Solution Sales Professional(职位编号：804300)
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：2012-08-23
- 工作地点：上海
- 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, Shanghai
Job ID: 804300
Division: Sales
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).
Why does the role exist? 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.
How does the role add value? 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.
How is role unique from other roles?
1. Its in-depth knowledge of targeted customers’ Line of Business decision-makers (VPs of Sales, Operations, HR, Marketing, etc.), the business applications they use the challenges they face with these applications.
2. Its focus on sales excellence and ability to skillfully manage a business applications sale to a business executive.
3. Its ability to leverage a core set of partners and their Microsoft Dynamics add-ons and/or implementation expertise into a business value solution for specific customers.
4. Their knowledge of selected industry value chains, how Dynamics solutions solve business problems specific to that value chain, other MS customers in the same industry with similar business problems, and the core set of partners for that industry.
What are key initiatives and challenges facing this role over the next six months to three years?
1. Focusing on intense competitive situations with Oracle, SAP and Local/Regional competitors.
2. Contributing to a shift within Microsoft’s field sales organizations, from focusing on product feature and function sets to focusing on selling solutions that address specific customer business pains.
3. Maintaining knowledge of Microsoft Dynamics (ERP or CRM) new releases and the importance of these to the overall business value proposition of these and how they can further help meet customer business pains and opportunities.
Build Industry Knowledge: Align to top Industries within their region and build knowledge around industry value chain, references and industry partners.
Qualifications
- 5 - 8 years of related experience;
- Bachelor’s Degree (B.S./B.A.) is required; Master’s Degree and MBA is preferred; Field of Study (if applicable): Business Administration, Computer Science;
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, Shanghai
Job ID: 804300
Division: Sales
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).
Why does the role exist? 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.
How does the role add value? 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.
How is role unique from other roles?
1. Its in-depth knowledge of targeted customers’ Line of Business decision-makers (VPs of Sales, Operations, HR, Marketing, etc.), the business applications they use the challenges they face with these applications.
2. Its focus on sales excellence and ability to skillfully manage a business applications sale to a business executive.
3. Its ability to leverage a core set of partners and their Microsoft Dynamics add-ons and/or implementation expertise into a business value solution for specific customers.
4. Their knowledge of selected industry value chains, how Dynamics solutions solve business problems specific to that value chain, other MS customers in the same industry with similar business problems, and the core set of partners for that industry.
What are key initiatives and challenges facing this role over the next six months to three years?
1. Focusing on intense competitive situations with Oracle, SAP and Local/Regional competitors.
2. Contributing to a shift within Microsoft’s field sales organizations, from focusing on product feature and function sets to focusing on selling solutions that address specific customer business pains.
3. Maintaining knowledge of Microsoft Dynamics (ERP or CRM) new releases and the importance of these to the overall business value proposition of these and how they can further help meet customer business pains and opportunities.
Build Industry Knowledge: Align to top Industries within their region and build knowledge around industry value chain, references and industry partners.
Qualifications
- 5 - 8 years of related experience;
- Bachelor’s Degree (B.S./B.A.) is required; Master’s Degree and MBA is preferred; Field of Study (if applicable): Business Administration, Computer Science;
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