广州招聘

Job ID 884930
Location China, Beijing
Job Category Sales
Division Sales

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.
Proven experience in the following key areas:
- System and application design
- Solutions Architecture
- Needs Analysis and Envisioning
- In-depth knowledge of competitors
- Demonstrated project management skills
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 solutions to continuously find ways to solve customer needs.
In-depth knowledge of targeted customers’ Line of Business decision-makers (VPs of Sales, Operations, HR, Marketing, etc.), the business applications they use and/or develop and the challenges they face with these applications.
-Works with the customer to architect solutions
-Works with the sales team in preparing the account planning documents
- Formulates a unified account strategy across Microsoft and key Microsoft partners
-Jointly creates the evaluation plan with the customer and orchestrates the virtual team
-Facilitates the Envisioning and Architecture Design sessions
-Creating the deliverables (final presentation, solution specification and value proposition)
-Presenting the final deliverables to the customer
Excellent verbal and written communication skills:
- The ability to persuade others through presentations, demonstrations, and written communication are required.
Strong facilitation skills
Communicates effectively:
- Constructs and communicates compelling arguments that convince others to take a desired action
- Demonstrates the ability to present ideas, goals, problems, outcomes, and processes in a fashion that is understood by a diverse audience.
- Provides examples of and demonstrates communication capabilities with presentations, articles, whitepapers, etc.
Understands the customer’s business:
- Actively researches customer to determine business issues
- Asks “High yield” questions to draw out customers issues
- Differentiates symptoms from root cause problems
- Helps customer prioritize issues to derive high value initiatives
- Understands, describes, and executes a business process:
- Describes the function of a business process and logically and coherently walks you through the process end to end
- Demonstrates and describes successfully using a process in a previous business role, along with the outcome(s) of that process
Builds and leads teams through influence:
- Demonstrates from experience, the ability to recruit and convince others to participate in achieving group goals.
- Keeps the group working toward a common shared outcome or goal
- Effectively utilizes and leverages virtual team resources
Problem solver:
- Demonstrates the ability to apply people, process, and technology to solving complex business problems.
- Effectively describes how to apply which type(s) of technology to solve or mitigate specific business problems
- Is familiar with and can describe to varied audiences in their business terms Microsoft’s solutions
Focused:
- Keeps the desired and agreed to outcome in mind while striving to complete the job and achieve the desired outcome
Organized and analytical:
- Works well in an unstructured environment and creates a common thread through seemingly dissimilar facts and/or events
- Organizes disparate facts and events, discovers causes and effects, and explains them to others
Trusted Advisor:
- Works effectively with all levels in the customer organization helping them understand and solve their business problems
- Becomes the “go to” person the customer seeks out when new business problems must be solved
- Is welcomed by top customer management to discuss new ideas and approaches
Creative:
- Identifies opportunities to solve problems in a new and different way
- Independently and unprompted creates solutions and shares those solutions with customers and peers
- This position involves significant executive level interaction and involvement including presentations, etc.
Acts as a mentor for less experienced Principal Platform Specialists and Platform Specialists
Microsoft is an equal opportunity employer and supports workforce diversity.GCR:CN:Sales:EN

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