Global Black Belt Specialist (GBB) - AI Business Process
Microsoft is seeking a Global Black Belt Specialist (GBB) for AI Business Process (AI BP). The GBB is a senior solution sales leader working with strategic customers across EMEA to drive new cloud business in AI Business Process. You will lead a virtual team of technical, business value, partner and consulting resources to generate pipeline, progress sales pursuits and achieve/reach revenue targets for AI BP in EMEA. You will help drive the market, identify opportunities, shape value early in sales cycles and help the Field sales team differentiate against the competition to grow market share year on year.
The purpose of this role
The reinvention of business process represents a bold bet for Microsoft to accelerate growth in commercial cloud services. The AI BP mission is to help customers digitally transform their businesses, drive new sources of revenue, create engaging ways to serve their customers and transform the way in which their business runs to drive new levels of profitability.
The D365 Global Black Belt Specialist (GBB Specialist) is a senior and accomplished solution sales leader with a proven track record of driving complex digital transformation in Fortune 500 and key enterprise accounts that have the highest potential and strategic value. This person is a senior industry, business process and functional/technical expert who engages, coaches and accelerates the Field sales team to maximize performance. They will have deep tech competency and understanding of D365 product portfolio including Customer Experience, Sales and Customer Service (incl CcaaS), Field Service, F&O.
Skills
Along with winning key pursuits, the GBB Specialist helps harness knowledge, skills and learning for continuous feedback and business improvement, focusing on few areas:
* Graduating Incubation to Mainstream: Partnering with Engineering to bring new features and products to market. GBBs enable field readiness by sharing best practices, coaching on solution positioning, and participating in skilling and readiness events. Enablement extends to GPS and partner co-sell motions, driving joint success with ISVs and SIs.
* Bringing Intensity for Complex Engagements: GBBs are the lead for Microsoft’s most advanced technologies, shaping customer strategy, driving product feedback, influencing adoption, and serving as trusted technical advisors to customers and partners at deep solution and technical levels.
* Advising the C-Suite: GBBs quickly build trust with executives, such as CEOs, CFOs, COOs, etc., guiding strategic conversations and ensuring governance and innovation at scale.
Responsibilities
* Directly drive the largest AI BP opportunities in strategic accounts and scale across the broader market through virtual teams and communities.
* Discover, assess, and translate strategic customer objectives into digital transformation opportunities.
* Address key change scenarios with quantifiable business value outcomes and justification.
* Create compelling business value-based proposals with the business value team and help negotiate commercial agreements to close.
* Develops Solution Sales Strategy mapping win themes to business value for AI BP.
* Leverage experience from large geographic territories, industry scenarios and ISV market to support Field Sales Team execution.
* Deliver product demos to customers.
* Support incubation to mainstream for selected sales motions, providing feedback to Product Groups and maintaining a constant feedback loop.
* Enable field sellers on best practices for discovery, driving business value and market competitiveness.
* Advise the C-Suite on technology value and governance.
Qualifications
What skills do you need to have?
There are opportunities to learn and grow into this role and Microsoft.
Required / Minimum Qualifications
* Several years of experience developing and leading account strategy and opportunity execution plans in complex environments for Fortune 500+ organizations.
* Extensive experience as an industry thought leader with deep tech knowledge of ERP/CRM/Low Code platforms (L200/300) and proven ability to convey the value and unique selling proposition of cross-Microsoft / cross-platform solutions to senior business stakeholders (D365, Power Platform, Office 365, Azure, AI, ML, ISVs).
* Senior-level pursuit leadership with a track record of new business development, territory building and quota performance, plus ability to lead and orchestrate virtual teams of experts, SMEs, including industry, engineering, solution, technical, licensing and legal members.
* Experience working with Manufacturing, Utilities or Logistics industries and willingness to travel 25% to 50% (domestic and international) for client meetings, conferences, etc.
Additional or Preferred Qualifications
* Bachelor’s Degree or equivalent work experience; MBA preferred.
* Deep understanding of competitors and the related ecosystem.
* Ability to assess strategic customer objectives, discover digital transformation opportunities, identify key improvement scenarios, and measure/incremental economic value.
* Disciplined operator with forecast accuracy and hygiene.
* Certification and/or deep experience in business value selling.
* Ability to optimize the sales process by coordinating the right resources and coaching on roles.
* Strong autonomy and time management skills; able to manage multiple priorities in a fast-paced, collaborative environment.
* German language skills (Level B2+) are a plus.
Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
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