Global Black Belt Specialist (GBB) – AI Business Process

Microsoft is a company where passionate innovators come to collaborate, envision what can be, and take their careers to levels they can’t achieve anywhere else. This is a world of more possibilities, more innovation, more openness, and sky’s-the-limit thinking – a cloud-enabled world.

At Microsoft we have unique capabilities to meet the needs of individuals and organizations. We care deeply about taking our ideals and vision around the globe, and to make a difference in peoples’ lives and organizations in all corners of the world. Our mission is to empower every person and every organization on the planet.

As a D365 Global Black Belt Specialist (GBB Specialist) you will be a senior solution sales leader working with our most important Strategic customers across EMEA to drive new cloud business. You will lead a virtual team of technical, business value, partner and consulting resources to generate pipeline, progress sales pursuits and achieve/exceed revenue targets for AI Business Process 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 our 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.

These individuals will have deep tech competency and understanding of D365 product portfolio including Customer Experience, Sales and Customer Service (incl CcaaS), Field Service, F&O.

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: By partnering closely with Engineering to bring new features and product to market GBBs play a key role in field enablement. As the team learns what is and isn’t working – both in incubation motions and mainstream, GBBs “ready others” by sharing best practices, coaching on solution positioning, and actively participating in skilling and readiness events. Their enablement capability extends to GPS and partner co-sell motions, where they help drive joint success with ISVs and SIs.
• Bringing Intensity for Complex Engagements: GBBs are the “tip of the spear” for Microsoft’s most advanced technologies They shape customer strategy, drive product feedback, influence adoption, and serve as trusted technical advisors to customers and partners at the deepest solution and technical levels.
• Advising the C-Suite: GBBs quickly build trust with the C-Suite, such as CEOs , CFO, COO, etc. Through strategic conversations and relationship management, they help these leaders align technology solutions with business priorities, ensuring robust governance and innovation at scale.
• Directly driving the largest and most significant AI BP opportunities in Strategic accounts and scale across the broader market through v-teams and communities.
• Discover, assess, evaluate, and challenge strategic customer objectives, translating them into digital transformation opportunities.
• Address key change scenarios with quantifiable business value outcomes and justification.
• Create compelling business value, outcome backed proposals, together with business value team. Help negotiate commercial agreements to successful 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 demo to customers.
• Supporting incubation to mainstream for selected sales motions, providing feedback to PG and maintaining the constant loop.
• Enable field sellers on best practices for discovery, driving business value and market compete.
• Advising the C-Suite.

What skills do you need to have?

There will be many opportunities for you 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 business environments for Fortune 500+ organizations
• Extensive experience as industry thought leader with deep tech knowledge of ERP / CRM / Low Code platforms, L200/300 AND proven track-record of effectively conveying the value and unique selling proposition of cross-Microsoft / cross platform solutions to senior business stakeholders (D365, Power Platform, Office 365, Azure, Artificial Intelligence, Machine Learning, ISVs)
• Senior level pursuit leadership with a strong track record of new business development, territory building and quota performance, paired with proven ability of leading, partnering and orchestrating with virtual teams of experts, SMEs composed of industry, engineering, solution, technical, licensing and legal team members
• Experience working with Manufacturing, Utilities or Logistics industry AND the ability and willingness to travel 25% to 50% (domestic and international) to attend client meetings, conferences, seminars, and industry events.

Additional or Preferred Qualifications

• Bachelor’s Degree or equivalent work experience required – MBA preferred
• Deep understanding of competitors and related ecosystem
• Assessing strategic customer objectives, digital transformation opportunity discovery, key improvement scenarios, and ability to measure and present incremental and new economic value
• Disciplined operator with demonstrated accuracy in forecasting business and maintaining forecast hygiene
• Certification and/or deep experience in business value selling
• Ability to optimize the sales process by bringing the right resources to the table and coaching on the role of each player
• Strong autonomy & time management skills – able to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment.
• German language skills (Level B2+) are a plus.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

In line with our Flexible Work approach, for roles at Microsoft Germany, Austria, and Switzerland, we recommend spending at least two days per week in the office or at the customer site. The specific days to work from the office or at the customer will be defined in agreement between the employee and their manager.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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