广州招聘

Job ID 885112
Location China, Beijing
Job Category Sales
Division Sales

Responsibility/Activity
Business, Account and Territory Planning
1. Territory & Account Planning Plans are aligned to EPG/Corporate Accounts plans and completed by end of Q1
a. Engages in segment territory planning to identify the top Dynamics account/industry targets
b. Engages in segment account planning for assigned accounts and ensures that Dynamics opportunities are identified for prospecting
2. Key partners & MCS (Microsoft Consulting Services) identified in the plan have the capabilities to match the market opportunity within the territory
a. Engages with selected GSIs (Global Systems Integrators) & MCS to develop joint account/territory plans that enable Dynamics to win projects while building GSI & MCS capability and capacity
3. Plans identify marketing planning opportunities for targeted audiences and priority industries for the territory and customer segments
a. Engages with Dynamics and Segment Marketing resources to develop targeted audience marketing that generate awareness, interest and pipeline
4. Plans define accounts Solution Specialist should be proactively driving opportunities where Microsoft has the highest probability of winning
a. Leverages the Dynamics Opportunity Plan to clearly define an opportunity in terms of Pain, Power, Vision, Value, and Control
Sales Excellence
1. Actively prospect for new opportunities in assigned accounts and/or territory
2. In addition to prospecting, Solution Specialist leverages appropriate roles [PPS (Principal Platform Specialist), IMDM, AM, GAM (Global Account Manager) etc.] to build and maintain pipeline of quality opportunities
3. Maintains required pipeline coverage (0.85x weight and 2.5x full coverage), consistently delivers +/- 10% quarterly forecast accuracy.
4. Updates GSX/CRM weekly with current and accurate information for owned opportunities.
5. Completes Win/Loss reviews for all Tier 1 competitors - SAP, Oracle and SFDC.
Pursuit Leadership & Execution
1. Leverage fluent Industry, Customer, Microsoft, and Competitor knowledge to develop and communicate winning pursuit strategy
a. Why will the customer make a decision? (e.g., Compelling need, Compelling event/timing,
Budget and business value)
b. How will the Customer decide? (e.g., Evaluation process, Criteria for decision making,
Customer’s readiness and resources for this initiative, etc.)
c. Who at the Customer will really decide? (e.g., Evaluation team members, Microsoft internal
support / coaches, Senior Executives, Political, and influence map, etc.)
d. What are Microsoft’s win-themes to beat the competition [e.g., faster time-to-value, better
end-user productivity from broader adoption, better lifecycle TCO (Total Cost of Ownership) etc.?]
2. Assemble high-quality cross-Microsoft and Partner/MCS teams who contribute and execute on the
Opportunity Plan
3. Effectively leads and orchestrates Pursuit team to successfully win and close business
4. Uses knowledge of Customer value drivers, competitors and Microsoft solution strengths/weakness to
maximize revenue. Recognizes and effectively dis-engages from inappropriate business
5. Ensure appropriate implementation services and post-deployment sustainment (Premier Support) is in
place to ensure high customer satisfaction
Value Selling
1. Deliver impactful Customer conversations that leverage their fluent Industry, Customer and Dynamics solutions knowledge
a. Solution Specialist reframes the way Customers think about their business and effectively position how Dynamics will deliver value
2. Advise Customer on new aspects about their business including opportunities, risks and alternatives
a. Solution Specialist is comfortable suggesting best practices and provocative insights about changes that Customer should be implementing
b. Solution Specialist creates constructive tension that motivates Customer to make favourable Microsoft decisions
3. Effectively build relationships with a wide range of influencers across Customer to gain insight, position solution value and gain support
a. Solution Specialist effectively develops Customer advocates who sell and build consensus on his/her behalf
4. Understand Customer’s economic drivers and effectively integrates these drivers into conversations, solution development, presentations and proposals
5. Actively participates on the Customer’s Steering committee to ensure successful implementation and Customer is part of Reference Program
Partner Engagement
1. Engage with Partner and learn their business applications, industry, sales and delivery capability
and capacity
a. Solution Specialist discovers where Partner has pre-existing Customer relationships that can be leveraged to win business
2. Develop and maintain relationships with Partners, leverages these relationships in Sales pursuits
to influence engagement and investments
3. Ensure Partners are engaged early in the Sales pursuits
a. Ensure appropriate customer positioning
b. Effectively lead these resources through the Sales pursuit
c. Effectively manage conflicts and escalations when they arise
4. Ensures Partners are building required capacity, have the right mix of resources
a. Provide Partners and PAM clear and timely feedback on progress and improvement
requirements
5. Effectively aligns with Dynamics Partner Sales Manager and EPG Alliance Manager (GSI) to ensure Partner planning and execution encompasses Dynamics requirements
a. Feedback, both positive and negative, is communicated to partners clearly and in a timely fashion
Continuous Learning & Professional Development
- Demonstrates Fluent (Level 400) industry knowledge if single-industry Solution Specialist and Literate (Level 200) if multi-industry Solution Specialist (covers multiple industries)
- Demonstrates Fluent (Level 400) Enterprise business applications selling capabilities
- Demonstrates Literate (Level 200) business processes knowledge if focused on ERP -(Finance, HCM,SCM, SRM). For CRM - (SFA, Marketing, Customer Care) depending on SOLUTION SPECIALIST focus
- Demonstrates Literate (Level 200) knowledge of Dynamics solutions for their focus industry(s)
- Demonstrates Practitioner (Level 300) knowledge of Partner and Microsoft Services solutions and capabilities
- Demonstrates Fluent (Level 400) knowledge of Competitors solutions, positioning and pricing
- Demonstrates Literate (Level 200) Microsoft Licensing
Microsoft is an equal opportunity employer and supports workforce diversity.GCR:CN:Sales:EN

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