Solution Sales Professional(职位编号：815309)
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：2013-01-15
- 工作地点：深圳
- 招聘人数：1
- 工作经验：五年以上
- 学历要求：本科
- 职位类别：销售代表
职位描述
Job Category: Sales
Location: China, Shenzhen
Job ID: 815309
Division: Sales
This Job is eligible for the following work arrangements :Flex Time
Role Description
The Dynamics Specialist Sales Team is responsible for driving sales of Microsoft Dynamics solutions into all segments. Their focus should be on complex, “depth” deals defined as any opportunity with great than $40K net to MS license revenue (L). The SSP - Dynamics is responsible to qualify, accelerate and close Dynamics depth deals where direct MS involvement in the sales cycle is required. They help to increase our ability to win the deal through their direct involvement with the customer and partner. They are “sales experts” and drive the sales cycle forward at all stages through their deep understanding of value-based solution selling to the BDM. This helps to increase our win rate and also add net new deals to the pipeline.
The SSP - Dynamics adds value to customers by understanding the pains and opportunities to be addressed within their specific business and linking MS Dynamics solutions to solving their business pains. They add value to partners through their high level of sales acumen and ability to skillfully manage a complex sales cycle. They are an added resource on a deal, assisting partners particularly when a customer demands direct MS involvement.
Responsibility/Activity
Deliverable #1:
Detailed Territory Plans to define the market opportunity for Dynamics solutions and plan how to achieve targeted depth quota.
Key Tasks:
- Perform market analysis in geography to determine which industries have a strong presence in the region, and to understand the potential customer base for Dynamics solutions.
- Attend EPG ATU/STU and SMS&P UMM account/opportunity planning sessions. Define which EPG and UMM accounts have potential to purchase Dynamics solutions.
- Map partner industry/vertical solutions to define what partner solutions are available to support their market opportunity.
- Understand Dynamics references that can be used for “like” companies in the region.
- Define the gap between the market opportunity and what vertical partner solutions we have available to sell.
- Linkage with PAMs to understand the PSP for key partners and how they will generate demand in the depth space.
Key Success Criteria:
- Understanding of the Dynamics market opportunity (cross segment) and how it maps to partner solutions and coverage in the region. Identify the gaps and work with local PAMs and Partner Recruiters to address the gap for the future.
- Develop and maintain a detailed list of the top 30 “most likely” prospects in the region and focus sales efforts on this list.
- Develop deep relationships with the BDMs and CXOs within this list of targeted prospects.
- Drive net new Dynamics pipeline from this top 30 list of prospects.
Deliverable #2:
Healthy, Accurate Microsoft Dynamics Solution Opportunity Pipeline
Key Tasks:
- Following the “Dynamics Depth Sales Process” to ensure deals meet the accepted “exit criteria” before advancing them to the next stage of the sales cycle.
- Ensure deals are properly entered and maintained in Siebel (or CRM).
- Develop a 3x pipeline to support depth quota attainment.
- Achieve quarterly and yearly depth sales targets.
Key Success Criteria:
- MSSP percentages spread over the pipeline are sufficient to deliver quota attainment.
- Pipeline revenue reflects a 3x the gap to quota.
- Forecast accuracy is maintained at +/-10%.
- Siebel (or CRM) is an accurate reflection of the deals and deal stages in the pipeline.
Deliverable #3:
- Qualify, Accelerate and Close Dynamics Opportunities.
Key Tasks:
- Follow the “Dynamics Depth Sales Process” to accelerate deals from 10% - 100%.
- Manage depth deals with sales excellence, adhering strictly to the sales stage exit criteria, and making full use of the sales tools, and resources available from MS.
- Pull together an effective v-team and provide leadership throughout the sales engagement.
- Complete Opportunity Plans with Partners on top deals and orchestrate regular “opportunity reviews” with extended sales team to refine sales and competitive strategy.
- Create unique business value and link Dynamics solutions to improving business performance.
- Build strong executive level and business relationships within accounts.
- Determine the winning partner strategy for each opportunity.
Key Success Criteria:
- Improve win rate on depth deals.
- Through prospecting, account profiling, and account planning identify net new Dynamics opportunities outside of those being created by the partner channel. Bring those net new deals to partners with good solution fit and ability to execute.
- Focus time and MS resources on depth deals we have the greatest chance of winning.
- Exit opportunities where we don’t have a solution, can’t align with the customer’s buying vision, or can’t create any compelling business value.
- Time and resources applied to the deal are in proportion to the strategic value or revenue of the deal.
Deliverable #4:
- Referenced Accounts/Satisfied Accounts
Key Tasks:
- Work with customers on both formal and informal reference relationships and plans.
- Escalate issues raised by customers to the appropriate MS resources.
- Maintain relationship with customer through deployment.
- Understand and quantify the positive impact the Dynamics solution had on the customer’s business.
Key Success Criteria:
- x# of referenceable wins.
- x# of customer evidence.
- X# of WinWires.
- Customer satisfaction as measured by NSAT scores.
- Referenceable customer targets are met or exceeded (e.g., 2 net new referenceable customers and 3 in the pipeline to become referenceable).
Deliverable #5:
- Continued Investment in Self Learning and Development
Key Tasks:
- Participate in all required coursework and training.
- Identify areas for improvement and career growth and relevant training or readiness.
Key Success Criteria:
- All mandated courses are completed in a timely fashion.
- Evidence of readiness completed in at least 1 vertical area of expertise.
- The SSP - Dynamics is tracking to plan for his/her development and career plans.
- The SSP - Dynamics makes effective use of Role Guide.
Qualifications
Experience: 5 - 8 years of related experience
Education: Master’s Degree is a must, MBA or Bachelor’s Degree (B.S./B.A.) is better.
- Professional Training and Certification: Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.), sales methodologies (equivalent to MSSP), financial acumen, presentation skills, negotiation skills, Line of Business applications, CRM and ERP, Industry knowledge.
Knowledge, Skills, and Abilities: Subject Matter Expertise
- 200 Level knowledge in the main Line of Business or functional applications used in targeted industries (e.g., claims processing in insurance industry and inventory management for distribution companies; HR and payroll systems, etc.)
- 200 Level knowledge of the tools and resources used by customers and their Lines of Business (e.g., financial metrics and statements, industry and analyst reports, executive dashboards, etc.)
Industry Expertise
- 300 Level knowledge of the specific industry drivers, challenges and opportunities faced by customers in the subsidiary
Microsoft Products
- 300 Level knowledge of Microsoft Licensing
- 200 Level knowledge of Microsoft Dynamics solutions (Navision and Axapta)
- 100 Level knowledge of basic Microsoft platform technologies
Competitor/Partner Products
- 200 Level knowledge of the business value of partner ERP and CRM solutions, their sales/implementation models, and their competitive value propositions, including Local/Regional partners
- 200 to 300 Level knowledge of ERP and CRM solutions provided by Oracle and SAP and by Local/Regional competitors
Abilities
- Strong, proven track record of consistently holding or exceeding quota 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 mould” 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 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.
- 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-facing readiness activities to continuously find ways to scale capacity within a territory or vertical.
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
Location: China, Shenzhen
Job ID: 815309
Division: Sales
This Job is eligible for the following work arrangements :Flex Time
Role Description
The Dynamics Specialist Sales Team is responsible for driving sales of Microsoft Dynamics solutions into all segments. Their focus should be on complex, “depth” deals defined as any opportunity with great than $40K net to MS license revenue (L). The SSP - Dynamics is responsible to qualify, accelerate and close Dynamics depth deals where direct MS involvement in the sales cycle is required. They help to increase our ability to win the deal through their direct involvement with the customer and partner. They are “sales experts” and drive the sales cycle forward at all stages through their deep understanding of value-based solution selling to the BDM. This helps to increase our win rate and also add net new deals to the pipeline.
The SSP - Dynamics adds value to customers by understanding the pains and opportunities to be addressed within their specific business and linking MS Dynamics solutions to solving their business pains. They add value to partners through their high level of sales acumen and ability to skillfully manage a complex sales cycle. They are an added resource on a deal, assisting partners particularly when a customer demands direct MS involvement.
Responsibility/Activity
Deliverable #1:
Detailed Territory Plans to define the market opportunity for Dynamics solutions and plan how to achieve targeted depth quota.
Key Tasks:
- Perform market analysis in geography to determine which industries have a strong presence in the region, and to understand the potential customer base for Dynamics solutions.
- Attend EPG ATU/STU and SMS&P UMM account/opportunity planning sessions. Define which EPG and UMM accounts have potential to purchase Dynamics solutions.
- Map partner industry/vertical solutions to define what partner solutions are available to support their market opportunity.
- Understand Dynamics references that can be used for “like” companies in the region.
- Define the gap between the market opportunity and what vertical partner solutions we have available to sell.
- Linkage with PAMs to understand the PSP for key partners and how they will generate demand in the depth space.
Key Success Criteria:
- Understanding of the Dynamics market opportunity (cross segment) and how it maps to partner solutions and coverage in the region. Identify the gaps and work with local PAMs and Partner Recruiters to address the gap for the future.
- Develop and maintain a detailed list of the top 30 “most likely” prospects in the region and focus sales efforts on this list.
- Develop deep relationships with the BDMs and CXOs within this list of targeted prospects.
- Drive net new Dynamics pipeline from this top 30 list of prospects.
Deliverable #2:
Healthy, Accurate Microsoft Dynamics Solution Opportunity Pipeline
Key Tasks:
- Following the “Dynamics Depth Sales Process” to ensure deals meet the accepted “exit criteria” before advancing them to the next stage of the sales cycle.
- Ensure deals are properly entered and maintained in Siebel (or CRM).
- Develop a 3x pipeline to support depth quota attainment.
- Achieve quarterly and yearly depth sales targets.
Key Success Criteria:
- MSSP percentages spread over the pipeline are sufficient to deliver quota attainment.
- Pipeline revenue reflects a 3x the gap to quota.
- Forecast accuracy is maintained at +/-10%.
- Siebel (or CRM) is an accurate reflection of the deals and deal stages in the pipeline.
Deliverable #3:
- Qualify, Accelerate and Close Dynamics Opportunities.
Key Tasks:
- Follow the “Dynamics Depth Sales Process” to accelerate deals from 10% - 100%.
- Manage depth deals with sales excellence, adhering strictly to the sales stage exit criteria, and making full use of the sales tools, and resources available from MS.
- Pull together an effective v-team and provide leadership throughout the sales engagement.
- Complete Opportunity Plans with Partners on top deals and orchestrate regular “opportunity reviews” with extended sales team to refine sales and competitive strategy.
- Create unique business value and link Dynamics solutions to improving business performance.
- Build strong executive level and business relationships within accounts.
- Determine the winning partner strategy for each opportunity.
Key Success Criteria:
- Improve win rate on depth deals.
- Through prospecting, account profiling, and account planning identify net new Dynamics opportunities outside of those being created by the partner channel. Bring those net new deals to partners with good solution fit and ability to execute.
- Focus time and MS resources on depth deals we have the greatest chance of winning.
- Exit opportunities where we don’t have a solution, can’t align with the customer’s buying vision, or can’t create any compelling business value.
- Time and resources applied to the deal are in proportion to the strategic value or revenue of the deal.
Deliverable #4:
- Referenced Accounts/Satisfied Accounts
Key Tasks:
- Work with customers on both formal and informal reference relationships and plans.
- Escalate issues raised by customers to the appropriate MS resources.
- Maintain relationship with customer through deployment.
- Understand and quantify the positive impact the Dynamics solution had on the customer’s business.
Key Success Criteria:
- x# of referenceable wins.
- x# of customer evidence.
- X# of WinWires.
- Customer satisfaction as measured by NSAT scores.
- Referenceable customer targets are met or exceeded (e.g., 2 net new referenceable customers and 3 in the pipeline to become referenceable).
Deliverable #5:
- Continued Investment in Self Learning and Development
Key Tasks:
- Participate in all required coursework and training.
- Identify areas for improvement and career growth and relevant training or readiness.
Key Success Criteria:
- All mandated courses are completed in a timely fashion.
- Evidence of readiness completed in at least 1 vertical area of expertise.
- The SSP - Dynamics is tracking to plan for his/her development and career plans.
- The SSP - Dynamics makes effective use of Role Guide.
Qualifications
Experience: 5 - 8 years of related experience
Education: Master’s Degree is a must, MBA or Bachelor’s Degree (B.S./B.A.) is better.
- Professional Training and Certification: Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.), sales methodologies (equivalent to MSSP), financial acumen, presentation skills, negotiation skills, Line of Business applications, CRM and ERP, Industry knowledge.
Knowledge, Skills, and Abilities: Subject Matter Expertise
- 200 Level knowledge in the main Line of Business or functional applications used in targeted industries (e.g., claims processing in insurance industry and inventory management for distribution companies; HR and payroll systems, etc.)
- 200 Level knowledge of the tools and resources used by customers and their Lines of Business (e.g., financial metrics and statements, industry and analyst reports, executive dashboards, etc.)
Industry Expertise
- 300 Level knowledge of the specific industry drivers, challenges and opportunities faced by customers in the subsidiary
Microsoft Products
- 300 Level knowledge of Microsoft Licensing
- 200 Level knowledge of Microsoft Dynamics solutions (Navision and Axapta)
- 100 Level knowledge of basic Microsoft platform technologies
Competitor/Partner Products
- 200 Level knowledge of the business value of partner ERP and CRM solutions, their sales/implementation models, and their competitive value propositions, including Local/Regional partners
- 200 to 300 Level knowledge of ERP and CRM solutions provided by Oracle and SAP and by Local/Regional competitors
Abilities
- Strong, proven track record of consistently holding or exceeding quota 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 mould” 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 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.
- 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-facing readiness activities to continuously find ways to scale capacity within a territory or vertical.
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