Service Executive - Gov(职位编号：798910)
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：2012-08-02
- 工作地点：广州
- 招聘人数：1
- 工作经验：一年以上
- 学历要求：本科
- 职位类别：销售代表
职位描述
Job Category: Sales
Location: China, Guangzhou
Job ID: 798910
Division: Sales
Individuals in the Professional Services Sales discipline are responsible for growing the Services business in assigned accounts by consistently meeting customer requirements and ensuring the deployment, adoption and productive use of Microsoft technologies. They establish and nurture customer relationships, develop account strategies and plans, and manage a pipeline of Services opportunities while overseeing solution deployment and support. Success is measured by satisfied customers, long-term revenue potential in the account, and achievement of the annual quota.
The Services Executive (SE) is the end to end Services account relationship owner for our top tier Microsoft customers (typically in the Global or Major and Corporate Account Managed-Enterprise customer segments).
The SE:
- Is the single point of contact for all Services in their assigned accounts (internally with EPG and externally with customers/partners)
- Advises customer Business and Technology Decision Makers (BDM/TDM) how to best realize the value of their Microsoft technology investment through strategic business alignment, innovation, implementation, productive use and support.
- Is responsible for strategy, planning, marketing/positioning, crafting and selling our entire services portfolio (Enterprise Strategy, Consulting and Premier Support) deep into assigned account/s.
- Is accountable for attaining NWS (New Work Sold) targets and the agreed invoiced revenue quota for Product Group 1 (MCS) and Product Group 2 (Premier) in assigned account/s
- Oversees the delivery of all contracted services to ensure account team alignment, customer connection and high overall satisfaction
Qualifications:
- Bachelor’s degree/equivalent (required) or MBA/Master’s degree (preferred)
Experience:
- Professional Services Sales, Software/Solution/Product Sales, Customer Relationship Management, Business Development, IT Consultation, Enterprise Architecture Planning, Project Management, IT Solution Development, IT Solution Delivery and Implementation, IT Service Delivery, Operations and Support.
- Career Stage 3 requires 1-3 years of related experience
- Career Stage 4 requires 3-5 years of related experience
- Career Stage 5 requires 5-8 years of related experience
- Career Stage 6 requires 8-10 years of related experience
Competencies:
- Building Customer Partner Relationships, Confidence, Cross-Boundary Collaboration, Drive for Results, Impact and Influence, Interpersonal Awareness, Product & Technology Expertise, Strategic Sales Planning, Team Leadership, Value Selling
Training and certification:
- Sales: Sales Management, Account Management, Account Based Marketing, Complex Sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, TAS - Target Account Selling, etc.), Sales Methodologies (equivalent to MSSP), Sales tools - Account Planning, Customer Relationship and Opportunity Management (e.g. Siebel, GSX or other), Complex Deal structuring (e.g. QADC)
- Business: Territory Planning, Business development, Negotiation, Financial analysis, Pipeline Management
Information Technology: IT Governance (e.g. COBIT), Enterprise Architecture fundamentals, methods and concepts (e.g. Zachman framework, OMG’s model driven Architecture framework etc.), Business process management, IT Implementation (e.g. CMM and CMMI),
- Delivery: IT Service delivery and support management (e.g. ITIL Foundation), Project Management fundamentals (e.g. PMI, Six Sigma )
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
Location: China, Guangzhou
Job ID: 798910
Division: Sales
Individuals in the Professional Services Sales discipline are responsible for growing the Services business in assigned accounts by consistently meeting customer requirements and ensuring the deployment, adoption and productive use of Microsoft technologies. They establish and nurture customer relationships, develop account strategies and plans, and manage a pipeline of Services opportunities while overseeing solution deployment and support. Success is measured by satisfied customers, long-term revenue potential in the account, and achievement of the annual quota.
The Services Executive (SE) is the end to end Services account relationship owner for our top tier Microsoft customers (typically in the Global or Major and Corporate Account Managed-Enterprise customer segments).
The SE:
- Is the single point of contact for all Services in their assigned accounts (internally with EPG and externally with customers/partners)
- Advises customer Business and Technology Decision Makers (BDM/TDM) how to best realize the value of their Microsoft technology investment through strategic business alignment, innovation, implementation, productive use and support.
- Is responsible for strategy, planning, marketing/positioning, crafting and selling our entire services portfolio (Enterprise Strategy, Consulting and Premier Support) deep into assigned account/s.
- Is accountable for attaining NWS (New Work Sold) targets and the agreed invoiced revenue quota for Product Group 1 (MCS) and Product Group 2 (Premier) in assigned account/s
- Oversees the delivery of all contracted services to ensure account team alignment, customer connection and high overall satisfaction
Qualifications:
- Bachelor’s degree/equivalent (required) or MBA/Master’s degree (preferred)
Experience:
- Professional Services Sales, Software/Solution/Product Sales, Customer Relationship Management, Business Development, IT Consultation, Enterprise Architecture Planning, Project Management, IT Solution Development, IT Solution Delivery and Implementation, IT Service Delivery, Operations and Support.
- Career Stage 3 requires 1-3 years of related experience
- Career Stage 4 requires 3-5 years of related experience
- Career Stage 5 requires 5-8 years of related experience
- Career Stage 6 requires 8-10 years of related experience
Competencies:
- Building Customer Partner Relationships, Confidence, Cross-Boundary Collaboration, Drive for Results, Impact and Influence, Interpersonal Awareness, Product & Technology Expertise, Strategic Sales Planning, Team Leadership, Value Selling
Training and certification:
- Sales: Sales Management, Account Management, Account Based Marketing, Complex Sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, TAS - Target Account Selling, etc.), Sales Methodologies (equivalent to MSSP), Sales tools - Account Planning, Customer Relationship and Opportunity Management (e.g. Siebel, GSX or other), Complex Deal structuring (e.g. QADC)
- Business: Territory Planning, Business development, Negotiation, Financial analysis, Pipeline Management
Information Technology: IT Governance (e.g. COBIT), Enterprise Architecture fundamentals, methods and concepts (e.g. Zachman framework, OMG’s model driven Architecture framework etc.), Business process management, IT Implementation (e.g. CMM and CMMI),
- Delivery: IT Service delivery and support management (e.g. ITIL Foundation), Project Management fundamentals (e.g. PMI, Six Sigma )
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