Responsibilities:
This position is responsible for exceeding revenue, customer/partner satisfaction relating to team solution selling, and teaming goals relating to solutions sales for the assigned territory (specialty or account based). In conjunction with account teams, services, and Microsoft partners, the solution specialist develops opportunity identification and engagement strategies for selling solutions (partner based, MSO’s, Microsoft Consulting Services based) to qualified “business” decision-makers or departmental/business supporting IT technical decision-makers.
Additional responsibilities include:
• Drive sales of developer tools ( MSDN/VS.Net, Developer Tools) into targeted account list or territory by identifying opportunities.
• Involve appropriate resources (TSP, MCS, partner, product team, or other corporate resources) to ensure win and success of projects. Demonstrate judgment in the engagement of those resources.
• Develop strong relationships with counterpart sales team in key subsidiary identified partners (ISVs, SIs) in focus horizontal sectors.
• Ensure all Enterprise Agreements have development tools attached
• Provide reliable business forecast into targeted accounts/territory list.
• Ensure timely update of Siebel and “Configurator” tools to increase efficient teamwork.
• Insure appropriate pipeline depth and breadth to insure exceeding quota.
• Exceeds quota for appropriately assigned server products. ( MSDN, Visual Studios.Net, Visual Studios)
Key metrics:
• Targeted quota of MS-Development tools
• Customer Satisfaction
• Management/peer feedback.
• Impact in peer sales team within Microsoft and at ISVs/SIs partners (measured via partner surveys).
• Accuracy of forecasting and business management.
Qualifications Recommended:
• Mandatory industry/technology specific knowledge of horizontal-development markets, long term IT industry experience, enterprise customer requirements and the competition.
• Strong CxO working level knowledge.
• Specific “Business Value” and “Financial Selling” knowledge and experience.
• 7-10 years’ large “opportunity” sales experience including complex bid/negotiation.
• Proven successful sales record in large account business solutions sales. “Hunter” oriented sales professional.
• Ability and experience in competing with known industry leaders including Rationale, Computer Associates-Platinum, and others.
• A detailed understanding of development tools, how to sell and implement those tools in Fortune 500 companies
• Understanding of the partner model of sales.
• Excellent communication and organizational skills.
• Must be considered as “selling” tools subject matter expert.
Bachelor of Science in Computer Science or Business. Potential: Travel 50%
Lauren Day
Corporate Recruiter
Microsoft
a-lday@microsoft.com
Direct: 978-686-2234 EST