Role Overview
The Senior Account Manager is responsible for driving new business and growing strategic accounts through Microsoft business applications and AI solutions. The role focuses on understanding customer business processes, identifying transformation opportunities, and positioning Dynamics 365 ERP/CRM, Power Platform, Copilot Studio, and related Microsoft solutions.
This is a consultative sales role requiring strong business acumen, Microsoft solution knowledge, and experience managing complex enterprise sales cycles.
Key Responsibilities
- Manage and grow strategic customer accounts while developing new business opportunities.
- Build and maintain a strong sales pipeline across Dynamics 365, ERP, CRM, Power Platform, Copilot, and AI solutions.
- Conduct business discovery to understand customer processes, pain points, and transformation requirements.
- 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 digitize and automate business processes.
- Engage with CFOs, CIOs, IT, Finance, Sales, Operations, and other business stakeholders.
- Work closely with presales and solution architects on discovery, demonstrations, solution design, scope, licensing, and implementation estimates.
- Lead proposals, RFP/RFQ responses, commercial negotiations, and contract discussions.
- Identify cross-sell and upsell opportunities across existing customers.
- Collaborate with Microsoft teams on account planning, workshops, joint opportunities, and go-to-market activities.
- Maintain accurate CRM pipeline, forecasts, opportunity stages, next steps, and revenue targets.
- Support customer relationships throughout the sales, implementation, renewal, and account-growth lifecycle.
- Mentor junior sales/account management team members when required.
Requirements
- 5+ years of experience in enterprise technology sales, ERP/CRM sales, or account management.
- Strong understanding of ERP, CRM, business processes, digital transformation, and automation.
- Experience with Microsoft Dynamics 365 and Power Platform is highly preferred.
- Good understanding of Dynamics 365 Finance, Supply Chain, Business Central, Sales/CRM, Power Apps, Power Automate, Power BI, and Copilot Studio.
- Ability to translate business requirements into technology solutions and commercial opportunities.
- Proven experience managing complex sales cycles, proposals, negotiations, and enterprise stakeholders.
- Strong presentation, communication, negotiation, and relationship-management skills.
- Track record of achieving sales targets and developing new business.
- Microsoft Dynamics 365, Power Platform, Azure, or AI-related certifications are an advantage.
Ideal Profile
A commercially driven Microsoft Business Applications solution seller who understands business processes and can connect customer challenges with Dynamics 365, Power Platform, Copilot Studio, and AI, turning transformation requirements into qualified opportunities and revenue growth.
