Microsoft Dynamics 365 Sales Manager

Role purpose: Identify, qualify, and progress new business opportunities for Microsoft Dynamics 365 solutions within legal services, education, and healthcare markets, generating qualified leads and supporting the sales cycle through to signed agreements in collaboration with our internal marketing, sales and technical teams.

Key Tasks & Responsibilities

Lead generation & prospecting: Source new opportunities via your network, outbound outreach, events/webinars, LinkedIn, partner channels, and market research.
Ideal Customer Profile (ICP) targeting: Focus on legal services, education, and healthcare organisations that align to agreed ICP criteria (size, geography, current systems, buying triggers).
Discovery & qualification: Run initial discovery calls to understand business objectives, pain points, current platforms, timeline, budget range, and stakeholders; qualify using agreed criteria (e.g., BANT/MEDDICC-style).
Stakeholder mapping: Identify decision makers, influencers, procurement, and technical contacts; maintain an engagement plan to progress the opportunity.
Solution positioning: Articulate the value of Microsoft Dynamics 365 (CRM/Customer Service/Sales/Marketing/Field Service and related Power Platform capabilities) in industry-relevant terms.
Appointment setting & handover: Book qualified meetings for internal sales/solution specialists; provide a complete handover pack (account background, needs, stakeholders, qualification notes, next steps).
Pipeline progression support: Stay engaged through the sales cycle—support follow-ups, coordinate stakeholders, and help remove blockers to keep momentum.
Pre-sales coordination: Coordinate demonstrations, workshops, and scoping sessions with internal resources; ensure the prospect is prepared and the agenda is outcome-focused.
Basic requirements capture: Capture high-level functional requirements and success measures; contribute to initial solution fit assessment (without delivering detailed technical design).
Commercial awareness: Support development of deal scope and commercial assumptions by sharing prospect context and services expectations; assist with proposal/Q&A coordination as needed.
CRM administration: Maintain accurate, timely updates in Dynamics 365 CRM (leads, contacts, accounts, activities, notes, stage, forecast, and next actions).
Reporting: Provide weekly activity and pipeline reporting, including lead sources, conversion rates, and expected close dates.
Compliance & confidentiality: Handle prospect and customer information responsibly; comply with applicable privacy, anti-bribery, and ethical selling requirements.
Continuous improvement: Share market feedback (competitors, pricing expectations, objections, feature requests) to improve messaging and go-to-market approach.

Expected Outputs

A consistent flow of qualified leads aligned to agreed criteria.
Completed discovery/qualification notes and stakeholder maps for each progressed opportunity.
Booked and attended introductory meetings with internal sales/technical teams as required.
Up-to-date CRM records and weekly activity/pipeline reporting.