Solution Area Specialist - Business Applications / Dynamics

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The role of an STU Dynamics Sales Specialist involves several key responsibilities and objectives. Primarily, this specialist is responsible for advancing the sales process and driving customer satisfaction within the Dynamics 365 product area. They work closely with the Account Team Unit (ATU) to secure business and technical decisions, moving customers from qualified to committed stages. This involves executing mainstream Solution Plays, utilizing end customer investment funds (ECIFs), and collaborating with partners to ensure deployment and consumption in later stages.

Additionally, the STU Dynamics Sales Specialist is tasked with building relationships with executives, focusing on upselling customers to higher levels of licensing, and ensuring that customers choose Microsoft's cybersecurity and compliance technology.

They also play a crucial role in facilitating a successful transition to the Customer Success Unit (CSU) once an opportunity or milestone is committed.

To be considered for the role of an STU Dynamics Sales Specialist, candidates typically need to meet several qualifications and have relevant experience. Here are the key qualifications and experience requirements:

1. Educational Background: A bachelor's degree in a relevant field such as business, marketing, or a related discipline is often required. Advanced degrees like an MBA can be advantageous.

2. Professional Experience: Candidates should have 7+ years of experience in sales, particularly in the technology or software industry. Experience with Dynamics 365 or other CRM/ERP systems is highly valued.

3. Technical Knowledge: A strong understanding of Dynamics 365 and its various modules is essential. This includes knowledge of how these solutions can be applied to meet business needs and drive customer success.

4. Sales Skills: Proven sales skills, including the ability to build relationships with executives, upsell customers, and drive the sales process from qualification to commitment, are crucial.

5. Collaboration and Teamwork: The role requires collaboration with various teams, including the Account Team Unit (ATU), Customer Success Unit (CSU), and partners. Strong teamwork and communication skills are necessary to ensure successful transitions and customer satisfaction.

6. Customer Focus: A customer-centric approach is vital. The specialist must be able to understand customer needs, provide tailored solutions, and ensure that customers are satisfied with their Dynamics 365 implementation.

7. Problem-Solving Abilities: The ability to identify and address customer challenges, provide innovative solutions, and drive customer success is important.

8. Certifications: Relevant certifications in Dynamics 365 or other Microsoft technologies can be beneficial and demonstrate a candidate's expertise and commitment to the field.
   
   

The responsibilities of an STU Dynamics Sales Specialist are quite comprehensive and revolve around advancing the sales process and driving customer satisfaction within the Dynamics 365 product area. Here are some key responsibilities:

1. Securing Business and Technical Decisions: Once the Account Team Unit (ATU) has qualified an opportunity, the STU Dynamics Sales Specialist is responsible for securing the business and technical decisions and moving the customer from the qualified to committed stage.

2. Executing Solution Plays: They lead in sales stages 2 (Inspire and Design) and 3 (Empower and Achieve), executing mainstream Solution Plays and industry kits, and making use of all offers, end customer investment funds (ECIFs), programs, and resources to drive the customer to commitment.

3. Collaboration with Partners: The specialist involves partners earlier in the sales cycle to ensure the right partners are in place to drive deployment and consumption in later stages.

4. Transition to Customer Success Unit (CSU): Once an opportunity or milestone is committed, they meet with the CSU to facilitate a successful transition and ensure the CSU can move with velocity in later stages.

5. Building Relationships: They focus on building relationships with executives and upselling customers to higher levels of licensing while ensuring that customers choose Microsoft's cybersecurity and compliance technology.

6. Driving Future Growth: The specialist is responsible for driving future growth Solution Plays and opening doors for Global Black Belts (GBBs).

7. Customer Engagement: They are responsible for advancing the sales process, driving customer satisfaction, and ensuring that customers are properly protected post-sale.