ERP)
ATNA Technologies
The Solution Sales Professional (SSP) Dynamics ERP is responsible to qualify, accelerate and close Dynamics ERP deals where direct MS involvement in the sales cycle is required by the Partner and/or Customer. They help to increase our ability to win the deal through their direct engagement. They are "sales experts" and drive the sales cycle forward at all stages through their deep understanding of value-based solution selling to the Business Decision Maker. This helps increase our win rate and also add net new deals to the pipeline. For the ERP SSP a critical function is to build tight segment alignment with account teams and to work closely with our partner community to ensure they are uncovering ERP opportunities.
The SSP Dynamics ERP role adds value by:
? Adds value to customers by understanding the pains and opportunities to be addressed within their specific business and linking Dynamics ERP solutions to solving their business pains.
? Adds value to partners through their high level of sales acumen, connection to the Account Team Units, and the ability to skillfully manage a complex sales cycle. They are an added resource on a deal, assisting partners particularly when a customer demands direct MS involvement.
? They also add value by their ability to uncover opportunities in larger accounts where partners may not be able to gain access to customers, and in this way they help drive net new opportunities to the pipeline.
The Solution Sales Dynamics ERP role is unique in that you:
? Have in-depth knowledge of the challenges that Line of Business decision-makers (VPs of Finance, Sales, Operations, HR, Marketing, etc.) face. You also understand the business applications they typically use and the challenges they face with these applications.
? Focus on sales excellence and have an ability to skillfully manage a business applications sale to a business executive.
? Have an ability to leverage a core set of partners and their Dynamics ERP add-ons and/or implementation expertise into a business value solution for specific customers.
? Have knowledge of selected industry value chains, how Dynamics ERP solutions solve business problems specific to that value chain, other MS customers in the same industry with similar business problems, and the core set of partners for that industry.
? The need for integration and tight connect to the account teams as a way to uncover ERP opportunities within the MS managed account list.
Key responsibilities include:
? Perform market analysis to determine which industries have a strong presence in the region, and to understand the potential customer base for Dynamics ERP solutions.
? Attend Account / Territory planning sessions. Define accounts have potential to purchase Dynamics solutions.
? Map partner industry/vertical solutions to define what partner solutions are available to support their market opportunity.
? Following the "Dynamics Depth Sales Process" to ensure deals meet the accepted "exit criteria" before advancing them to the next stage of the sales cycle.
? Ensure deals are properly entered and maintained in the Microsoft CRM tool.
? Develop a 3x pipeline to support quota attainment.
? Achieve quarterly and yearly depth sales targets.
? Manage deals with sales excellence, adhering strictly to the sales stage exit criteria, and making full use of the sales tools, and resources available from MS and Partners.
? Pull together an effective v-team and provide leadership throughout sales engagement.
? Complete Opportunity Plans with Partners on top deals and orchestrate regular "opportunity reviews" with extended sales team to refine sales and competitive strategy.
? Build strong executive level and business relationships within accounts.
? Work with customers on both formal and informal reference relationships and plans.
? 8-10 years of experience in solution sales of business applications specifically having sold ERP solutions (especially in highly complex environments)
? Excellent knowledge about value propositions of competitive solutions
? Good partner network
? Has experience and knowledge of key competitors including SAP, Oracle, BAAN, JDEdwards and others in the Enterprise space.
? Proven ability to develop and present visions, strategies and value propositions for migrating to new business solutions - especially to a business decision maker
? Excellent presentation and communication skills also on senior management level
? Great contributor for developing account strategies
? Trained in advanced solution selling processes (eg. Miller Heiman, Spin, MSSP, Negotiation Skills training, etc.)
? Fluent English
Information Technology
Bangalore Dickenson;Coimbatore
Below 35
3 to 4 Year
As per industry standards