SSP-BP(职位编号：815429)
微软销售市场和服务集团 （SMSG）
- 公司规模：1000-5000人
- 公司性质：外资(欧美)
- 公司行业：计算机软件
职位信息
- 发布日期：2012-11-13
- 工作地点：上海
- 招聘人数：1
- 工作经验：五年以上
- 学历要求：本科
- 职位类别：销售代表
职位描述
Job Category: Sales
Location: China, Shanghai
Job ID: 815429
Division: Retail Stores
This Job is eligible for the following work arrangements :Flex Time
Summary of Job Profile
The Solution Sales Professional (SSP) Productivity adds value to Microsoft by delivering the vision & customer value proposition around the Microsoft Information Worker platform, creating and progressing solution opportunity revenue and growing market share through new and/or leveraged investments in Microsoft technologies.
The SSP PRODUCTIVITY role adds value by:
1. Inspiring customers with our current and future roadmap for the Productivity Platform by delivering the vision and customer value proposition onsite or through the CIE experience at MTC.
2. Creating and maintaining solution opportunity generation plans that contribute to Account Planning efforts within the ATU.
3. Developing a healthy pipeline of qualified opportunities for Office, Exchange Server, SharePoint and Communications Server delivered either as Software deployed on-premise, or delivered on-line. Working with the ATS during Account Planning/IO Discovery to 1) complete customer profiles relative to Business Productivity Infrastructure Optimization, 2) target key influential wins, and 3) identify online opportunities based on targeting guidance.
4. Ensuring the SharePoint Scorecard metric is green by developing a healthy pipeline for servers. Extending server usage across workloads both existing and new, such as Search & Internet Business.
5. Engaging with incubation sales (BP Search) to prospect and develop Productivity Search opportunities through customer workshops and programs.
6. Ensuring the UC Lighthouse Scorecard metric is green by working with the incubation sales (Voice TSP) to identify target accounts to build a healthy pipeline.
7. Landing the value of archiving and voicemail to drive upgrades of the Exchange 2003 install base to Exchange 2010 / Exchange Online.
8. Ensuring the Notes Desktops Switcher Scorecard metric is green by proactively engaging MCS/Partners on target accounts.
9. Driving cost savings conversations with customers to find opportunities to surround the PBX with voicemail and conferencing.
10. Identifying Unified Communications compete gaps for both on-premise and online scenarios within targeted accounts and the ways in which Microsoft can dislodge the competition or augment the share of Microsoft technologies within accounts.
11. Enabling customers to deploy and leverage the value of Office 2010 in conjunction with the various workloads and the choice of on-premise and online.
12. Ensuring handoffs to and engagements with the appropriate resources (within the ATU or STU, to partners and/or Services) at the appropriate phase of the Microsoft Sales Process (MSSP) and in the BPOS Sales process.
13. Bringing customers to agreement on the Productivity Platform.
14. Working with ATU team members, partners and/or Services to close deals by acting as an interface between customers and Partners/Services by reinforcing the business value of the platform and solution
15. Contributing to the recruitment, engagement and readiness of partners who can help the SSP PRODUCTIVITY role scale in capacity.
16. Delivering reference able and satisfied accounts, including competitive wins, that can be leveraged in future sales engagements.
The SSP PRODUCTIVITY role is unique in:
a. Its ability to deliver Microsoft’s productivity Vision and articulate business value of the same for customers
b. Its in-depth knowledge of targeted customers’ Line of Business decision-makers (VPs of Sales, Operations, HR, Marketing, etc.), the business applications they use and/or deploy on-premise or on-line and the challenges they face with these applications.
c. Its focus on articulating the on-premise or on-line value proposition of developing and/or implementing applications on the Microsoft Platform and how these applications fit into the Microsoft stack
d. Its ability to leverage a core set of partners and their applications and/or implementation expertise into a business value solution for specific customers.
SSP Profile of Excellence - SSP PRODUCTIVITY Summary
- The job’s primary deliverables and tasks are listed in order of importance along with the portion of the job’s time spent on each. Note that priorities and time allocation may change over time to meet changing business conditions.
- Full details can be found in the SSP Profile of Excellence at .
- Solution Opportunity Revenue and Market Share through New and/or Leveraged Investments in Microsoft Technologies: Success in this job deliverable is measured by revenue and Business Priorities reflected in Scorecard Metrics being met or exceeded.
- Detailed Solution Opportunity Generation Plans that Contribute to Overall Account Planning: Tasks include creating opportunity generation plans that are based on the identification of current BPIO maturity status, capability enhancement opportunities, competitive situation and maintaining lists of, and building relationships with, key contacts within targeted accounts. Success is measured by the extent to which the SSP’s gap analyses and initial power mapping drive successful prospecting opportunities.
- Healthy, Valid Solution Opportunity Pipeline: Tasks include monitoring the pipeline and its health through team reviews, inputting into the appropriate tools and identifying stalled or disengaged opportunities. Success is measured by maintaining adjusted pipeline coverage greater than 125% each quarter, quota that is met or exceeded, a 60% partner attach rate to all opportunities in pipeline, and the accuracy of information shared with team members and input into tools.
- Prospected and Qualified Opportunities: Tasks include qualifying prospects into opportunities using BPIO profiling, BPOS opportunity qualification and other tools, identifying a sponsor and the sponsor’s pain and handing off opportunities as appropriate. Success is measured by the SSP’s ability to negotiate access to power and obtaining agreement from the customer on the sponsor letter.
- Effective Opportunity Development: Tasks include determining the appropriate solution to address the customer’s pain or opportunity, pulling together an effective v-team and evaluation/engagement plan, sourcing opportunities to the appropriate partners and/or Services. Success is measured by the effectiveness of the v-team, the customer’s agreement to the phases of the evaluation/engagement plan and lowered cost-of-sale.
- Customer Agreement that Solutions Demonstrated Provide Business Value: Tasks include delivering (solution presentations/briefings) or coordinating sales engagements (e.g., ADS, POC, etc. led by STU team members) and communicating back to customers and internal team members and resources after all engagements. Success is measured by engagements and solutions that meet or exceed customer expectations, and customer agreement or commitment to deploy.
- Closed Deals in Collaboration with ATU/STU Team Members, Incubation Sales, Partners and/or Services: Tasks include developing and presenting proposals to customers, monitoring the procurement process, facilitating discussions/negotiations between partners and/or Services and making recommendations on additional products or offerings to move deals to close. Success is measured by a signed contract or agreement from the customer.
- Engaged, Committed and Readied Solution Partners: Tasks include working with PAMs to identify and qualify partners who can deliver high-quality, high-value for Microsoft customers, developing an opportunity passing strategy for partners, assessing their performance and providing feedback, and providing or facilitating the provision of readiness activities for partners. Success is measured by partner satisfaction, customer satisfaction with partners, and the reinforcement of the Microsoft partner value message.
- Referenced Accounts/Satisfied Accounts: Tasks include working w/ customers on both formal and informal reference relationships and plans, escalating issues raised by customers to the appropriate resources, and feeding enhancements back to Microsoft product and product/solution marketing groups. Success is measured by x# of referenceable wins and x# of customer evidence submissions, and customer satisfaction
Qualifications
Experience
- 5-8 years of related experience
Education
- Bachelor’s Degree is required.
- MBA/Master’s Degree is preferred.
Field of Study
- Business Administration, Computer Science
- Professional Training and Certification
- Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.), sales methodologies (equivalent to MSSP), presentation skills, effective marketing tactics, negotiation skills, financial analysis, Line of Business applications, IW product line(s) in general and Portal, Unified Communications (OCS, Exchange) specifically, business process consulting or automation, CRM (Siebel or other), MCSE
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
Location: China, Shanghai
Job ID: 815429
Division: Retail Stores
This Job is eligible for the following work arrangements :Flex Time
Summary of Job Profile
The Solution Sales Professional (SSP) Productivity adds value to Microsoft by delivering the vision & customer value proposition around the Microsoft Information Worker platform, creating and progressing solution opportunity revenue and growing market share through new and/or leveraged investments in Microsoft technologies.
The SSP PRODUCTIVITY role adds value by:
1. Inspiring customers with our current and future roadmap for the Productivity Platform by delivering the vision and customer value proposition onsite or through the CIE experience at MTC.
2. Creating and maintaining solution opportunity generation plans that contribute to Account Planning efforts within the ATU.
3. Developing a healthy pipeline of qualified opportunities for Office, Exchange Server, SharePoint and Communications Server delivered either as Software deployed on-premise, or delivered on-line. Working with the ATS during Account Planning/IO Discovery to 1) complete customer profiles relative to Business Productivity Infrastructure Optimization, 2) target key influential wins, and 3) identify online opportunities based on targeting guidance.
4. Ensuring the SharePoint Scorecard metric is green by developing a healthy pipeline for servers. Extending server usage across workloads both existing and new, such as Search & Internet Business.
5. Engaging with incubation sales (BP Search) to prospect and develop Productivity Search opportunities through customer workshops and programs.
6. Ensuring the UC Lighthouse Scorecard metric is green by working with the incubation sales (Voice TSP) to identify target accounts to build a healthy pipeline.
7. Landing the value of archiving and voicemail to drive upgrades of the Exchange 2003 install base to Exchange 2010 / Exchange Online.
8. Ensuring the Notes Desktops Switcher Scorecard metric is green by proactively engaging MCS/Partners on target accounts.
9. Driving cost savings conversations with customers to find opportunities to surround the PBX with voicemail and conferencing.
10. Identifying Unified Communications compete gaps for both on-premise and online scenarios within targeted accounts and the ways in which Microsoft can dislodge the competition or augment the share of Microsoft technologies within accounts.
11. Enabling customers to deploy and leverage the value of Office 2010 in conjunction with the various workloads and the choice of on-premise and online.
12. Ensuring handoffs to and engagements with the appropriate resources (within the ATU or STU, to partners and/or Services) at the appropriate phase of the Microsoft Sales Process (MSSP) and in the BPOS Sales process.
13. Bringing customers to agreement on the Productivity Platform.
14. Working with ATU team members, partners and/or Services to close deals by acting as an interface between customers and Partners/Services by reinforcing the business value of the platform and solution
15. Contributing to the recruitment, engagement and readiness of partners who can help the SSP PRODUCTIVITY role scale in capacity.
16. Delivering reference able and satisfied accounts, including competitive wins, that can be leveraged in future sales engagements.
The SSP PRODUCTIVITY role is unique in:
a. Its ability to deliver Microsoft’s productivity Vision and articulate business value of the same for customers
b. Its in-depth knowledge of targeted customers’ Line of Business decision-makers (VPs of Sales, Operations, HR, Marketing, etc.), the business applications they use and/or deploy on-premise or on-line and the challenges they face with these applications.
c. Its focus on articulating the on-premise or on-line value proposition of developing and/or implementing applications on the Microsoft Platform and how these applications fit into the Microsoft stack
d. Its ability to leverage a core set of partners and their applications and/or implementation expertise into a business value solution for specific customers.
SSP Profile of Excellence - SSP PRODUCTIVITY Summary
- The job’s primary deliverables and tasks are listed in order of importance along with the portion of the job’s time spent on each. Note that priorities and time allocation may change over time to meet changing business conditions.
- Full details can be found in the SSP Profile of Excellence at .
- Solution Opportunity Revenue and Market Share through New and/or Leveraged Investments in Microsoft Technologies: Success in this job deliverable is measured by revenue and Business Priorities reflected in Scorecard Metrics being met or exceeded.
- Detailed Solution Opportunity Generation Plans that Contribute to Overall Account Planning: Tasks include creating opportunity generation plans that are based on the identification of current BPIO maturity status, capability enhancement opportunities, competitive situation and maintaining lists of, and building relationships with, key contacts within targeted accounts. Success is measured by the extent to which the SSP’s gap analyses and initial power mapping drive successful prospecting opportunities.
- Healthy, Valid Solution Opportunity Pipeline: Tasks include monitoring the pipeline and its health through team reviews, inputting into the appropriate tools and identifying stalled or disengaged opportunities. Success is measured by maintaining adjusted pipeline coverage greater than 125% each quarter, quota that is met or exceeded, a 60% partner attach rate to all opportunities in pipeline, and the accuracy of information shared with team members and input into tools.
- Prospected and Qualified Opportunities: Tasks include qualifying prospects into opportunities using BPIO profiling, BPOS opportunity qualification and other tools, identifying a sponsor and the sponsor’s pain and handing off opportunities as appropriate. Success is measured by the SSP’s ability to negotiate access to power and obtaining agreement from the customer on the sponsor letter.
- Effective Opportunity Development: Tasks include determining the appropriate solution to address the customer’s pain or opportunity, pulling together an effective v-team and evaluation/engagement plan, sourcing opportunities to the appropriate partners and/or Services. Success is measured by the effectiveness of the v-team, the customer’s agreement to the phases of the evaluation/engagement plan and lowered cost-of-sale.
- Customer Agreement that Solutions Demonstrated Provide Business Value: Tasks include delivering (solution presentations/briefings) or coordinating sales engagements (e.g., ADS, POC, etc. led by STU team members) and communicating back to customers and internal team members and resources after all engagements. Success is measured by engagements and solutions that meet or exceed customer expectations, and customer agreement or commitment to deploy.
- Closed Deals in Collaboration with ATU/STU Team Members, Incubation Sales, Partners and/or Services: Tasks include developing and presenting proposals to customers, monitoring the procurement process, facilitating discussions/negotiations between partners and/or Services and making recommendations on additional products or offerings to move deals to close. Success is measured by a signed contract or agreement from the customer.
- Engaged, Committed and Readied Solution Partners: Tasks include working with PAMs to identify and qualify partners who can deliver high-quality, high-value for Microsoft customers, developing an opportunity passing strategy for partners, assessing their performance and providing feedback, and providing or facilitating the provision of readiness activities for partners. Success is measured by partner satisfaction, customer satisfaction with partners, and the reinforcement of the Microsoft partner value message.
- Referenced Accounts/Satisfied Accounts: Tasks include working w/ customers on both formal and informal reference relationships and plans, escalating issues raised by customers to the appropriate resources, and feeding enhancements back to Microsoft product and product/solution marketing groups. Success is measured by x# of referenceable wins and x# of customer evidence submissions, and customer satisfaction
Qualifications
Experience
- 5-8 years of related experience
Education
- Bachelor’s Degree is required.
- MBA/Master’s Degree is preferred.
Field of Study
- Business Administration, Computer Science
- Professional Training and Certification
- Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.), sales methodologies (equivalent to MSSP), presentation skills, effective marketing tactics, negotiation skills, financial analysis, Line of Business applications, IW product line(s) in general and Portal, Unified Communications (OCS, Exchange) specifically, business process consulting or automation, CRM (Siebel or other), MCSE
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
公司介绍
微软本着与合作伙伴共同成长、共同发展的宗旨深入开拓中国本地市场。作为一家软件平台厂商，微软通过合作伙伴业务模式，努力促进信息技术产业生态系统的建设。我们通过合作伙伴把微软的产品和服务送到用户手中，通过合作伙伴基于微软的平台开发丰富的、最适合中国市场的应用产品和解决方案来满足用户的需求。
微软与政府有关部门及其他机构合作，积极推动缩小数字鸿沟，以帮助各层次、各地区的人们实现自己的最大潜能。多年来，无论是开展“携手助学”支持农村和边远地区教育、推进“农村信息化”建设让农民通过信息技术脱贫致富，还是实施“潜力无限”项目，合作成立社区学习中心，扶助弱势人群，都体现了我们致力于成为优秀企业公民的不懈努力。
微软通过开发众多的软件产品和服务并提供相应的生产、授权和支持，向用户传递商业价值。目前，微软在中国业务涉及Windows客户端、服务器平台和开发工具、信息工作者产品、微软商务管理解决方案、移动及嵌入式设备、MSN和家庭消费及娱乐产品等七个方面。
欢迎浏览公司网站：http://www.microsoft.com/china
微软与政府有关部门及其他机构合作，积极推动缩小数字鸿沟，以帮助各层次、各地区的人们实现自己的最大潜能。多年来，无论是开展“携手助学”支持农村和边远地区教育、推进“农村信息化”建设让农民通过信息技术脱贫致富，还是实施“潜力无限”项目，合作成立社区学习中心，扶助弱势人群，都体现了我们致力于成为优秀企业公民的不懈努力。
微软通过开发众多的软件产品和服务并提供相应的生产、授权和支持，向用户传递商业价值。目前，微软在中国业务涉及Windows客户端、服务器平台和开发工具、信息工作者产品、微软商务管理解决方案、移动及嵌入式设备、MSN和家庭消费及娱乐产品等七个方面。
欢迎浏览公司网站：http://www.microsoft.com/china