南京招聘

Job ID 841240
Location China, Beijing
Job Category Sales
Division Sales

Job Profile
Individuals in the Professional Services Sales discipline are responsible for growing the Services business in assigned accounts by consistently meeting customer requirements and ensuring the deployment, adoption and productive use of Microsoft technologies. They establish and nurture customer relationships, develop account strategies and plans, and manage a pipeline of Services opportunities while overseeing solution deployment and support. Success is measured by satisfied customers, long-term revenue potential in the account, and achievement of the annual quota.
The Services Executive (SE) is the end to end Services account relationship owner for our top tier Microsoft customers (typically in the Global or Major and Corporate Account Managed-Enterprise customer segments).
The SE:
Is the single point of contact for all Services in their assigned accounts (internally with EPG and externally with customers/partners)
Advises customer Business and Technology Decision Makers (BDM/TDM) how to best realize the value of their Microsoft technology investment through strategic business alignment, innovation, implementation, productive use and support.
Is responsible for strategy, planning, marketing/positioning, crafting and selling our entire services portfolio (Enterprise Strategy, Consulting and Premier Support) deep into assigned account/s.
Is accountable for attaining NWS (New Work Sold) targets and the agreed invoiced revenue quota for Product Group 1 (MCS) and Product Group 2 (Premier) in assigned account/s
Oversees the delivery of all contracted services to ensure account team alignment, customer connection and high overall satisfaction
Primary Job Functions
Business Management:10% (results related to technical and account portfolio planning, sales strategy, pipeline management and quota management)
Selects a medium- to long-term selling strategy directly aligned with EPG across all service lines; plan and identifies high revenue and future potential accounts
Relationship Management:20% (results related to customer relationships and account planning)
Influencing a network of key contacts, including corporate-level executives, across a division or business group within the customer environment through understanding the customer, the industry, and the competition. Execute strategy planning, target account profiling and development resulting in: Services growth plans; lead and opportunity identification; coordinated “one Microsoft” account plans.
Opportunity Management: 30%(results related to identifying leads, qualifying opportunities, building solutions, coordinating virtual teams, and negotiating and closing contracts)
Owning the sales cycle for Services opportunities end-to-end by managing opportunities through the sales stages in the sales process: prospect, qualify, solution, proof, close and involving delivery management proactively in complex deals. Engages in sometimes-difficult negotiations.
Delivery Management:20% (includes results related to overseeing service portfolios, managing change, and managing dependency and risk)
Oversight of contracted advisor, consulting and support service delivery in assigned accounts. Demonstrates value and project priorities that are aligned to customer strategic objectives.
Customer/Partner: 10%
Uses customer business reviews to identify customer strengths or gaps, and finds additional ways in which the Services team can add value and enhance customer satisfaction Driving the Customer and Partner Experience (CPE) by attaining engagement Customer Satisfaction (CSAT) and reviewing Conditions of Satisfaction (COS).
Integration: 10%
Works closely with EPG individuals and account teams on account strategy planning and execution. Works proactively to establish joint priorities, which are strongly aligned to customer goals, with team members. Ensures that Services team members recognize the relationship between the account plan implementation and the delivery of their objectives and a consistent, unified "One Microsoft" experience.
Qualifications
Experience:1 - 3 years of related experience (IC3);3 - 5 years of related experience (IC4);5 - 8 years of related experience (IC5);8 - 10 years of related experience (IC6).
What type of supervisory or management experience would be necessary to fulfill the job requirements, if any?
Management by Influence, strong Team Leadership and orchestration.
Education:Bachelor’s Degree (B.S./B.A.) is required. MBA/Master’s Degree is required.
Field of Study (if applicable): Sales and Marketing, Engineering, Information Technology or Information Systems Management.
Professional Training and Certification: The incumbent will have related/equivalent professional training or Industry-specific certifications:
Sales
Sales Management, Account Management, Account Based Marketing, Complex Sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, TAS - Target Account Selling, etc.), Sales Methodologies (equivalent to MSSP), Sales tools - Account Planning, Customer Relationship and Opportunity Management (e.g. Siebel, GSX or other), Complex Deal structuring (e.g. QADC)
Business
Territory Planning, Business development, Negotiation, Financial analysis, Pipeline Management
IT
IT Governance (e.g. COBIT), Enterprise Architecture fundamentals, methods and concepts (e.g. Zachman framework, OMG’s model driven Architecture framework etc.), Business process management, IT Implementation (e.g. CMM and CMMI),
Delivery
IT Service delivery and support management (e.g. ITIL Foundation), Project Management fundamentals (e.g. PMI, Six Sigma )
Knowledge, Skills, and Abilities:
Sales Competencies:
Building Customer Partner Relationships
Strategic Sales Planning
Drive for Results
Team Leadership
Value Selling
Product & Technology Expertise
Microsoft Core Competencies:
Interpersonal Awareness
Cross-Boundary Collaboration
Confidence
Impact and Influence

Training and certification:
Sales: Sales Management, Account Management, Account Based Marketing, Complex Sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, TAS - Target Account Selling, etc.), Sales Methodologies (equivalent to MSSP), Sales tools - Account Planning, Customer Relationship and Opportunity Management (e.g. Siebel, GSX or other), Complex Deal structuring (e.g. QADC)
Business: Territory Planning, Business development, Negotiation, Financial analysis, Pipeline Management
Information Technology: IT Governance (e.g. COBIT), Enterprise Architecture fundamentals, methods and concepts (e.g. Zachman framework, OMG’s model driven Architecture framework etc.), Business process management, IT Implementation (e.g. CMM and CMMI),
Delivery: IT Service delivery and support management (e.g. ITIL Foundation), Project Management fundamentals (e.g. PMI, Six Sigma )

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

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