Dynamics Pipeline Optimization Specialist

For Gurgaon based leading BPO:

 

Role Type : Individual Contributor

Overview of Role:

The purpose of this role is to maximize Client generated Dynamics sales opportunities and revenue for Client and its partners, whilst increasing Partner and Customer satisfaction.

This is driven through the following key activities;

•              Take ownership of all Partner engaged inbound/outbound opportunities from the Inside Sales Specialists.

•              2 step tracking the Opportunity by engaging directly with the PAM , Partner and Prospect

o   Proof of concept has been established (i.e. 40% in Siebel).

o   Engaging with partner / TPTS / PAM till closure ( 100% in Siebel )

•              Dynamics Pipeline Exception management

•              Win/Loss/Disengaged analysis of Client generated Dynamics Sales Opportunities.

•              Managing data quality of opportunities, accounts & contacts in the appropriate systems.

               

This role will require a high level of expertise to be able to consult on high level strategy, IT strategy and complex solutions selling whilst driving the penetration of licensing, deployment and support contracts.

 

Objective Criteria:

1.       Increase Revenue and ERP/CRM revenues from New customers   by fully optimising opportunities generated through Marketing activities.

2.       Ensure a positive CPE experience for all customer calls.

 

Key Responsibilities:

·         To work with the Prospect to ensure the relevant Client Partner is engaged who can help the Prospect evaluate, purchase and implement the appropriate solution.

·         If there is a Customer Partner Experience (CPE) issue, the team member must endeavour to do all they can to resolve it by working with their Team Leader and Manager, to help the customer and identify the best possible outcome for them and Client.

·         Develop well qualified sales opportunities by working with Prospects and PAM / Partners

·         Increase Dynamics revenue  as a direct result of personal activities

·         Work as part of a virtual team encompassing the Customer and Partner Tele-Business Group (CPT) and the Dynamics community

·         Act as the Dynamics escalation point for the group, assist with their dynamics enquiries

·         Deliver Dynamics related messaging to customers as appropriate

·         Internal selling: evangelise Dynamics capabilities into the CPT sales teams

·         Build relationships and rapport with Prospects/Customers and develop an understanding of the Prospect/customer’s business to establish credibility

·         Organise and plan day effectively to achieve established goals and objectives

·         Probe and explore customer’s opportunities and challenges through effective questioning and active listening; establish needs; propose relevant Client solutions or licensing options to generate interest and creates a solid value proposition

·         Track opportunities through the sales pipeline 

·         Maintain the accuracy and clarity of data entered in the Client Siebel  system

·         Ensure that product, licensing and IT Industry knowledge is up to date and maintain an in depth understanding of the Client business and its core goals. Take responsibility for learning.

Competencies:

·         Creates Winning Relationships

·         Resilience

·         Continuous Improvement

·         Professionalism

Experience Required:

Essential:

·         Great Communication Skills – Articulate and clear.  Ability to have a free flow conversation with to cover all objectives of call.  Skilled enough to maintain a conversation

·         Believes they can succeed.  Confident and Outgoing – Needs to actively participate in meetings, discussions training, etc.

·         Enjoys Problem Solving on a transaction basis

·         Persistence – Needs to be able to keep going regardless

·         Active listener

·         Fearless of rejection

·         Attitude – Positive, Can Do Individual, Self Motivated and Tenacious.  Will to succeed.  Holds both personal and career goals.  Wants to improve.

·         IT industry experience.

·         Understanding of Client products and solutions

·         Commercial Skills – Understanding how a business works.  Decision Makers, Key Influencers. Who influences who?  Understands how a business works

·         Good Organisational Skills – Accurately update Siebel to manage account opportunities.  Capture relevant data to drive knowledge about customer.  Be the guardians of contact data quality Analytical Skills

·         Understanding of the Sales Process

·         Understanding of MS Sales, Siebel  etc.

·         At least 2 year’s sales Experience – Field or Telesales experience around Business Apps.  Understands Business Value