Account Technology Strategist(职位编号：807963)
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：三年以上
- 学历要求：本科
- 职位类别：客户经理/主管
职位描述
Job Category: Sales
Location: China, Shanghai
Job ID: 807963
Division: Sales
The Account Technology Strategist (ATS) is part of the Microsoft Technical Sales Profession, aimed to:
‘Enable the Business & IT goals of our Customers, by delivering Business value with the Microsoft Platform, thus securing long-term Sustainable Growth for Microsoft!’
How does the ATS role add value?
The ATS is an Customer aligned Relationship Resource with the following core responsibilities:
1. Gather a 360° Customer Insight profile, incl. IO, IT and Application Platform, and the Partner and Competitive landscape.
2. Build Trusted Technology Relationships with the TDM, in particular with the CIO, CSO, CTO and their direct reports.
3. Drive Realized Platform Value, by driving a Deployment and Adoption Strategy, and orchestrating Resources from the STU (SSP/TSP), Microsoft Services and Partners for Execution.
4. Initiate Growth by Competitive Displacement, by building a qualified competitive pipeline, initiating Capability Led (IO) Conversations, supporting Application Platform (BGA/AGA) Engagements, and leveraging the Microsoft Account Planning process.
The ATS has 3 distinct sales motions:
1. Deployment: The ATS owns the Deployment Strategy, and drives a customer validated Deployment Plan, supported by STU, Microsoft Services and Partners.
2. Capability Led Selling (IO): The ATS initiates the IO Conversation (leveraging IO Discovery) as a Trusted Technology Relation to the TDM (in particular the CIO, CSO and CTO), and supports STU resources (SSP/TSP) in driving competitive opportunities.
3. Application Platform Selling (APO): The ATS supports Application Platform BGA and AGA engagements, owned and orchestrated by AM and SSP Platform.
How is the ATS role unique from other roles?
The ATS role is unique in:
a. Its focus on Long-term Sustainable Growth.
b. Its in-depth knowledge of Customers’ IT environments.
c. Its ability to build long-term Trusted Technology Relationships, and have solid and meaningful strategic Technology conversations.
d. Its broad knowledge of the entire Microsoft Enterprise Platform, and the ability to map IT to the Customer Business needs and priorities.
e. Its ability to qualify and initiate competitive opportunities and work with Microsoft and/or Partner resources to grow the Microsoft Infrastructure and Application Platform.
Qualifications
- Experience: 3-5 years of related experience
- Bachelor’s Degree is required; MBA/Master’s Degree is preferred;
- Field of Study:Computer Science, Information Technology
- Professional Training and Certification:
- Professional training/certification in:
- Sales and Partner management, complex sales training (i.e. Miller Hyman, Spin, Michael Bosworth, Holden, etc.), sales methodologies (equivalent to MSSP),
- Broad evangelism through events (presentation skills),
- Effective marketing tactics,
- CRM (Siebel or other).
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
Location: China, Shanghai
Job ID: 807963
Division: Sales
The Account Technology Strategist (ATS) is part of the Microsoft Technical Sales Profession, aimed to:
‘Enable the Business & IT goals of our Customers, by delivering Business value with the Microsoft Platform, thus securing long-term Sustainable Growth for Microsoft!’
How does the ATS role add value?
The ATS is an Customer aligned Relationship Resource with the following core responsibilities:
1. Gather a 360° Customer Insight profile, incl. IO, IT and Application Platform, and the Partner and Competitive landscape.
2. Build Trusted Technology Relationships with the TDM, in particular with the CIO, CSO, CTO and their direct reports.
3. Drive Realized Platform Value, by driving a Deployment and Adoption Strategy, and orchestrating Resources from the STU (SSP/TSP), Microsoft Services and Partners for Execution.
4. Initiate Growth by Competitive Displacement, by building a qualified competitive pipeline, initiating Capability Led (IO) Conversations, supporting Application Platform (BGA/AGA) Engagements, and leveraging the Microsoft Account Planning process.
The ATS has 3 distinct sales motions:
1. Deployment: The ATS owns the Deployment Strategy, and drives a customer validated Deployment Plan, supported by STU, Microsoft Services and Partners.
2. Capability Led Selling (IO): The ATS initiates the IO Conversation (leveraging IO Discovery) as a Trusted Technology Relation to the TDM (in particular the CIO, CSO and CTO), and supports STU resources (SSP/TSP) in driving competitive opportunities.
3. Application Platform Selling (APO): The ATS supports Application Platform BGA and AGA engagements, owned and orchestrated by AM and SSP Platform.
How is the ATS role unique from other roles?
The ATS role is unique in:
a. Its focus on Long-term Sustainable Growth.
b. Its in-depth knowledge of Customers’ IT environments.
c. Its ability to build long-term Trusted Technology Relationships, and have solid and meaningful strategic Technology conversations.
d. Its broad knowledge of the entire Microsoft Enterprise Platform, and the ability to map IT to the Customer Business needs and priorities.
e. Its ability to qualify and initiate competitive opportunities and work with Microsoft and/or Partner resources to grow the Microsoft Infrastructure and Application Platform.
Qualifications
- Experience: 3-5 years of related experience
- Bachelor’s Degree is required; MBA/Master’s Degree is preferred;
- Field of Study:Computer Science, Information Technology
- Professional Training and Certification:
- Professional training/certification in:
- Sales and Partner management, complex sales training (i.e. Miller Hyman, Spin, Michael Bosworth, Holden, etc.), sales methodologies (equivalent to MSSP),
- Broad evangelism through events (presentation skills),
- Effective marketing tactics,
- CRM (Siebel or other).
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