The Director of ERP Sales within the US Public Sector Dynamics Team has the opportunity to lead Microsoft’s Enterprise Sales business in the US Public Sector. This assignment is particularly exciting given the Dynamics AX ERP Solution built for public sector and cited by Gartner as a Tier 1 Solution. This position plays a key role in landing sales results across the United States in four verticals; State and Local Government, Federal Government, Healthcare, and Education.
Specific objectives include:
Work closely with team’s sales and technical specialists to support winning business in strategic K-12 and Higher Education, State & Local, Federal, some Systems Integrators, and mid-market Healthcare accounts achieving or exceeding an annual US quota.
Manage a current staff of four (4) ERP Solution Sales Professionals, and three (3) ERP Technical Specialists. Provide leadership to other v-team members supporting the team yet reporting into other organizations, i.e., PS Partner Recruit Manager, PS IMDM, PS AX Architect, PS PSE, PS Marketing Manager.
Lead industry and media relations in partnership with the Public Sector Industry Market Development Manager to ensure awareness of Dynamics-based solutions and partners in the Public Sector space.
Lead short and long-term sales and marketing to drive increased sales, YoY growth, market share and thought leadership in the ERP business applications area in the US Public Sector.
Provide leadership by driving partner alignment and accountability to USPS Dynamics business goals while maintaining a strong, connected, satisfied and profitable partner community.
Have an operational knowledge of the ERP partner community, how they operate, how they maintain profitability, how they work with other partners, how they maintain technical competency and be able to communicate this knowledge to current and new team members. Additionally understand how partners are trained and developed to include competency with new version releases, product demo skills, solution selling and domain or vertical expertise required to close a deal.
Partner closely with US Public Sector Segment leads (Education, Federal, State & Local, and Healthcare) as well as other support teams (National Dynamics Team, CRM and ERP Product Teams, Marketing, Partner and Innovation Teams, and Business Desk) to foster a “One Microsoft” approach to our business challenges and execution in the field.
Identify new workloads in a cloud-first, mobile-first world that can be supported through Dynamics AX.
Develop strategic relationships with key US Public Sector customers, governments, partners and industry organizations as appropriate.
Requirements include:
Business management - Proven skills and experience delivering on short term objectives while managing strategy for long term growth.
People management experience - Proven skills and experience leading a strong, experienced sales team of technical and functional resources.
Ability to Attract and Retain Top Talent - The team will continue to grow. In this role it is very important to foster a culture where top talent will thrive and be recognized for strong performance.
Consultative selling experience - Proven success with enterprise and government customers, working knowledge of solution-selling strategies and tactics and business value selling.
Sales teamwork - High degree of collaboration with multiple Microsoft sales resources, as well as Microsoft Partners will be required for success.
Strong presentation and communication skills are a must.
A passion for technology and innovation, including a solid understanding of the competitive landscape.
Public Sector sales experience - Must have deep experience selling to Federal, State & Local Government, Education and Healthcare customers.
Key Competencies:
People Leadership
Executive Maturity
Holding Others Accountable
Impact and Influence
Organization Leadership
Cross-Boundary Collaboration
Organizational Agility
Business Leadership
Create Business Value
Customer Commitment and Foresight
Deep Insight
Thought Leadership
World-class expertise and capability in a segment, technology, business or function
The ideal candidate will have a BS/BA degree or equivalent work experience in a technology sales environment combined with 7-10+ years relevant sales, experience working with large enterprise, complex account environments, preferably in the public sector. Drive for results, passion for customers, strategic thinking and thought leadership combined with flexibility, agility, and ability to thrive in a fast-paced environment is critical to success. Given the overlay nature of the team and the comprehensive scope of responsibilities, outstanding interpersonal skills are an absolute must.
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