Business Development Lead– Business Applications

About the Role
The Business Development Lead – Business Applications supports the execution of the assigned Business Applications portfolio (Microsoft Dynamics 365 and Power Platform) by translating defined strategies into disciplined sales, pipeline, partner, and customer-facing activities. This role supervises and coordinates the presales and BD team on business applications opportunities, provides functional-level guidance on solution scoping, proposals, and demonstrations, and tracks performance while contributing to solution development and deal success.

Key Responsibilities
• Business Execution & Performance Support

• Support the execution of approved business plans and portfolio objectives for Business Applications by tracking revenue, pipeline, and margin-related activities.
• Monitor assigned KPIs (pipeline coverage, opportunity progression, win rates, attach rates) and escalate risks or deviations to the Business Development head.
• Contribute to forecasting inputs, pipeline updates, and periodic performance reports.
• Ensure business activities comply with approved pricing models, partner rules, and internal governance standards.

• Offering Enablement & Solution Support

• Support the rollout and maintenance of approved Business Applications offerings (e.g., Dynamics 365 CRM / ERP and Power Platform solutions) within assigned portfolios.
• Assist in updating service descriptions, value propositions, use cases, and standard collateral for Business Applications.
• Participate in internal enablement sessions to ensure readiness of presales and BD resources on current Business Applications offerings and platform updates.
• Provide structured feedback from customer engagements and sales cycles to support offering improvement initiatives.

• Sales Execution & Pipeline Management

• Actively support opportunity identification, qualification, and progression across Business Applications opportunities (CRM, ERP, workflow automation, and digital transformation).
• Supervise proposal activities, including solution briefs, RFP responses, technical documentation, partner inputs, commercial templates, and internal approvals, reviewing for quality, accuracy, and completeness before submission.
• Support complex opportunities through solution positioning, value articulation, and competitive inputs.
• Enforce disciplined pipeline hygiene in CRM systems and sales tools.
• Track opportunity milestones and ensure timely follow-up, internal alignment, and closure activities.

• Solution Scoping, Demonstration & PoC Oversight

• Guide the presales team in translating customer requirements (business processes, CRM, ERP, and workflow automation) into conceptual solution scope aligned with standard business application frameworks and best practices.
• Review the solution concepts, process flows, architecture diagrams, and use case scenarios prepared by presales for proposals, and escalate feasibility questions to delivery, consulting, or technical leads.
• Plan and coordinate demonstrations and proofs of concept (scope, schedule, environment readiness, and success criteria), supervising their preparation by Presales Solution Professionals rather than building or configuring them directly.
• Ensure customer feedback from PoC sessions is captured in structured summaries and shared with the relevant teams.
• Coordinate with delivery, consulting, and technical teams so that feasibility is validated during the presales stage.

• Partner & Vendor Coordination

• Support day-to-day engagement with assigned partners, vendors (e.g., Microsoft Business Applications), and ecosystem stakeholders.
• Supervise lead registrations, deal approvals, incentive submissions, and partner compliance documentation.
• Track partner performance indicators and support preparation for partner reviews and joint meetings.
• Assist in managing certifications, authorizations, and specialization requirements (e.g., Dynamics 365 and Power Platform) in coordination with the Business Development Lead.

• Customer Engagement & Opportunity Support

• Participate in customer meetings, discovery sessions, workshops, and solution discussions on business applications needs as a contributing team member.
• Support requirement gathering, solution scoping, and clarification activities.
• Maintain professional client relationships and act as a reliable point of contact for ongoing opportunity-related matters.
• Ensure smooth handover of qualified opportunities from presales to delivery or PMO teams.

• Team Coordination & Task Supervision

• Plan, assign, and monitor daily and weekly tasks for the Business Applications presales team within the assigned scope.
• Act as the “go-to” person for operational, execution-related, and functional Business Applications questions within the team.
• Provide guidance, coaching, and on-the-job support to ensure task accuracy and timely delivery.
• Track workload distribution and flag capacity or performance issues to the Business Development Lead.
• Support the team’s knowledge development on Dynamics 365 and Power Platform through enablement sessions and knowledge sharing.

• Process Discipline & Continuous Improvement

• Apply established business development, sales, and partner processes consistently across activities.
• Identify inefficiencies, bottlenecks, or recurring execution issues and propose incremental improvements, including to proposal templates, demo assets, and presales tools.
• Ensure adherence to internal controls, approval workflows, and documentation standards.

Requirements
Qualifications

• Education: Bachelor’s degree in Business Administration, Information Technology, Computer Science, Business Information Systems, or a related field.
• Experience: 8–10 years of experience in Business Development, Sales Operations, Presales, or Commercial roles within technology, consulting, or services environments, including exposure to business applications (CRM / ERP) opportunities and coordination of team activities.
• Solid functional expertise in business development execution and sales support.
• Strong understanding of pipeline management, bid processes, and partner engagement models.
• Working knowledge, at a functional and supervisory level, of the Microsoft Business Applications stack:
  • Dynamics 365 (Sales, Customer Service, Finance, or similar modules)
  • Power Platform (Power Apps, Power Automate, Power BI) — functional level
• Understanding of business process design, workflow automation, and integrations between business applications and other systems, sufficient to guide solution scoping and review proposals.
• Awareness of data security, compliance, and governance within business applications.
• Ability to contribute to solution development and resolve moderately complex commercial or operational issues.
• Proficient in CRM tools, sales reporting, and standard BD methodologies.
• Ability to plan, assign, and monitor team tasks and to coach team members on accuracy and timely delivery.
• Effective communicator with team members and immediate stakeholders, for both technical and non-technical audiences.
• Execution focused with strong attention to detail.
• Organized and capable of planning and scheduling team activities.
• Use judgment to balance priorities within defined guidelines.
• Collaborative, dependable, and improvement oriented.
• Certifications (Preferred)
  • Microsoft Dynamics 365 or Power Platform fundamentals-level certification.