Sales Director - Business Applications (Dynamics 365)

Our Company Culture:

Our diverse workforce allows Centre to develop and leverage knowledge, skills, and experiences that impact our overall success. Within our collaborative environment, our team of consultants work to identify innovative solutions for our clients. Together, we guide our clients through the process of selecting, deploying, and managing IT solutions tailored to their specific business needs.

Centre’s Business Intelligence practice serves as its Microsoft Business Applications division and specializes in:

• Microsoft Dynamics 365 Business Central
• Microsoft Dynamics 365 Customer Engagement
• Microsoft Dynamics GP
• Microsoft Power Platform
• Microsoft Power BI
• Microsoft Copilot and AI solutions

The practice relies on close coordination among business development, account management, solution architecture, marketing, and delivery resources. Centre is seeking a sales leader who can unify and scale this commercial organization.

Centre Company Benefits:

• Remote Work Options, Paid Time Off, and Paid Holidays
• Medical, Dental, Vision, and 401(k) with employer match contributions
• Stability to grow alongside hard-workers in a collaborative environment with opportunities to grow professionally

Position Summary:

The Director of Business Applications Sales will lead the sales strategy and execution for Centre’s Microsoft Business Applications portfolio, with primary emphasis on Microsoft Dynamics 365 Business Central.

This individual will be responsible for accelerating profitable revenue growth, acquiring new customers, expanding existing relationships, strengthening Microsoft and ISV partnerships, improving forecasting and sales discipline, and developing a high-performing Business Applications sales team.

The successful candidate will bring direct experience leading sales within a Microsoft Dynamics 365 Business Central or Dynamics NAV partner organization. The position requires an understanding of ERP buying cycles, consultative solution selling, Microsoft co-sell motions, implementation services, recurring revenue, and the coordination required among sales, presales, marketing, and delivery teams.

This position reports directly to Tony Owens, Centre’s Regional Sales Director, and will work closely with Business Intelligence practice leadership to align revenue strategy with delivery capacity, profitability, and customer outcomes. Tony Owens currently leads sales resources at Centre, supporting the intended alignment of this role within the sales organization.

Essential Duties and Responsibilities:

Sales Strategy and Revenue Growth

• Develop and execute the go-to-market strategy for Centre’s Microsoft Business Applications portfolio.
• Establish and deliver annual revenue, gross profit, pipeline, and new-customer acquisition goals.
• Drive net-new sales of Microsoft Dynamics 365 Business Central and associated implementation and support services.
• Develop focused sales motions for organizations migrating from Dynamics GP and other legacy ERP platforms to Business Central.
• Expand Business Applications revenue within Centre’s existing customer base through cross-sell and account-development programs.
• Identify opportunities involving Dynamics 365 Customer Engagement, Power Platform, Power BI, Copilot, AI, managed services, and applicable third-party solutions.
• Develop strategic account plans for high-value prospects, existing customers, and targeted industries.
• Participate directly in significant opportunities, executive presentations, negotiations, and closing activities.
• Maintain an appropriate balance among new-logo acquisition, customer expansion, recurring revenue, and professional services revenue.

Sales Leadership and Team Development

• Lead, coach, and develop the Business Applications sales organization.
• Provide direction to Business Development Representatives, Account Executives, Customer Account Managers, Solution Architects, and other sales resources supporting the practice.
• Establish clear roles, quotas, activity expectations, performance measures, and accountabilities.
• Conduct structured pipeline reviews, forecast meetings, territory reviews, and individual coaching sessions.
• Recruit, onboard, and develop additional sales resources as the practice grows.
• Create career-development paths and succession plans for members of the Business Applications sales team.
• Foster a culture of accountability, collaboration, professionalism, integrity, and continuous improvement.
• Ensure sales resources develop sufficient Business Central and business-process knowledge to engage finance, operations, and executive stakeholders credibly.

Sales Process and Operational Excellence

• Establish a consistent and scalable Business Applications sales methodology.
• Improve qualification, discovery, opportunity planning, proposal development, and closing disciplines.
• Define stage-entry and stage-exit criteria for the Business Applications pipeline.
• Maintain accurate opportunity data, close dates, revenue projections, next steps, and sales forecasts.
• Establish dashboards and KPIs that provide leadership with meaningful visibility into:
  • Pipeline coverage
  • Opportunity movement
  • Win rates
  • Forecast accuracy
  • New-logo acquisition
  • Recurring revenue
  • Services revenue
  • Gross profit
  • Customer expansion
• Identify stalled opportunities, pipeline gaps, and performance risks early and develop corrective actions.
• Build repeatable sales plays for Business Central, GP-to-BC migrations, customer expansions, renewals, and applicable Microsoft cloud solutions.
• Promote consistent use of Centre’s CRM and sales operating systems.

Centre’s current Business Applications pipeline includes new Business Central evaluations, GP-to-Business Central migrations, renewals, licensing additions, and time-and-materials opportunities, making disciplined opportunity classification and forecasting especially important.

Microsoft and Partner Ecosystem Engagement

• Build and maintain relationships with Microsoft field sellers, partner resources, solution specialists, and other Microsoft stakeholders.
• Develop a structured Microsoft co-sell strategy that increases Microsoft-sourced and partner-influenced opportunities.
• Ensure opportunities are appropriately registered, managed, and communicated within Microsoft partner programs.
• Develop strategic relationships with Business Central ISVs, referral partners, and complementary service providers.
• Represent Centre at Microsoft, Dynamics, industry, and customer events.
• Coordinate joint campaigns, webinars, conferences, and account-development activities with Microsoft and key partners.
• Monitor developments within the Microsoft Business Applications ecosystem and translate them into actionable sales opportunities.

Collaboration with Marketing

• Partner with Marketing to define target markets, buyer personas, campaigns, events, and content strategies.
• Improve the conversion of website, event, Microsoft, partner, and outbound leads into qualified sales opportunities.
• Provide feedback on lead quality, campaign effectiveness, competitive positioning, and market response.
• Support the development of Business Central customer stories, sales materials, webinars, and thought‑leadership content.
• Establish clear lead‑management responsibilities and service expectations between Marketing, business development, and sales.

Collaboration with Practice and Delivery Leadership

• Partner with Business Intelligence practice leadership, Solution Architects, consultants, project managers, and support leaders throughout the sales process.
• Align sales commitments with delivery capabilities, staffing capacity, implementation risk, and customer expectations.
• Ensure proposed solutions are appropriately qualified, scoped, estimated, and reviewed before presentation to customers.
• Improve the transition from sales to delivery through consistent documentation and internal handoff processes.
• Participate in solution and proposal reviews for significant or complex opportunities.
• Ensure commercial terms support Centre’s margin, risk‑management, and customer‑success objectives.
• Establish feedback mechanisms through which delivery results improve future sales qualification, scoping, and positioning.
• Avoid overcommitting functionality, timelines, staffing, or outcomes that have not been validated with delivery leadership.

Education/Experience/Certifications:

• The existing role framework calls for sales leadership to partner with Solution Architects, Practice Leaders, and delivery teams while ensuring proposals align with delivery capabilities, margins, and customer outcomes.
• Seven or more years of enterprise technology, ERP, or business applications sales experience.
• Three or more years of experience successfully leading or managing a sales team.
• Direct experience working for a Microsoft Dynamics 365 Business Central, Dynamics NAV, or closely related Microsoft ERP partner.
• Demonstrated success selling Microsoft Dynamics 365 Business Central or comparable ERP solutions and associated professional services.
• Proven record of achieving revenue, gross profit, pipeline, and new‑customer acquisition goals.
• Strong understanding of complex ERP buying cycles, implementation services, subscription licensing, and business transformation initiatives.
• Experience selling to executive and operational stakeholders, including:
  • Chief Financial Officers
  • Controllers
  • Finance leaders
  • Operations leaders
  • Technology leaders
  • Business owners
  • Executive leadership teams
• Experience developing sales forecasts, territory plans, account strategies, and performance reporting.
• Demonstrated ability to lead consultative discovery and communicate business value to executive audiences.
• Experience coordinating sales activities with solution architects, consultants, project leaders, and marketing teams.
• Strong leadership, coaching, negotiation, presentation, and communication skills.
• Ability to travel as required for customer meetings, conferences, team activities, and Microsoft or partner events.

Desired Experience/Certifications:

• Leadership experience specifically within a Microsoft Dynamics 365 Business Central partner.
• Experience building or scaling a Business Central sales team or sales operating model.
• Experience with Dynamics GP-to-Business Central migration programs.
• Strong relationships within Microsoft’s Business Applications partner and field‑sales ecosystem.
• Experience with Microsoft co‑sell programs and Microsoft‑sourced opportunities.
• Familiarity with:
  • Dynamics 365 Customer Engagement
  • Microsoft Power Platform
  • Microsoft Power BI
  • Microsoft Copilot
  • Microsoft Azure
  • Business Central ISV solutions
• Experience selling both recurring software revenue and implementation or consulting services.
• Experience developing cross‑sell programs within an established technology customer base.
• Bachelor’s degree in business, marketing, finance, information systems, or a related field.

First-Year Priorities:

• Assess the current team, pipeline, territories, processes, and go‑to‑market approach.
• Establish a scalable Business Applications sales operating model.
• Implement a consistent cadence for pipeline reviews, forecasting, coaching, and executive reporting.
• Clarify responsibilities across business development, account executives, account management, solution architecture, marketing, and delivery.
• Improve pipeline quality, forecasting discipline, and opportunity accountability.
• Develop repeatable sales plays for:
  • New Business Central customers
  • GP-to-Business Central migrations
  • Existing‑customer expansion
  • Business Central renewals
  • Power BI, Power Platform, CE, Copilot, and complementary services
• Strengthen alignment among Sales, Marketing, Microsoft, and Business Intelligence practice leadership.
• Increase engagement with Microsoft field and partner resources.
• Develop a staffing and succession plan supporting the future growth of the sales organization.
• Establish a measurable plan for profitable, sustainable Business Applications revenue growth.

Why Join Centre Technologies?

• Lead the commercial growth of an established Microsoft Business Applications practice.
• Build and develop a specialized Dynamics sales organization.
• Influence go‑to‑market strategy and long‑term practice direction.
• Work closely with Microsoft, leading ISVs, and experienced Business Applications professionals.
• Help customers modernize critical financial and operational systems.
• Expand an existing Business Central, Dynamics GP, Power BI, and Microsoft cloud customer base.
• Join a collaborative organization focused on sustainable growth, customer outcomes, and professional development.