You are here:  Home  Jobs  Sorry, this vacancy is no longer available

Friday 10th February 2012

QUICK JOB SEARCH

Sales Solution Professional - Business Productivity, Local & Regional Government

Role Purpose
Be a part of one of the most important specialist sales teams within the Enterprise & Partner Group (EPG), Business Productivity Solutions is central in securing platform wins and new Enterprise Agreements (EA) within Microsoft's largest customers. You will be responsible for revenue by bringing customers exciting new solutions like Enterprise Content Management, Collaboration and Search from core products such as Office, SharePoint and Groove.

As an Enterprise Partner Group (EPG) Sales Solution Specialist, you will work collaboratively with Account Team Unit, Specialist Team Unit, and Partner resources to satisfy business unit goals. These goals will include achieving Office & SharePoint revenue objectives across Microsoft largest customer accounts, driving new EAs, securing Notes and Google compete wins, driving the SharePoint Server, Enterprise Client Access Licenses & Business Productivity Online Suite scorecard targets to green, and ensuring that Business Productivity products are an integral part of the account plans and opportunity focus, and evangelizing Business Productivity strategy and technologies to appropriate sector/partner personnel.

Team/Department Mission
To ensure the widespread take up of Microsoft Business Productivity technologies in key market places. To focus on driving revenue, building customer and partner trust and winning against key competitors.

Key Accountabilities 
  1. Developing a healthy Business Productivity pipeline of qualified Office, SharePoint and Groove opportunities 
  2. Identifying Business Productivity compete gaps within targeted accounts and the ways in which Microsoft can dislodge the competition or augment the share of Microsoft technologies within accounts. 
  3. Researching targeted accounts’ total application spend and driving a strategy that gives Microsoft a significant percentage of that spend. 
  4. Creating and maintaining solution opportunity generation plans that contribute to Account Planning efforts within the Account Team Unit (ATU). 
  5. Ensuring hand-offs to and engagements with the appropriate resources (within the ATU or Specialist Team Units (STU), to partners and/or Services) at the appropriate phase of the sales process, with measures in place to track the total cost-of-sale. 
  6. Bringing customers to agreement on the business value of proven solutions. 
  7. Closing deals by reinforcing the business value of solutions and acting as an interface between customers and partners/Services. 
  8. Contributing to the recruitment, engagement and readiness of partners who can help the Sales Solution Professional, Business Productivity role scale capacity. 
  9. Leveraging knowledge gained to propose/promote industry/vertical solutions. 
  10. Educating ATU and Partner Team Unit (PTU) members on how to identify potential Unified Communication opportunities.

Key Success Criteria
Exceeding quota by successfully driving pipeline health.
Driving solution wins by convincing customers of the value of the Microsoft Business Productivity stack and gaining references and case studies
Engaging a rich partner ecosystem for Business Productivity

Knowledge, Skills and Experience
1) Essential Experience
Strong, proven track record of consistently holding or exceeding quota using a consultative/solution selling approach, focused on solving Enterprise customer problems with Line of Business solutions, within customers and markets that require a “break the mould” approach (e.g., size of transactions, complexity of sales, shifts in perception, etc.).
Demonstrated experience and expertise selling technology to senior business decision-makers by reinforcing the value of the technology to the customer’s overall business pain and/or strategic opportunities.
Proven record of effective account management, including Account Planning, Opportunity Generation and Management, Communication Plans, and Business Management Excellence.
Is a resourceful problem-solver, leveraging internal and partner resources where and when needed to do what’s right for the customer and for the organization.
Working effectively within a virtual team, considering inputs from team members.
Listening to customers (as opposed to telling/selling), probing for business process pains and opportunities, in an effort to meet or exceed their expectations.
Leveraging partner-facing readiness activities to continuously find ways to scale capacity within a territory or vertical.
Previous meaningful work experience at an IT solution company or large competing software company.

2) Technical / Functional Skills
Understanding the technology to apply it to resolving customer pains.
Being willing and able to learn how to demonstrate the technology to support business level discussions.
Strong understanding of channel and third party relationships
Enthusiasm for Microsoft technology and the ability to directly relate Microsoft strategies and solutions to customer needs

3) Personal Attributes / Interpersonal Skills
Commercially and technically credible.
Customer focused.
Ability to think strategically.
Focus on solutions and opportunities
Excellent communication and presentation skills
Initiative and ability to work independently
Ability to manage time and prioritize tasks
Ability to motivate others and to work as part of a team and to contribute to team
Ability to work well under pressure

4) Qualifications
A good degree level qualification or equivalent industry experience

Special Requirements/Additional Information
Driving license required

Microsoft is an equal opportunity employer and supports workforce diversity

Similar jobs

  • Business/Technical Analyst

    The Technology, Distribution & Archive Division delivers the technology and services that enable the BBC to fulfil its strategic and business goals...

  • Credit Risk Senior Manager

    Ernst & Young's Enterprise Risk Services practice delivers sustainable benefits to our clients though tailored services across credit risk, operational risk, liquidity and market risk...

  • Customer Services Manager - IT Software Provider - Brentford

    Customer Services Manager - IT Software Provider - Brentford - Perm - £30k I am looking for a customer service manager on behalf of one of my clients...

  • Designer, UX&D

    We are the pioneers shaping the future of the BBC. Our design philosophy is about pushing the bounds of modern British design on digital platforms. From day one you’ll be working with cutting edge products and...

  • Drilling Engineer

    BP is the largest US domestic oil producer and proven reserves holder. BP is the largest lease holder in the Gulf of Mexico. We are one of the top producers of oil in the Gulf of Mexico and are on track to increase our...