广州招聘

Job ID 833617
Location China, Beijing
Job Category Sales
Division Sales

Summary of Job Profile
Why does the TSP Productivity Online role exist?
The Technology Solutions Professional (TSP) Productivity Online adds value to Microsoft by leading Office 365 technical pre-sales for EPG and supporting SMSP Corporate Accounts customers starting at the 10% Develop through 80% Close sales stage. This includes utilizing the Office 365 Customer Decision Framework to rapidly qualify in/out opportunities, prove the value and technical fit of Office 365, aligning Microsoft Premier Deployment or Partners to support Office 365 deployment, influencing adoption of Microsoft Premier Online, developing customer trust in Microsoft’s cloud services, and partnering with the BG Solution Architect team to ensure what is sold can be delivered as a service. This results in aligned customer expectations, a differentiated approach versus the competition, higher market share, increased customer satisfaction, and revenue growth.

How does the TSP Productivity Online role add value?
1. Successfully drive the win rate versus key priority target opportunities (GAPE, Notes, GroupWise, Open Source, Legacy Exchange, EA Renewal, New EA and Kiosk).
2. Lead Technical Briefing and Solution Alignment Workshop (SAW) helping customer technical decision makers and influencers to understand “what” is Office 365 and “how” Office 365 will work in their environment.
3. . Orchestrate Migration Due Diligence and Technical Reviews ensuring successful hand off to BG Solution Architects to ensure technical feasibility and validate coexistence and migration approach.
4. Orchestrate appropriate MS Premier Deployment and/or Partners to lead and execute migration to the cloud. Influence Microsoft Premier Online adoption for lifecycle support.
5. Introducing Microsoft Enterprise Services and/or Partners for readiness and/or value added services to the Office 365 solution.
6. Providing technical insights into the customer business case and final proposal.
7. Ensuring that self-readiness, the readiness of other TSPs and team members are maintained for supported solutions.

How the TSP Productivity Online role is unique from other roles?
a. Executing superior technical engagements (Technical Briefing, SAW and Migration Due Diligence).
b. Direct liaison to the BG for technical feedback and changes.
c. Orchestrating migration and deployment resources during pre-sales.
d. Engaging at deep technical levels within assigned opportunities and being able to translate how Office 365 technology solves business problems.
TSP Productivity Online Deliverables and MSSP
The TSP Productivity Online is accountable to deliver the following:
- Lead, present, and provide follow up from Technical Briefing and Solution Alignment Workshop.
- Influence adoption of Microsoft Premier Online for lifecycle support.
- Support development of Joint Evaluation Plan with v-team.
- Support orchestrating Services Entities (MS Premier Deploymentand/or Partners for provisioning and migration services to the cloud.
- Support orchestrating MS Enterprise Services and/or Partners for readiness and value added services (AD health, client remediation, etc.)
- Provide technical aspects of business case development
- Orchestrate Migration Due Diligence and Technical Reviews ensuring successful hand off with BG Solution Architect.
- Partner with BG Solution Architects to provide technical feedback and changes required to win share and meet enterprise customer requirements.

MSSP deal orchestration for Office 365 includes several roles from a technical perspective. Details of the Office 365 sales model and MSSP role orchestration can be found here http://sharepoint/sites/businessonline/Sales%20Model/Forms/AllItems.aspx>.
1. ATS: Accountable for prospecting their accounts by telling the MS Cloud story to TDMs. They own the technical relationships in the account and are involved throughout the Office 365 sales cycle.
2. TSP UC/SharePoint: If the opportunity requires specialty resources, the ATS escalates to the TSP UC/SharePoint. The TSP UC/SharePoint helps customer TDMs understand “what is Office 365.” They are accountable for delivering BPOS Solution Briefings and associated follow up. This includes delivery of Office 365 Service Description documents and answering initial questions. Their objective is to help gain TDM sponsorship.
3. TSP Productivity Online “Local Black Belt”: Once an opportunity is qualified, the opportunity is handed off to the TSP Productivity Online. The TSP is dedicated to selling Office 365 and is accountable for helping to close the deal. He/She is accountable to ensure what is promised to the customer can be delivered as a service by the BG. This includes delivering the Solution Alignment Workshop and follow up, orchestrating Migration Due Diligence and Technical Reviews in conjunction with the BOS Solution Architect team, and aligning MPD and/or partners for migration and deployment.
4. BOS Solution Architect (SA): Provide primary technical support for TSP Productivity Online. The SA is accountable for mentoring, coaching, and escalation support to TSP Productivity Online resources. For the largest, most competitive and most strategic deals the SA will provide specialist coverage for briefings. The BOS SA is also accountable for recommending alternatives and workarounds, and giving insight into DCR prioritization for future releases. He/She brokers access to specialist resources in BOS, QA function to approve technical contract exhibits, reviews the overall opportunity and obtains BOS approval for deviations.
TSP Profile of Excellence - TSP Productivity Online Summary
Proof of Microsoft Value to Customers and Technical Contribution to Revenue Goals around One or More Products: Success in this job deliverable is measured by a assigned user attainment within assigned Office 365 opportunities. Indicators demonstrating probable achievement of success include (1) triaging opportunities to ensure they are qualified and providing feedback to ATU and STU teammates to help them learn, (2) successful executing Technical Briefing, SAW, Migration Due Diligence, Technical Review and associated follow up activities, (3) high quality interactions with BG Solution Analysts, (4) successfully orchestrating MPD and/or Partners for migration and deployment, (5) influencing adoption of Microsoft Premier Online for lifecycle support, (6)providing value added technical deliverables to support winning proposals that differentiate Ofice 365 versus the competition, and (7) developing trust relationships with key technical influencers including CIO, CSO, CTO, and Enterprise Architect(s). Total of 100% combining all deliverables below.
Strong Self, Internal and External Stakeholder Relationships, Readiness and Commitment: Tasks include conducting self-research, learning and readiness. Additional tasks include the education and knowledge transfer of Office 365 knowledge to team members and other TSPs. Another task is developing strong community relationships with the ATU, STU, PTU, Enterprise Services, WWEPG, and the BG. Specific value of these tasks is the professional skills development that contributes to the overall effectiveness of the TSP and others’ job effectiveness. Success is measured by strong, long-term community relationships that foster commitment and further mainstreaming of Office 365. Additional success is measured by TSPs and team members who are more effective with customers on Office 365 and Microsoft Cloud solutions. 20%
Development of Assigned Opportunities - Solution Alignment Workshop and Change Requests: Participate in team planning activities and providing coaching/mentorship to ATU and STU. Lead Technical Briefings, Solution Alignment Workshop, orchestrate Migration Due Diligence and Technical Reviews, and follow up for qualified Office 365 opportunities (40%). This involves resolving technical blockers, conducting security reviews, and collaborating with BOS Solution Architects on Office 365 opportunities. Specifically, the TSP will proactively identify any technical issues such as gaps between customer requirements and Office 365 capabilities, system requirements not met (Active Directory structure, network problems, etc.), and mismatches between customer, partner, and Microsoft expectations. The TSP will work with customer, partner, and the BOS Solution Analyst to resolve such issues by explaining the solution we do have, changing the requirement, finding a workaround, requesting a DCR for priorization against a future service release, or orchestrating the development of a consulting statement of work to address the gap. They will ensure the customer understands and accepts the resolution of the technical issues. Other tasks include assignment reviews with the manager and completing/updating technical information in GSX. 40%
Selecting Service Entities Committed and Aligned to Help Win Opportunities - Orchestrate Migration, Readiness, and Value Added Services: Tasks include identifying customer solution needs (and risks) for migrating to the cloud. The TSP will utiilze MS Premier Deployment, and/or a core set of Partners as appropriate to lead and execute the deployment. He/she will orchestrate the Migration Due Diligence and Technical Review during the Proof stage. This includes developing successful business relationships with the Services entities and aligning their capabilities to the customer’s Office 365 solutions needs. Success is measured by the successful negotiation of (1) deployment contracts as a component of an overall Office 365 negotiation, (2) successful and timely migration to Office 365, and (3) the number of assigned partners attached to BPOS opportunities at the 40% - 80% sales stages. 20%
Bill of Materials and Architecture that Feeds into Solution Proposal: The main task for this deliverable is for the TSP to complete technical elements of the solution proposal. TSPs add specific value by driving pipeline velocity and architecting a solution that the customer can accept. Success is measured by the TSP moving each assigned opportunity through to the MSSP Solution and Proof phases. 10%
Orchestrating Managed Office 365 Trials: Tasks include demonstrating the business value of Microsoft’s Office 365 solutions within a managed trail. To successfully execute a trial, TSPs first validate that the opportunity is worth a trial. Additional tasks include developing an understanding of the customer’s enterprise IT architecture and the competitive landscape. The TSP should ensure the customer’s expectations are aligned with the scenarios and experience the managed trial is designed to deliver. The TSP will engage MS Services and/or a Partner to execute trial depending on customer attributes such as account size, project scope, etc. Specific value is using judgment on what is the most effective and efficient course of action to advance the opportunity toward Close. Success is measured by (1) x% of assigned opportunities that have a go-forward plan developed for Close in the MSSP (as defined by local FY commitments) and (2) the successful and efficient execution of each trial. 10%
Summary of Role in Microsoft’s Business Processes
What business results is this position accountable for? What are the key initiatives and challenges facing this position over the next 6 months to 3 years?
The TSP Productivity Online role is accountable for assigned user attainment for opportunities in their subsidiary/district. They are also accountable for pipeline velocity and deployment services alignment. To do this, the TSP Productivity Online role focuses on successful execution of Technical Briefing, Solution Alignment Workshops, Managed Due Diligence, Technical Reviews, resolving deal blockers, managed trials, aligning services entities for readiness and value added services, and supporting technical aspects of proposal. The key challenge in this role is (1) ensuring the expected service aligns with customer requirements and expectations, (2) ensuring what is sold can be delivered as a service, and (3) convincing customers and partners in technical discussions that they can trust Microsoft with their data and IT operations.
In what ways and levels does this position affect Microsoft: department-wide impact, division-wide impact, domestic only, worldwide, etc.?
The TSP Productivity Online role is an individual contributor position that impacts Microsoft division-wide. The TSP works within the STU.
What are the decisions that this job makes? What is the importance of these decisions? On what decisions would this job need to defer to its manager or client?
The TSP Productivity Online role decides on what burden of proof is necessary for Microsoft to win an opportunity in the Solution and Proof phases of MSSP. The TSP Productivity Online decides if:
The cloud is a good technical fit for the customer or if they are better served with Private Cloud, on-premises, Partner hosted, or hybrid solution.
Change management requests are required to win the deal.
A Managed Trial is necessary.
Criteria are met within technical engagements.
To what extent is the position responsible for the strategy, design, development, rollout or implementation of programs, products and/or services?
The TSP Productivity Online role is responsible for orchestrating how a Managed Trial is executed. Additionally, the TSP Productivity Online role strategically decides which service entity best supports the customer’s migration to Office 365 (MS Premier Deployment and/or Partners). As needed, the TSP Productivity Online also strategically decides which service entity best support readiness and value added services for the customer.
What other internal communication/business relationships does this position have with management, direct reports, peers and positions outside immediate work group? What is the purpose/type of communication: data collection, negotiation, status reports, etc.?
1. The TSP Productivity Online role contributes to account planning activities (e.g., IT Profiles) and technical engagement/evaluation plans.
2. The TSP Productivity Online accepts qualified opportunities for TSP UC/SharePoint while also providing feedback and mentorship to STU members not dedicated to BPOS.
3. TSP Productivity Online escalates technical blockers to BG Solution Architects. The BG Solution Architect also serves as a mentor and second level support to the TSP Productivity Online. The TSP also interacts with WWLP Office 365 Licensing Executives if a change generates a contract change.
The TSP Productivity Online role may also communicate with Insider Groups, PGs and BMO.
What type of external communication/business relationships does this position have with vendors, partners, press and etc.?
The TSP Productivity Online role selects, enables, engages and sometimes can be brought to bear for partners. Some TSPs work with industry events and marketing organizations.
What stakeholders (positions, departments, and business functions) does this position rely on to achieve its goals? What stakeholders does this position impact?
The TSP Productivity Online role relies on and impacts the following field positions: AMs, SSPs (in the ATU and the STU), ATSs, PAMs, LS, and PAM. The TSP relies on and impacts the following corporate and worldwide positions: WWEPG SSP, WWLP LE, and BG Solution Analyst.
Qualifications
Experience:8-10 years of related experience
Education:Bachelor’s Degree is required,
Professional Training and Certification:Professional training/certification in:
- MCSE
- Communication skills as described in existing Job Ladders and Job Descriptions, with a particular focus on adjusting the topic and technical sophistication to the audience
- Business skills, per the Executive Conversation training and other initiatives
- Sales and/or Opportunity Management training
- Non-Microsoft Prior Work Experience
- Solution selling experience to enterprise customers
- Emphasis on Enterprise Architecture - Core Infrastructure focus, Email design and migration with enterprise companies, network design
- Sales engineer at a large technology company selling into the enterprise (not necessarily software)
- IT Consulting, Outsource Services, or Telecommunications company such as Accenture, Avenade, EDS, CSC, T-Systems, BT or the equivalent
- IT department at a large industrial company, especially relevant if in targeted industry
- Competing software companies, particularly IBM or Cisco.
- Technology Skills
- Subject Matter Expertise
- 200 to 300 level knowledge in networking technologies
- 300 - 400 level knowledge of infrastructure design and migration -email migration experience preferable
- 100 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.)
- 100 Level knowledge of customers’ processes around hardware inventory, software distribution, monitoring and packaging, internal IT governance, etc.
- Microsoft Products
- 400 Level knowledge in Office 365 Suite and workloads: Microsoft Exchange Online, Microsoft SharePoint Online, Lync Online, and Office Professional Plus subrsciption, Blackberry Enterprise Server, and Kiosk.
- 200 to 300 Level knowledge in Microsoft collaboration products including Microsoft Exchange Server, Microsoft SharePoint Server, Lync Server and Outlook.
- 300 to 400 Level knowledge of Windows Server 2003, Active Directory, and security technologies.
- Competitor/Partner Products
- 200-300 Level knowledge of Lotus Notes (preferable), GroupWise, and/or Open Source email
- 200-300 Level knowledge of GAPE
- 100 Level knowledge of Global SI and Outsource partner solutions and deployment/consulting expertise: for example, Accenture, HP, CSC, Atos Origin, T-Systems, Orange, Dell.
- 100 Level knowledge of hosting partner solutions

Skill Level Descriptions
Level 100:Conversant. Aware of key issues associated with the technology or skill, where and why it is appropriate to use, and major limitations on applicability. Knowledgeable of appropriate terminology. Aware of limitations of own knowledge, and of how and when to seek additional expertise.
Level 200: Literate. Has received in-depth training in the technology or skill, and is knowledgeable on methods and procedures for its application. Capable of practicing the technology or skill, but lacking in substantial real-world experience in execution and implementation.
Level 300: Practitioner. Fully trained and competent in the technology or skill, with appropriate real-world experience in its application. Uses the technology or skill on a regular basis, and is knowledgeable of business, technical, and other challenges and critical success factors for implementation.
Level 400: Fluent. An acknowledged leader in the use and implementation of the technology or skill, with multiple instances of successful implementation of the technology or skill, including success stories and case studies to demonstrate credibility with customers, partners, and Microsoft employees.
Level 500: Expert. Globally acknowledged expert on technology or skill, with authorship of key technologies or of published materials contributing to understanding of the field. Able to explain reasoning behind key technical architecture choices. Leader in developing Journeymen and in creation of course content for advancing the state of Microsoft’s Corporate capabilities.

Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN

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