北京招聘

职位描述：

Job # 997385
Locations China, Beijing
Job families Business development & strategy
Teams Business development and evangelism

Primary Accomplishments l IMDM advising

key customer business decision makers (BDM?s) on solution strategy and plan leading to strong pipeline l Quality Industry Solution sales plan embedded in each account plan completely aligned with the customer?s business priorities l Target volume of critical Industry Solution ?Light House?

opportunities are won leading to published reusable Customer Evidence l Fully functional Industry Solution sales motion executed that sustainably, over consecutive years, meets or exceeds quota attainment and score card targets l IMDM viewed as having deep relevant industry competence, compete insights, adding strategic value and ROI in execution at select key accounts, and is driving the Industry Sales scale execution broadly, leading to local market improved perception and ROI meeting expectations Excellence Indicators (EIs)

1. Develop, maintain and leverage deep account knowledge and BDM relationships in top accounts - The IMDM is frequently invited by key BDMs to advice on strategic solution project planning at critical decision moments, leading to documented opportunity plans (budgets, power maps, decision process, and win plan) and strong Industry Solution qualified pipeline (meeting the pipeline coverage ratio benchmark)

2. Develop the industry solution/section in the account plans - The IMDM develops and maintains the industry section in Customer Plans (including Customer Priorities and Industry Solution sales plan) that are supported by the key BDMs and signs off on overall plan quality

3. Win Industry Solution ?Light house? opportunities with Customer Evidence that changes market perception - The IMDM qualifies and drives first Industry Solution ?Light House? wins with Customer signed Customer Evidence release agreement and secured MS funding to develop and publish Customer Evidence document

4. Drives Industry Solution sales scale out and archive overall ATU/district revenue quota: The IMDM manages Industry Solution sales execution and scales to achieve Industry Solution pipeline coverage and full year Industry Solution sales revenue targets and total quota attainment

5. Is a valued industry expert - ATU members are ?over-requesting? the IMDM to meet their customer BDMs and leading to strong pipeline impact

Key Actions

1. Develop, maintain and leverages deep account knowledge and BDM relationships in top accounts: The IMDM develops and maintains and leverages BDM relationships and deep working knowledge of (6 to 10 named) prioritized (?top?) industry aligned accounts and within the IMDM?s territory, including Customer Priorities, BDM conversations and management, key influencers, LOB budgets and decision framework, as is evident by that the IMDM is frequently invited by key BDMs to advice on strategic project planning at critical decision moments, leading to vetted opportunity plans (budgets, power maps, decision process, and win plan) and a strong qualified solution pipeline (meeting the pipeline coverage ratio benchmark)

Suggest the IMDM: a. Leverages the Industry Solution Sales plan and targeted account list to prioritize the most critical BDM relationships, meeting at least 6-10 times per year orchestrated as a part of the Account Team?s activities to: elevate strategic customer dialog influence and consciously drive the Microsoft industry conversation, share industry PoV/reference architectures/evidence/solution sales pitches to: ? generate, qualify and drive opportunities ? gather competitive information/insights/trends ? improve and positioning at the account to become a strategic partner ? win b.Coaches the Account Managers on the Customer Priorities, BDM insights, Solution opportunities, potential impact, partner alignment to inform the customer plan (AIO) and sales execution strategy

2. Develop the industry/solution section in the account plan: The IMDM develops and maintains the industry section in account planning for the (6 to 10 named) prioritized industry aligned accounts, and lands the industry solution sales plan. The IMDM collaborates with the key BDMs together with the AM (and SSPs) to identify and qualify opportunities for planning purposes. Evident by having strong Customer Business priority and Big Bets Solution Sections in the Customer Plan (AIO) signed off by the key customer BDMs. Suggest the IMDM: a) Leverages top account BDM insights and practical experience to more easily uncover Solution opportunities b) Fully use own BDM (C-level) connection network at the accounts and expand throughout the whole industry to meet key BDMs, gain insights, predict/preempt compete situations, and to identify and qualify opportunities c) Acts with energy and conviction throughout the planning process to uncover opportunities in a structured way with BDMs and make the sure the focus is on process and outcome, leading to customer approval d) Supports, educates and influences Account teams regarding Solution product revenue, potential partners and BDM relationship/satisfaction impact. Devise sales strategies that include partner participation a.a. e) Ensures the Solution Win plan leverages WW Industry Solutions and is well documented in the all Account/Customer Plans and that they are sufficiently funded. Ensure priority is included in annual planning (e.g. IBP/Sector/district planning) and the Solution partner planning f) Signs off on all Customer plans approving the overall quality

3. Win Industry Solution ?Light house? opportunities with Customer Evidence that changes market perception: The IMDM identifies, qualifies and drives first Industry Solution ?Light House? wins that are ground breaking/market changing, critical compete deals, (e.g. new LOB on Azure or LOB on W8.1/W10 etc.). The IMDM works with SSPs and MCS Architects where existing and drives the opportunity until won 100%, as is evident by the IMDM generating opportunities and is meeting quota on Solution ?Light House? wins with secured rights (e.g. release agreement) from customer decision maker to share customer evidence publically and secured Microsoft funding to develop and publish evidence document.

Suggest the IMDM : a) Through the BDM (using sponsoring and deep account knowledge) and partner networks quarterly identifies key light house opportunities in the market that will come ?in play? the next 24 months b) Seek input from the WW Industry team (at the TZ level and WW level) to support key deals as sponsors c) Develops a Solution ?Light house? win strategy with the account team, SSPs and ESAs (including what partners we need to win, value proposition, opportunity SWOT, compete plan, power maps, decision process, and a win plan) d) Seeks supports and escalates early to mobilize resources and executive sponsorship if/when needed. Present plans and get sponsorship, commitments and secures resources needed to win with account team e) Clearly identifies roles and responsibilities between the members in the execution plan f) Have continuous conversations with key BDMs discussing solution strategy, options, develop/show decision frame work, introduce partner/MCS solution options and leverage MCS ESAs, SSPs and AMs and executive sponsor etc. as needed g) As appropriate introduce partner(s) to the customer (BDM/(BU ITDM) that can win and provide good Microsoft ROI, while carefully balancing competing interest if multiple partners want to bid h) Stay with the partner (or MCS if priming) throughout all sales stages (and maintain BDM connection) while letting the SSP support selling the platform, CRM, cloud, mobility, productivity, and AM close the deal at 100% win i) As needed engage deeper with the BDM to support the sale if escalations from partners or customer requires it j) Upfront, as appropriate, work with the AM to secure ?Light house? win customer evidence release agreement from the BDM?s k) Secure funding from EPG marketing and BGs a.a. to develop and publish customer evidence l) Drive the opportunity to 100% win 4. Drives Industry Solution sales scale out and archive overall ATU/district revenue quota: The IMDM manages Industry Solution sales execution scale out in areas of responsibility (geo and Sector/Industry/ATU). The IMDM prioritizes X (6-10) Accounts in aligned territory, leverages BDM relationship network and meet periodically with key BDMs to discuss, assess, present, Identify and Qualify Industry Solution opportunities with the customer (and SSPs, AMs as needed). The IMDM supports opportunities, as needed, until closed, so as to meet or exceed Revenue quota for the area of accountability, as is evident by the IMDM meeting or exceeding their FY Solution Sales quota attainment, FY Industry Solution pipeline coverage and 24 month rolling Industry Solution pipeline coverage.

Suggest the IMDM : a) Periodically updates the industry section in account plans as needed b) Develops a Solution win plan with the account team c) Orchestrates the Solution Sales motion and drives to 100% win but delegates out as far as possible by letting the partners and SSP?s execute these ?repeat? deals based on the ?Light house? win best practice template d) As/when appropriate introduce the ?right? (based on ?Light house? win best practice) industry solution partner (best chance to win with best ROI) to the customer with AM and SSPs and ensure customer is comfortable e) As far as possible let the partner drive the sale of their industry solution and as appropriate SSPs sells the platform, productivity, mobility etc? f) Stay on the opportunity on a steering committee basis (at least) and continue to meet key BDM?s and step in to drive the opportunity as needed (e.g. serious compete situation arises, partnering complications, BDM concerns requiring industry competence /relationship etc.)

5. Is a locally recognized and valued industry expert: The IMDM is frequently brought in as the Industry and Line of Business SME around mission critical LOB applications by the Account team (partners and MSFT) as is evident by the AMs, in the aligned territories, and their customer BDM(s) ?over-requesting? the IMDM to contribute to and lead BDM meetings (content could be customers solution portfolio planning, solution evaluation and decision meetings, solution project steering committee meetings, sales presentations meetings etc.)

Suggest the IMDM: a) Systematically communicates the areas of expertise to the Account teams, PTU, STU and MCS at team meetings. b) Systematically communicates significant customer BDM or strategic changes to the AMs c) Develop, maintain deep BDM relationships in top accounts and be invited to key customer events and meetings thanks to the industry expertise d) Share BDM network connection with AMs e) Share specific Industry Solution opportunities with AMs that the IMDM have identified from conversations with BDMs in the network f) Attends training where the IMDM has gaps g) Seek support from career coach h) Conducts on the job training and shadows other IMDM's and/or Industry Regional Business Managers (IRBM?s) viewed as experts in important areas where the IMDM has gaps i) Takes on a personal development training goal and continuously reads general business magazines/newspapers and industry literature j) Become a member of industry organizations and communities

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