Anti-Piracy Mgr(职位编号：801774)
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：2012-08-14
- 工作地点：广州
- 招聘人数：1
- 工作经验：五年以上
- 学历要求：本科
- 职位类别：销售经理
职位描述
Job Category: Sales
Location: China, Guangzhou
Job ID: 801774
Division: Sales
This person is responsible for identifying and driving targeted engagements of the least compliant customers in EPG using a CPE-friendly approach known as the SAM Review. SAM Reviews are conducted with specially trained SAM Partners with the goals of (1) discovering and collecting license shortfall revenue while (2) promoting Software Asset Management as an industry-recognized approach to software license management across a customer’s entire enterprise and IT infrastructure.
The role involves working closely with the CXO and with IT management at all levels to understand and discover the entire software assets within the organization and establish a software asset management process, managing the project to the customer’s requirements and communicating at a senior level.
The role requires an individual who can command respect at boardroom levels through presentation and gravitas of personality coupled with the intellectual horsepower to solve complex issues, the ability to deliver difficult messages with empathy, the discipline to manage the project and the sales skills to get the customer to commit and implement the software asset management process as a key IT and financial priority.
Job’s Purpose
Data Analysis & Reporting
Based on data mining activities, review customer purchase histories with Microsoft and assess their software assets to uncover the least compliant 10% of customers.
For the 10% of least compliant customers, conduct thorough research about the organization (its successes, needs, growth opportunities, etc.) and a deep analysis to clearly establish areas of suspected non-compliance and to provide the strongest possible evidence to customers that they have lost control of their software assets (Effective License Position (ELP) Reports).
Following SAM engagements and the payment of the settlement, ensure that follow up with the customer occurs to measure satisfaction and CPE, as well as progress towards full SAM adoption in order to measure uptake and obstacles.
Own the data management strategy and provide guidance to team members
(specifically, to the Pipeline Management Specialist) about what information needs to be made available to whom and by when.
SAM Engagements
Develop a SAM engagement project plan and implement the plan via suitable partner relationships and providing leadership during the project, as needed.
Lead the SAM Engagement, including:
- Meet with the customer to review the gravity of the situation. Demonstrate through the questioning at the meeting why the customer has a need to engage with one of our SAM Partners, in order to carry out a review.
- Ensure that the SAM Partner conducts SAM Training and works with the customer’s IT department to conduct a complete discovery of all deployed software and inventory of all known licenses to establish the organization’s precise licensing shortfalls and excesses.
- Ensure that the SAM Partner promotes SAM throughout the engagement.
- Ensure that the SAM Partner gathers data in order to determine the propensity to adopt full SAM, and the steps the customer needs to take to resolve the issue.
- Implement and deploy the required technology to enable the client to manage and control their software assets in the future.
- Establish a change in the customer’s management processes so that software assets are dynamically managed to ensure an optimal, cost-effective software infrastructure.
- Working with the SAM Partner, meet again with the customer to review the SAM Final Report and to set expectations for final settlement. In this meeting the SAM Engagement Manager also promotes continued practice of SAM, offering a range of SAM Partners to assist them.
- Follow up on the SAM engagement by confirming that the shortfall settlement has been paid within 30 days of the close of the engagement.
Relationship Building & Management
- Develop strong relationships with the Business Managers and Account Teams in EPG.
- Develop a strong working relationship with the SAM partners, including excellent communication, coordination of customer meetings, etc.
- Quickly develop relationships with the CIO and key management within a client, make them feel comfortable with the process, and handle their discomfort and objections effectively.
- Gain commitment from the customer to move forward with urgency and to fully resource the project.
- Enable IT management to exploit their SAM knowledge and data to the fullest for future procurement, optimization and IT project implementation.
Communication Skills
- Quickly communicate the benefits of SAM in a compelling and motivating way.
- Communicate and get agreement to the SAM project plan.
- Effectively handle customers regardless of how they are reacting to the situation. Customers may become very defensive, aggressive, etc. and the SAM EM must always react with compassion and empathy.
Note: The SAM Engagement Manager will assume the duties and responsibilities of the SAM Pipeline Management Specialist when that role is not staffed.
Qualification
Experience：5 - 8 years of related experience
Education ：Bachelor’s Degree (B.S./B.A.) is required; Master’s Degree is preferred;
Field of Study (if applicable): Business, Finance, Communications, Marketing, Information Technology, computing related
Professional Training and Certification:Preferred: ITiL - Infrastructure Technology Library (prefer candidates have some experience with or at least awareness of ITiL)
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
Location: China, Guangzhou
Job ID: 801774
Division: Sales
This person is responsible for identifying and driving targeted engagements of the least compliant customers in EPG using a CPE-friendly approach known as the SAM Review. SAM Reviews are conducted with specially trained SAM Partners with the goals of (1) discovering and collecting license shortfall revenue while (2) promoting Software Asset Management as an industry-recognized approach to software license management across a customer’s entire enterprise and IT infrastructure.
The role involves working closely with the CXO and with IT management at all levels to understand and discover the entire software assets within the organization and establish a software asset management process, managing the project to the customer’s requirements and communicating at a senior level.
The role requires an individual who can command respect at boardroom levels through presentation and gravitas of personality coupled with the intellectual horsepower to solve complex issues, the ability to deliver difficult messages with empathy, the discipline to manage the project and the sales skills to get the customer to commit and implement the software asset management process as a key IT and financial priority.
Job’s Purpose
Data Analysis & Reporting
Based on data mining activities, review customer purchase histories with Microsoft and assess their software assets to uncover the least compliant 10% of customers.
For the 10% of least compliant customers, conduct thorough research about the organization (its successes, needs, growth opportunities, etc.) and a deep analysis to clearly establish areas of suspected non-compliance and to provide the strongest possible evidence to customers that they have lost control of their software assets (Effective License Position (ELP) Reports).
Following SAM engagements and the payment of the settlement, ensure that follow up with the customer occurs to measure satisfaction and CPE, as well as progress towards full SAM adoption in order to measure uptake and obstacles.
Own the data management strategy and provide guidance to team members
(specifically, to the Pipeline Management Specialist) about what information needs to be made available to whom and by when.
SAM Engagements
Develop a SAM engagement project plan and implement the plan via suitable partner relationships and providing leadership during the project, as needed.
Lead the SAM Engagement, including:
- Meet with the customer to review the gravity of the situation. Demonstrate through the questioning at the meeting why the customer has a need to engage with one of our SAM Partners, in order to carry out a review.
- Ensure that the SAM Partner conducts SAM Training and works with the customer’s IT department to conduct a complete discovery of all deployed software and inventory of all known licenses to establish the organization’s precise licensing shortfalls and excesses.
- Ensure that the SAM Partner promotes SAM throughout the engagement.
- Ensure that the SAM Partner gathers data in order to determine the propensity to adopt full SAM, and the steps the customer needs to take to resolve the issue.
- Implement and deploy the required technology to enable the client to manage and control their software assets in the future.
- Establish a change in the customer’s management processes so that software assets are dynamically managed to ensure an optimal, cost-effective software infrastructure.
- Working with the SAM Partner, meet again with the customer to review the SAM Final Report and to set expectations for final settlement. In this meeting the SAM Engagement Manager also promotes continued practice of SAM, offering a range of SAM Partners to assist them.
- Follow up on the SAM engagement by confirming that the shortfall settlement has been paid within 30 days of the close of the engagement.
Relationship Building & Management
- Develop strong relationships with the Business Managers and Account Teams in EPG.
- Develop a strong working relationship with the SAM partners, including excellent communication, coordination of customer meetings, etc.
- Quickly develop relationships with the CIO and key management within a client, make them feel comfortable with the process, and handle their discomfort and objections effectively.
- Gain commitment from the customer to move forward with urgency and to fully resource the project.
- Enable IT management to exploit their SAM knowledge and data to the fullest for future procurement, optimization and IT project implementation.
Communication Skills
- Quickly communicate the benefits of SAM in a compelling and motivating way.
- Communicate and get agreement to the SAM project plan.
- Effectively handle customers regardless of how they are reacting to the situation. Customers may become very defensive, aggressive, etc. and the SAM EM must always react with compassion and empathy.
Note: The SAM Engagement Manager will assume the duties and responsibilities of the SAM Pipeline Management Specialist when that role is not staffed.
Qualification
Experience：5 - 8 years of related experience
Education ：Bachelor’s Degree (B.S./B.A.) is required; Master’s Degree is preferred;
Field of Study (if applicable): Business, Finance, Communications, Marketing, Information Technology, computing related
Professional Training and Certification:Preferred: ITiL - Infrastructure Technology Library (prefer candidates have some experience with or at least awareness of ITiL)
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