Dynamics ERP SSP

Job Category: Sales
Location: Boston, MA, US
Job ID: 822347-101140
Division: Sales

ERP Solution Sales Specialist (SSP)

The ERP Solution Sales Specialist (SSP) will be a senior sales executive who possesses excellent organizational, communication and proven selling skills in business applications and solutions. The successful candidate will have 10 plus years of solution selling experience, a command of complex sales processes, and experience presenting value propositions to C-level executives. The successful candidate will have an understanding of ERP transformation, organizational change as well as the ERP value proposition (ROI). This role will cover the Northeast Territory including Boston and New York

As the primary coordinator of the sales process related to business solution sales activities, the SSP is responsible for initiating the sales effort, managing virtual sales team activities, securing and supporting executive communication, developing the appropriate technical, business process, business value messaging, and securing each sale with the appropriate contracts and agreements. The primary measure of success for this position is attainment of a Dynamics ERP revenue quota.

Key decisions made by the SSP are focused on the individual sales opportunities and how these opportunities are qualified and executed. Primary decisions include: use of Microsoft human and financial resources to support business solution sales, messaging and processes that will be leveraged in the sales process, and business terms that will apply to a specific opportunity and customer relationship.

In this position the SSP will have regular external communication and maintain professional working relationships with:

- Customers who are interested in understanding and adopting a business solution
- Microsoft partners who can assist with sales and/or solution deployments
- Analysts and consultants who can effectively influence customers & key decision makers

The SSP will need to be able to successfully work in a Matrix organization, as they work with multiple teams within Microsoft to execute the sales process, as well as rely on multiple partners to provide expertise and resources to execute the sales process and ensure successful deployment of Dynamics ERP solutions.

Job Responsibilities:
Drive new customer Dynamics ERP sales in the Northeast territory.
Build and manage a sales pipeline for Dynamics ERP solutions working with Dynamics partners, Microsoft account managers, ATU members and other Dynamics team members.
Manage complex sales processes according to Microsoft Solution Selling Process, including a varied team of both internal and external partner resources. Detailed opportunity qualification and forecasting is required.
Drive deployment of solutions to achieve customer satisfaction and reference accounts/case studies for future sales.
Develop in-depth understanding of Dynamics ERP and related solutions and the value they bring in solving business problems.
Participate in, and contribute to the Solution Specialist community of their peers.

Requirements and Skills/Qualifications:
The ideal candidate will have 8 + years of direct enterprise selling experience in ERP or LOB applications. In addition, this role requires strong professional communication ability - both written and oral. To effectively execute the business solutions sales process, this individual is required to have a history of successful sales performance, understand sales methodologies, pipeline and forecast execution, sales management, virtual sales coordination and negotiation.

Additional Information:
BA/BS or equivalent work experience required, 20-40% travel is required.
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