Practice Head – Microsoft Dynamics 365 (D365 CE & Business Central)

Role Summary:
We are hiring a Revenue Leader / Practice Head – Microsoft Dynamics 365 to lead and scale our D365 Business Unit with full ownership of revenue, profitability, delivery governance, client engagement, and business growth. The primary strategic and commercial focus of the role will be Microsoft Dynamics 365 Customer Engagement (D365 CE). In addition, strong Business Central expertise is essential to shape ERP-led offerings, support integrated CE and Business Central opportunities, and drive growth across both service lines. The ideal candidate should be able to drive the full business lifecycle—from lead generation and pipeline creation to sales, presales, commercials, deal closure, delivery oversight, and long-term account growth—while bringing strong working knowledge of Power Platform, Microsoft 365, and Azure.
Key Responsibilities:
P&L Ownership and Business Management:
• Own the end-to-end P&L of the Dynamics 365 Business Unit, including revenue, margin, utilization, profitability, and delivery economics.
• Build annual and quarterly operating plans covering revenue targets, hiring plans, investment priorities, pricing strategy, and margin guardrails.
• Drive business rhythm through dashboards and governance across pipeline, bookings, win rates, forecast accuracy, realization, and client health.
GTM Strategy and Practice Growth:
• Define and execute the go-to-market strategy for D365 CE and Business Central
• Build complementary offerings around Power Platform, Microsoft 365, and Azure-led deployment, integration, migration, and modernization opportunities.
• Shape offerings around D365 CE transformation and Business Central implementation, upgrade, migration, integration, and modernization programmes, supported by Power Platform automation and Azure-enabled deployment.
Sales Leadership – Lead Generation to Closure:
• Own the complete sales lifecycle from lead generation and qualification to discovery, solutioning, proposal creation, commercials, negotiation, and closure.
• Drive new-logo acquisition and cross-sell / upsell growth in existing accounts, primarily for D365 CE while actively identifying and converting Business Central opportunities.
• Build a predictable pipeline and strong discipline around CRM hygiene, deal reviews, and forecasting.
Presales and Solutioning Leadership:
• Lead all presales motions for the D365 practice, including discovery workshops, assessments, estimations, proposals, RFP responses, demos, and commercial structuring.
• Lead presales across D365 CE and Business Central, including discovery workshops, assessments, solution architecture, estimations, proposals, RFP responses, demos, and commercial structuring.
• Create reusable assets such as solution templates, estimation models, proposal / SOW templates, D365 CE discovery and migration frameworks, Business Central assessment and migration kits, and industry playbooks.
Delivery Governance and Client Engagement:
• Oversee end-to-end delivery governance for the D365 Business Unit to ensure scope, quality, timelines, customer satisfaction, and margin protection.
• Take executive ownership of strategic client relationships and support successful execution across D365 CE programmes, Business Central engagements, Power Platform automation initiatives, and Azure-enabled transformation work.
Team Leadership and Practice Build-Out:
• Lead and mentor sales, pre-sales, and marketing teams aligned to the D365 business.
• Build a scalable practice structure across sales, consulting, solution architecture, delivery leadership, and customer engagement.
• Drive capability development with primary depth in D365 CE and essential practice capability in Business Central, supported by Power Platform, Microsoft 365, and Azure.
Must-Have Requirements
• 12–20+ years of experience in IT services / consulting with significant leadership experience in Microsoft business applications /CRM services/ ERP.
• Mandatory deep expertise in Microsoft Dynamics 365 Customer Engagement (D365 CE).
• Essential Business Central expertise, with the ability to credibly lead client discovery, solutioning, presales, delivery governance, and growth conversations.
• Proven experience in D365 CE transformation programmes, including greenfield implementations, brownfield conversions / modernisations, and end-to-end delivery oversight.
• Proven experience leading sales, presales, and marketing teams.
• Candidate must have managed / led a Dynamics 365 vertical with overall annual revenue of at least USD 3M, including at least USD 750K per year contributed from new business.
• Proven exposure to Business Central implementation, upgrade, migration, integration, or modernisation programmes.
• Ability to own the full business cycle from lead generation to closure and delivery success across D365 CE, while independently supporting Business Central opportunities and engagements.
• Strong client engagement, commercial acumen, and executive communication capability.
Preferred / Differentiators
• Experience with Microsoft partner ecosystem / co-sell programs.
• Exposure to managed services / AMS for D365 CE and Business Central.
• Ability to create packaged offerings, accelerators, and reusable assets.
• Strong US-market exposure and CXO-level stakeholder handling.
Success Metrics / KPIs
• Revenue and bookings targets.
• New-logo acquisition and existing-account growth / upsell / cross-sell, led primarily by D365 CE with measurable Business Central contribution.
• Pipeline coverage and forecast accuracy.
• Win rates and deal conversion.
• Gross margin and revenue realization.
• Delivery quality and customer satisfaction.
• Success in D365 CE transformation engagements and Business Central implementation, migration, integration, and modernization programmes.
• Team capability growth and practice maturity.

Work arrangement
No