In order to fulfill our ambition to growth Dynamics AX business, we will need to accelerate growth for MS Dynamics AX in the EPG, PS and Corporate Account Management (CAM) space. MBS has made a strategic decision to win in the market by focusing on the enterprise segments. The segments, EPG, PS and SMSP CV offer major opportunity to drive the growth of Dynamics AX by fully leveraging their sales motions and capacity. The MEA Lead is the role responsible for driving a clear execution of the Business Group strategy for Dynamics AX in the field both in MBS and in the Segments.
1. Ensure that the business strategy and sales/marketing tools for Dynamics AX are being adopted and driven with the region. Specific responsibilities include driving AX business planning discussions with regions/subsidiaries, ensuring that strong alignment with industry and segment teams is occurring, driving/promoting best practices across the region, and monitoring key business metrics in the region such as revenue, user adds, customer adds, and pipeline generation.
2. Provide clear feedback to the Redmond PMG regarding key business issues, opportunities, and challenges within the region. Specific responsibilities include providing feedback on product strategy and features, S+S strategy, pricing and packaging, field alignment, and partner ecosystem issues.
3. Act as a senior representative of the worldwide Dynamics AX Product Management group with the region. Specific responsibilities include attending/driving key internal business planning sessions, delivering presentations at industry events, meeting with key prospects, and meeting with key partners.
Strategy & Decision-Making:
The MEA Lead is an execution based role at TZ and focused on driving the growth of AX in the Enterprise segments. The role will be a key contributor to the BG strategy.
The MEA role is a new role that will support AX growth in the in the enterprise. The role brings in deep Business application and AX product experience. The role is designed to lead the AX growth plan for the TZ. The ERP Lead is the key role that will enable stronger segment integration with EPG and SMSP.
Landing AX Business strategy in the Field
Ensures there are as clear AX growth plans driven by the Area.
Works closely with the TZ STU and PTU lead to ensure clear sales and Partner execution to support AX growth plans.
Works closely with Segment Leaders to drive the integration of AX into enterprise sales motions
Coaches the field in developing a strong sales and Partner capability on AX
Supports the TZ STU Lead on assessing major AX opportunities
Supports EBC requirements with deep AX product expertise
Leads all regional events in providing AX expertise
Works closely with the PMG Leads in executing AX strategic opportunities
Acts an extension of the ERP PMG team in the TZ
Communicates the AX strategy
Reviews field plans and provides input to maximises effectiveness
Coaches the field on AX growth and Best Practise
Provides regular feedback to Corp on PMG initiatives
Develop Partnership with EPG and MCS community
Works with the EPG and PS AM’s and IMDM’s in ensuring they are able to leverage AX opportunities in the market.
Ensures the segments are fully aware of all Dynamics tools and sales assets
Engages MCS into AX execution plans
The ERP Lead leverages the EPG/PS Partner landscape and how they enable the AX Industry solutions
Subject Matter Expertise:
Experience in the ERP industry in sales, marketing, or consulting, either within Microsoft and/or other companies
Experience in the Dynamics field community as a Dynamics Lead, Marketing Lead, Partner Lead, Sales Lead, or other role, with a reputation within the region/subsidiary for solid strategy and implementation skills
Strong knowledge of the Microsoft Dynamics AX product, as well as general knowledge of key trends and competing products in the industry
Deep knowledge of Microsoft field management and planning processes and tools
Strong negotiation and influence skills
Bachelor’s degree in computer science, marketing, economics, or related discipline; MBA or equivalent preferred.
Strong sales aptitude with the ability to lead in-depth technology discussions, articulating the business value of a technology solution.
Experience in an environment where customer contacts and knowledge are leveraged to listen proactively for up-sell/cross-sell opportunities.
Deep technical skills with the ability to translate the feature and function set into customer solutions and win against the competition.
Ability to work proactively within assigned opportunities to drive opportunities to close, with an understanding of the implications of cost of sale.
Ability to develop strong, strategic partners engaged in immediate and long-term opportunities and committed to Microsoft Dynamics solutions.
Is a resourceful problem-solver, leveraging internal and partner resources in assigned opportunities where and when needed to do what’s right for the customer.
200-300 Level knowledge of Microsoft Dynamics AX and it’s capabilities for a specific industry (Retail, Distribution, Manufacturing, Professional services or Public Sector)
100-200 Level knowledge depending on the Industry of SQL-Server, SQL-Server-BI, SharePoint, Project Server
100 Level knowledge in other Microsoft products, such as Exchange, MMS, ISA, BizTalk, and EAI
Competitor/ Partner Products
300 Level knowledge of ERP and CRM solutions provided by Oracle and SAP and by Local/Regional competitors
200 level understanding of Vertical ISV solutions ( GISV’s) that are built in AX runtime / UI
200 Level knowledge of the business value of partner solutions, their competitive value propositions and their implementation models, including Local/Regional partners
The candidate has the combination of deep Industry and ERP Business application experience and expertise. This is a senior individual with minimum 10 years Business and IT experience gained in a large enterprise or major solutions provider. The candidate is very experienced drive to deep dives with customers around their business issues and how ERP Industry solutions can meet those requirements. The candidate is very confident in speaking to large audiences and able to present both Business issues and conduct key solution demo’s with specific scenarios supporting their theme.
The candidate will be highly respected by Customers and Partners for their depth knowledge of the Dynamics AX strategy, Product capability and roadmap.