广州招聘

Job Category: Sales

Location: China, Beijing

Job ID: 793170

Product: (Not Product Specific)

Division: Sales

Summary of Job Profile:

Why does the Principal Platform Specialist (PPS) role exist?

- The Principal Platform Specialist (PPS) adds value by increasing Microsoft’s relevance with regard to the client’s mission and business critical applications, thereby increasing the penetration of our application platform products and our share of the customer’s wallet.

How does the Principal Platform Specialist role add value?

- The Principal Platform Specialist is a senior leader with deep Industry Expertise, Large Opportunity Orchestration abilities, Senior Sales and Pipeline Management skills who can leverage his/her broad Business and potentially Technical acumen to bridge the gap between a business opportunity or challenge and a conceptual solution consisting of products and services from Microsoft and its Partners. The PPS is a recognized “go-to” resource by Customers, Partners and Colleagues within his/her Accounts and Industry affiliation

How is the Principal Platform Specialist (PPS) role unique from other roles?

- The Principal Platform Specialist (PPS) role is unique in their approach to engaging with their customers. Armed with deep account knowledge and a long term vision, the PPS will be responsible for identifying, qualifying & leading sales opportunities related to business and mission critical applications in a given set of targeted customers. This will be done by leveraging a business centric selling approach with the CIO, Business Decision Maker (BDM) and Business Unit IT communities within the targeted account(s), to shift their view of Microsoft to that of a credible, Tier 1 partner.

The PPS will be responsible for leading the creation of solutions, based on the Microsoft portfolio of products and the Microsoft ecosystem (ISV/SI solutions), in order to address the customer’s validated business challenges and initiatives. This strategy will manifest itself in a large product and solutions pipeline and subsequent Tier 1 solution wins.

Qualifications:

- 5-8 years of related experience

- Bachelor’s Degree required, advanced degree preferred

- Strong, proven track record of consistently meeting or exceeding quota targets 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 mold” 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 aligning & 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.

- Proven experience in the following key areas:

- Needs Analysis and Envisioning

- In-depth knowledge of competitors

- Demonstrated project management skills

- 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, taking strategic direction from opportunity owners and 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 solutions to continuously find ways to solve customer needs.

- 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 develop and the challenges they face with these applications.

- Works with the customer to develop solutions

- Works with the sales team in preparing the account planning documents

- Formulates a unified account strategy across Microsoft and key Microsoft partners

- Jointly creates the evaluation plan with the customer and orchestrates the virtual team

- Facilitates the Envisioning and Architecture Design sessions

- Creating the deliverables (final presentation, solution specification and value proposition)

- Presenting the final deliverables to the customer

- Excellent verbal and written communication skills:

- The ability to persuade others through presentations, demonstrations, and written communication are required.

- Strong facilitation skills

- Communicates effectively:

- Constructs and communicates compelling arguments that convince others to take a desired action

- Demonstrates the ability to present ideas, goals, problems, outcomes, and processes in a fashion that is understood by a diverse audience.

o Provides examples of and demonstrates communication capabilities with presentations, articles, whitepapers, etc.

- Understands the customer’s business:

- Actively researches customer to determine business issues

- Asks “High yield” questions to draw out customers issues

- Differentiates symptoms from root cause problems

- Helps customer prioritize issues to derive high value initiatives

- Understands, describes, and executes a business process:

- Describes the function of a business process and logically and coherently walks you through the process end to end

- Demonstrates and describes successfully using a process in a previous business role, along with the outcome(s) of that process

- Builds and leads teams through influence:

- Demonstrates from experience, the ability to recruit and convince others to participate in achieving group goals.

- Keeps the group working toward a common shared outcome or goal

- Effectively utilizes and leverages virtual team resources

- Problem solver:

- Demonstrates the ability to apply people, process, and technology to solving complex business problems.

- Effectively describes how to apply which type(s) of technology to solve or mitigate specific business problems

- Is familiar with and can describe to varied audiences in their business terms Microsoft’s solutions

- Focused:

o Keeps the desired and agreed to outcome in mind while striving to complete the job and achieve the desired outcome

• Organized and analytical:

o Works well in an unstructured environment and creates a common thread through seemingly dissimilar facts and/or events

o Organizes disparate facts and events, discovers causes and effects, and explains them to others

• Trusted Advisor:

o Works effectively with all levels in the customer organization helping them understand and solve their business problems

o Becomes the “go to” person the customer seeks out when new business problems must be solved

o Is welcomed by top customer management to discuss new ideas and approaches

• Creative:

o Identifies opportunities to solve problems in a new and different way

o Independently and unprompted creates solutions and shares those solutions with customers and peers

o This position involves significant executive level interaction and involvement including presentations, etc.

• Acts as a mentor for less experienced Principal Platform Specialists and Platform Specialists

Microsoft is an equal opportunity employer and supports workforce diversity.

GCR:CN:Sales:EN

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