Senior Account Manager - Microsoft Business Applications

About the role

The Senior Account Manager drives new business and grows strategic accounts through Microsoft business applications and AI solutions. The role is consultative and requires strong business acumen, Microsoft solution knowledge and experience managing complex enterprise sales cycles. It centres on understanding customer business processes, spotting transformation opportunities and positioning Dynamics 365 ERP/CRM, Power Platform, Copilot Studio and related solutions.

Key responsibilities

• Manage and grow strategic customer accounts while developing new business.
• Build and maintain a strong sales pipeline across Dynamics 365, ERP, CRM, Power Platform and AI solutions.
• Conduct business discovery to understand customer processes, pain points and transformation needs.
• Position Dynamics 365 Finance, Supply Chain, Business Central, Sales, Customer Service and related solutions.
• Identify opportunities for Power Apps, Power Automate, Power BI and Copilot Studio to digitise and automate processes.
• Engage with CFOs, CIOs, IT, Finance, Sales, Operations and other stakeholders.
• Work with presales and solution architects on discovery, demos, solution design, scope, licensing and implementation estimates.
• Lead proposals, RFP/RFQ responses, commercial negotiations and contract discussions.
• Identify cross-sell and upsell opportunities and collaborate with Microsoft teams on account planning and go-to-market activities.
• Maintain CRM pipeline, forecasts, opportunity stages, next steps and revenue targets, and support customers through sales, implementation, renewal and growth.
• Mentor junior sales and account management team members when required.

Required profile

• 5+ years of experience in enterprise technology sales, ERP/CRM sales or account management.
• Proven track record of achieving sales targets and developing new business.
• Strong presentation, communication, negotiation and relationship-management skills.
• Ability to turn business requirements into technology solutions and commercial opportunities.

Required skills

• Strong understanding of ERP, CRM, business processes, digital transformation and automation.
• Experience with Microsoft Dynamics 365 and Power Platform highly preferred; good understanding of Dynamics 365 Finance, Supply Chain, Business Central, Sales/CRM, Power Apps, Power Automate, Power BI and Copilot Studio.
• Experience managing complex sales cycles, proposals, negotiations and enterprise stakeholders.
• Dynamics 365, Power Platform, Azure or AI-related certifications are an advantage.