Digital Specialist People Manager, Business Process - DACH

• Demonstrated experience in the Business Process software market, including CRM, ERP, or related business applications solutions.
• Proven understanding of how Artificial Intelligence is transforming the Business Process landscape, including evolving customer expectations for AI-powered agents and agentic business solutions.
• Experience with Microsoft Dynamics 365 solutions.
• Experience leading teams focused on Business Applications, Digital Transformation, or Artificial Intelligence-driven business process innovation.
• Knowledge of emerging AI capabilities, agentic solutions, and their application across front-office and back-office business processes.
• Experience managing complex enterprise sales cycles, transformation engagements, or strategic business application deployments.

• Professional-level German language skills (written and spoken) required to support customers and stakeholders across German-speaking markets.

Do you enjoy managing on a high-performing, fast-paced sales team? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? If so, we are looking for you!

We are recruiting for a Sales Manager to lead a team of AI Business Process Digital Solution Specialists and Digital Solution Engineers, focussing on helping our customers transform their business through the Dynamics 365 portfolio (Sales, Service, Finance, Operations etc), Power Platform and Copilot Studio.

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team-one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Enterprise sellers and Channel sales teams, we are unlocking the largest customer opportunity, backed by the industry's most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organization-it's a culture of innovation, opportunity, and inclusivity. Here, you'll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.

• Guide strategy development and sales wins through coaching and care, achieving AI Business Process goals.
• Drive transformations, deploy solutions, and create value. Lead teams, develop strategies and ensure execution, partnering for success.
• Foster leading practices, oversee business across regions, meet targets, and engage with corporate leadership.
• Be a thought leader connecting Microsoft solutions to customer impact.
• Lead team through the AI Transformation with domain technical expertise demonstrating solution capabilities.
• You will report into the AI Business Solutions Sales Leader (STU M2), aligning your team's execution with broader SME&C Corporate priorities across both AI Workforce and AI Business Process.
• This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise.

Other important elements to consider.

1. Thought leadership around AI Business Process.

   • Transformation of front and back office applications, and what AI-first, agentic solutions look like in these markets.
   • How AI is changing the Business Applications market for customers and partners, including the use of agents to reduce costs and accelerate time to value in areas such as Enterprise Resource Planning project delivery.

2. Sales management excellence.

   • Drive the necessary rigor around pipeline management and a balanced forecast.
   • Drive sales execution through clear priorities, accountability, and timely action.
   • Provide deal coaching and close strategies for complex sales cycles.

3. Customer-centricity.

   • Demonstrate a consistent focus on customer outcomes and business value in decision-making and execution.
   • Provide executive sponsorship on key deals and customers, establish executive-level customer relationships, and engage C-level decision makers to support team objectives.

4. Partner strategy and sponsorship.

   • Drive adoption of scalable and innovative partner-led approaches to accelerate business outcomes.
   • Demonstrate accountability for executing the partner strategy through collaboration with partner teams, go-to-market teams, and the broader virtual team to achieve desired partner outcomes.

5. Culture and team engagement.

   • Contribute to a team environment with clear objectives, shared purpose, and alignment to business priorities.
   • Monitor team engagement and implement actions that support employee performance, development, and business outcomes.
   • Foster an environment that encourages constructive feedback, collaboration, and the sharing of ideas.
   • Lead and contribute to initiatives across teams that improve organizational effectiveness and business results.

6. Building high-performing teams.

   • Continuously assess team capabilities and implement development plans that prepare the team for evolving business priorities.
   • Make hiring decisions based on demonstrated skills, performance, and long-term potential to strengthen overall team capability.
   • Drive both performance management and career development practices to support business needs and workforce planning.

• Coach team in modern sales and communications tools and techniques to effectively engage, sell to, and manage Microsoft customers using sales, data, and marketing systems and platforms to deliver a connected customer engagement experience and drive customer satisfaction.

• Hold team accountable to meet operational standards and rigor to maintain reporting accuracy for key center metrics, including response rates, prospecting activity tracking, pipeline, conversion, velocity, and accuracy. Encourage adoption of program processes, procedures, and tools to provide accurate on-time reporting that maximizes attainment of strategic goals and delivers business insights, trends, and analysis.

• Share leading practices, learnings, and customer insights with stakeholder groups to elevate team capabilities, and invest in seller and manager development and skilling to drive change based on insights.

• Coach your team to collaborate with and leverage internal and external stakeholders to develop customer and partner relationships that build, expand, and effectively progress opportunities and pipeline through the sales cycle within assigned territory. Facilitate and lead internal communication with the account team and senior-level leadership to secure support and remove barriers to success.

• Lead your team through organizational and market changes by aligning priorities, communicating expectations, and maintaining focus on customer and business outcomes as market conditions evolve in a digitally enabled environment.