北京招聘

Job # 323844 1075326
Locations China, Beijing
Job families Sales
Teams Sales

Job Description: Principal Solution Specialist



Joining The Microsoft Team Means…

Microsoft’s CDS division leads the ecosystem of Microsoft partners to design and sell the latest device solutions featuring Windows platform, Windows Server, Office and Windows Embedded/IoT. One of the largest and most profitable business at Microsoft, the CDS division is chartered with maximizing Microsoft’s impact across the entire OEM partner ecosystem from the supply chain to OEMs and through the distribution channels. If you’re passionate about impacting the global ecosystem of partners, and influencing the customer experience on the hundreds of millions of devices that ship every year, then this is the team for you.



The Internet of Things (IoT) Device Experience Team is responsible for the global relationship management and sales performance of more than 8,000 OEMs that are designing and selling many of the most exciting and widely used devices such as Point Of Service, Self Service Kiosks, Digital Signage, ATMs, GPS/PNDs, Industrial PCs and even wearable and other emerging IoT device categories. Sales ecosystem include silicon providers, ODM’s, Value Added resellers, system integrators, independent service vendors, service provider as well as OEMs. Our mission is to accelerate and scale the repeatable device-to-cloud solutions with the device ecosystem partners globally.



The IoT Principal Solution Specialist is front and center in our partner’s digital transformation using Azure-based cloud solution and will drive the OEM Services Sales attach motion, PaaS / SaaS and Azure IoT solution sales. You will partner closely with the strategic OEM partners and key stakeholders in the Microsoft field including DX, EPG and product groups in driving platform and service reference for OEMs, and ultimately driving OEM Azure service consumption..



The Impact You’ll Be Making…

1. (20%) Business Development: Identify partners that have high potential for rapid cloud adoption and significant Azure revenue. Establish deep relationships with key business and technical stockholders that have the power to drive long-term cloud adoption within their company. Develop customer’s buying vision for how Microsoft Azure can help them reduce costs and increase business agility and execute sales and consumption plans to ensure fiscal year and long-term revenue and consumption goals are achieved. Lead public cloud discussions with customers and help optimize their IT environment and investments. Build strong relationships with local DX, EPG, SMS&P & STU teams and engage and handoff as appropriate. Work with ATS and Channel Executive community to further define motion with top managed accounts. Focus on intense competitive design-in against AWS, Google and other competitors.



2. (25%) Trusted Advisor for Partners: Own all-up Azure sales motion with cross-segment team including EPG, DX, MCS and OEM device ecosystem (incl. Value Disti) adoption of PaaS, SaaS and Azure IoT attach for the high potential (Hi-Po) partners in the region. Understand the partners’ device-to-cloud solution roadmap, competitive challenges, services vision and create differentiation strategies. Build trusted cloud subject matter expert position in depth with the starategic partners through a deep understanding of the partners’ cloud strategy and business imperatives. Maintain a deep knowledge of the IoT devices and solution market as well as industry trends to share with partner. Provide partner go to market and on boarding assistance as needed. Achieve and exceed Windows as well as Azure billed and consumed revenue targets. Support the channel ecosystem owner in recruiting and activating regional partner ecosystem to drive IoT sales.



3. (35%) Opportunity Management: Drive the regional Azure services pipeline for PaaS, SaaS and Azure IoT Suite. Accurately forecast Azure opportunities with EPG, SMS&P, and DX. Drive POCs and pilots for Azure Services across this ecosystem. Work with partners to build a plan to increase sales of Azure services. Support partners and channel executives with registered designs to maximize results and return on investment and qualify engagements to drive the sales. Orchestrate internal alignment and pipeline reviews with OEM channel executives and respective ecosystem partners to ensure the growth of solution pipeline.



4. (20%) Organization Leadership: Lead a virtual team of technical, marketing, partner and consulting resources to advance the sales process and achieve/exceed quarterly Azure revenue and usage/consumption targets in their region. Establish close alignment with MSFT segments teams across the region to generate leads on the IoT device-to-cloud solutions, advocate partners, and provide feedback to Corp teams and Regional IoT cross segments. Orchestrate relevant and applicable internal resources to drive maximum coverage on key opportunities and strategies. Drive strong collaboration across Microsoft teams to ensure connected device end to end IoT solution capability with broad partner ecosystem including OEM, ISV, SI partnering with EPG and DX where applicable.



Who we’re looking for…

Experience Required: Education, Skills and Knowledge:

• 10+ years of sales management and / or technical sales experience with a track record in high tech industry

• 5+ years of experience in solution based selling to senior business decision makers.

• Undergraduate degree required; Master’s/ MBA degree preferred

• Self-starter

• Strong, proven track record of consistently achieving/exceeding quota using a consultative/solution selling approach, focused on solving enterprise customer problems with Line of Business solutions.

• Executive maturity and business acumen

• Experience engaging C-level executives

• Knowledgeable and experience in enterprise and solution selling

• Knowledge of Microsoft’s products & sales models.

• Technical sales background with strong business acumen and deep understanding of Microsoft field sales motion.

• Experience and knowledge of the cloud services and IoT

• Azure-related sales experience with proven track record of driving cloud solution deployment and consumption preferred

• Technical knowledge of PaaS, SaaS and IaaS is preferred

• Excellent sales management from pipeline management as well as the ability to improve the sales process

• Demonstrated ability to develop and execute strategic plans and to drive influence in a matrixed environment with partners

• Strong strategic skills including ability to quickly understand issues, scope requirements, drive viewpoints and support across divisions, map out the plan for success and implement

• Strong planning and organization skills, with the ability to manage multiple, complex projects simultaneously.

• Strong analytical skills to (1) identify market opportunities, (2) quantify results and (3) execute on COE plans.

• Data-driven, independent thinker who can operate within a broad framework.

• Experience in problem solving leveraging internal and partner resources where and when needed to do what’s right for the customer and for the organization.

• Experience with professional services engagements.

• Excellent interpersonal, collaboration, planning and leadership competencies

• Passionate about partners and customers.

• Professional Training and Certification preferred: Sales and partner management, complex sales training (e.g., Challenger Sales, Miller Hyman, Spin, Michael Bosworth, Holden, etc.), and sales methodologies (equivalent to MSP).

• Ability to travel (30%)



At Microsoft, we believe that diversity enriches our performance and products, the communities where we live and work, and the lives of our employees. As our workforce evolves to reflect the growing diversity of our communities and the global marketplace, our efforts to understand, value, and incorporate differences become increasingly important. Come explore diversity at Microsoft!



Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, political affiliation, or any other characteristics protected by local laws, regulations, or ordinances.

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