Large Opportunity Manager(职位编号：815440)
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：2012-11-22
- 工作地点：成都
- 招聘人数：1
- 工作经验：三年以上
- 学历要求：本科
- 职位类别：销售经理
职位描述
Job Category: Sales
Location: China, Chengdu
Job ID: 815440
Division: Sales
This Job is eligible for the following work arrangements :Flex Time
Job Location: Cheng du, China
Job Title: Large Opportunities Manager (LOM)
Department / Org: SMS&P-West
Job Purpose:
The Mid Market (MM) workgroup manages the Medium Business Segment to maximize revenue and revenue growth, and customer and partner satisfaction. This includes demand creation, sales force planning and opportunity pipeline management. The team oversees the Customer Relationship Marketing execution for New and Existing Customers and ensures Customers retention and nurturing.
The LOM is responsible for managing Large Opportunities (LOs). These LOs will typically be created either by the Telesales team or by a Partner and will involve complex infrastructure, MBS products, competitive situations, license compliance situations, EA or complex solutions involving Server and solution selling. The LOM will engage with both customers and Partners to ensure that the LO in managed in the correct way through to closure. The LOM is “partner independent” and will recommend the best partner for the customer environment working with other MM resources to do this. It is expected that a substantial proportion of the LOM’s time is customer facing.
Role & Responsibilities:
- Managing LOs created and handed over by Telesales or Partners through to closure.
- Manage large opportunities so that we close the revenue within agreed timeframe and the customer is satisfied with the sales process - showing the customer Microsoft “skin in the game”.
- Manage competitive sales situations and engage the right resource to win the deal for Microsoft.
- Manage complex opportunities where Server and/or ISV solutions are involved based on our platform.
- Manage larger license compliance issues where necessary.
- Manage EA and complex license renewals.
- In all of the situations above the LOM must work with other resources in the MM team and also across the organization so that customer and partner satisfaction are maximized. Within the MM team the LOM must ensure that the customer is not “touched” by many points of contact from Microsoft - this is demonstrating clear ownership and engaging other resources where necessary and in agreement with the customer.
- Managing is based on an opportunistic model NOT a customer Account Management model. This means that clear expectations must be set with the customer up front. Opportunity management means that the opportunity is “owned” by the LOM from the moment of hand off from TS or Partner through to closure of the opportunity - the point at which the customer purchases licenses from Microsoft.
- Managing relationships between LOM customers and Partners.
- Ensure that the LO customer is assigned the right Partner to assist them in their project and liaise with the relevant PAM and/or PEM to make sure this relationship works. Where the customer chooses a non-managed Partner the LOM is expected to work with the partner to make sure they provide the right support for the customer and have access to the right tools from Microsoft to do their job.
- Utilize CRM tools (Siebel, etc.)
- Attend meetings, trainings, airlifts, summits, conference calls.
- Month end reporting
Requirements:
Essential Experience:
- At least 3 years of proven sales experience in IT industry and a track record of working with a wide range of business partners.
- Extensive experience working in large “virtual” account teams-field sales, inside sales, technical specialists, services, partners, and leading these teams towards a common vision/strategy for each account.
Technical / Functional Skills:
- An understanding of Microsoft technologies and our license programs would be a distinct advantage.
- An overall passion for sales within a technology environment and for the business value it drives.
Personal Attributes / Interpersonal Skills
- Excellent verbal and written communication skills with equally good listening and qualification skills.
- Highly motivated with a mature and positive attitude and a passion for working with customers and partners
- Must be a self-starter, able to work independently and as part of a team.
- Requires strong negotiating, influencing and interpersonal skills.
- Positive attitude
- Aggressive
- Always willing to improve continuously
Qualifications
- Degree qualified (bachelor’s degree typically required, Master’s/MBA preferred)
- Additional sales or marketing qualifications centered on driving business value through the use of technology in multiple industry vertical markets would be beneficial.
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
Location: China, Chengdu
Job ID: 815440
Division: Sales
This Job is eligible for the following work arrangements :Flex Time
Job Location: Cheng du, China
Job Title: Large Opportunities Manager (LOM)
Department / Org: SMS&P-West
Job Purpose:
The Mid Market (MM) workgroup manages the Medium Business Segment to maximize revenue and revenue growth, and customer and partner satisfaction. This includes demand creation, sales force planning and opportunity pipeline management. The team oversees the Customer Relationship Marketing execution for New and Existing Customers and ensures Customers retention and nurturing.
The LOM is responsible for managing Large Opportunities (LOs). These LOs will typically be created either by the Telesales team or by a Partner and will involve complex infrastructure, MBS products, competitive situations, license compliance situations, EA or complex solutions involving Server and solution selling. The LOM will engage with both customers and Partners to ensure that the LO in managed in the correct way through to closure. The LOM is “partner independent” and will recommend the best partner for the customer environment working with other MM resources to do this. It is expected that a substantial proportion of the LOM’s time is customer facing.
Role & Responsibilities:
- Managing LOs created and handed over by Telesales or Partners through to closure.
- Manage large opportunities so that we close the revenue within agreed timeframe and the customer is satisfied with the sales process - showing the customer Microsoft “skin in the game”.
- Manage competitive sales situations and engage the right resource to win the deal for Microsoft.
- Manage complex opportunities where Server and/or ISV solutions are involved based on our platform.
- Manage larger license compliance issues where necessary.
- Manage EA and complex license renewals.
- In all of the situations above the LOM must work with other resources in the MM team and also across the organization so that customer and partner satisfaction are maximized. Within the MM team the LOM must ensure that the customer is not “touched” by many points of contact from Microsoft - this is demonstrating clear ownership and engaging other resources where necessary and in agreement with the customer.
- Managing is based on an opportunistic model NOT a customer Account Management model. This means that clear expectations must be set with the customer up front. Opportunity management means that the opportunity is “owned” by the LOM from the moment of hand off from TS or Partner through to closure of the opportunity - the point at which the customer purchases licenses from Microsoft.
- Managing relationships between LOM customers and Partners.
- Ensure that the LO customer is assigned the right Partner to assist them in their project and liaise with the relevant PAM and/or PEM to make sure this relationship works. Where the customer chooses a non-managed Partner the LOM is expected to work with the partner to make sure they provide the right support for the customer and have access to the right tools from Microsoft to do their job.
- Utilize CRM tools (Siebel, etc.)
- Attend meetings, trainings, airlifts, summits, conference calls.
- Month end reporting
Requirements:
Essential Experience:
- At least 3 years of proven sales experience in IT industry and a track record of working with a wide range of business partners.
- Extensive experience working in large “virtual” account teams-field sales, inside sales, technical specialists, services, partners, and leading these teams towards a common vision/strategy for each account.
Technical / Functional Skills:
- An understanding of Microsoft technologies and our license programs would be a distinct advantage.
- An overall passion for sales within a technology environment and for the business value it drives.
Personal Attributes / Interpersonal Skills
- Excellent verbal and written communication skills with equally good listening and qualification skills.
- Highly motivated with a mature and positive attitude and a passion for working with customers and partners
- Must be a self-starter, able to work independently and as part of a team.
- Requires strong negotiating, influencing and interpersonal skills.
- Positive attitude
- Aggressive
- Always willing to improve continuously
Qualifications
- Degree qualified (bachelor’s degree typically required, Master’s/MBA preferred)
- Additional sales or marketing qualifications centered on driving business value through the use of technology in multiple industry vertical markets would be beneficial.
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