Job Title: Solution Specialist–Datacentre
Job type:Full-time
Company: Micro-Soft
Location: Reading
Level: 62
Deadline: 26/08/2013
Microsoft must proactively compete to win more sales opportunities in the Enterprise as well as prepare for new compete scenarios that will arise in the future. Today, our enterprise field sellers are challenged to address dynamic competitive threats in our accounts and rely on reactive escalation of opportunities to receive specialized competitive sales assistance. This help is often ill-timed or lacks relevance to win consistently. To address this, we will re-align the current Competitive sales experts with field STU Solution Sellers in order to scale competitive, technical sales capability through all specialists’ sellers. Current TSP-CATM resources will be deployed to 1) proactively engage with field sellers in order to drive positive sales outcomes in highly competitive opportunities; 2) engage with field sellers to build competitive sales capability; and 3) continuously learn, apply and share deep technical and sales compete insights across our field sales teams to increase our ability to win across priority sales initiatives
The SSP Enterprise Compete (Data Center) is a critical seller to drive the delivery of Microsoft’s Modern Data Center products against key competitors, such as VMware and Amazon Web Services
Worldwide Specialist Sales builds world class Specialist Sales capability that drives Microsoft’s new revenue growth and competitive market share. WWSS is a critical part of the growth engine for Microsoft bringing together Incubation Sales, WW STU Teams, and Enterprise Sales for Core Infrastructure, Business Productivity, Desktop & Device, Application Platform and the Compete Organization which includes CompHot and SSP – Enterprise Compete. The Compete Organization is worldwide, managed by Time Zone or Workload, with staff in Asia, the Americas, and Europe/Middle East/Africa (EMEA). It consists of a dedicated team of technical sales specialists who help account teams win competitive opportunities that are escalated through the COMPHOT (//escalations) tool
The Data Center Competitive Sales WW community comprises SSPs in the 3 time zones and share the common goals of driving Competitive win in:
On-premise Data Center Server and Virtualization
Off-premise Data Center Server and Virtualization.
On- and Off-premise Data Center Management and Configuration
The purpose of the SSP – Enterprise Compete role is to drive competitive sales opportunities to win, through 3 primary modes: 1) proactively engage with field sellers in order to drive positive sales outcomes in highly competitive opportunities; 2) engage with field sellers to build competitive sales capability; and 3) continuously learn, apply and share deep technical and sales compete insights across our field sales teams to increase our ability to win across priority sales initiatives
Further, the specific focus areas of the SSP – Enterprise Compete (Data Center) include:
Driving the adoption of Microsoft Data Center solutions while displacing competitive solutions
Preparing customer environment for the move into Microsoft Cloud Services
Roles and Responsibilities:
This position is accountable for competitive sales wins stated as $Revenue closed and # Depth Engagement Wins.
Key initiatives this role will own includes developing and driving new proactive competitive sales initiatives to enable stronger field competitive sales and technical capability and better results from streamlined synthesis and communication of top blockers to the appropriate stakeholders across the corporation (including but limited to: BG, OEM, CCG and Field leadership).
Key challenges will be adapting to the dynamic nature of Microsoft’s competitors and scaling impact quickly through effective enablement of all worldwide specialist sellers.
The key result areas that the SSP Enterprise Compete (Data Center) will strive for include:
4 “White-Glove” large scale VMware migration wins each year per SSP (1 per quarter in a FY) where the average migration needs to be:
o at least 24 New Hyper-V Servers Deployed with migrated VMs
o The average deal needs to be minimum value of $250k, including BIF funds
o Total $ value closed as part of the direct engagement work = $1M (4 x $250k);
• Each depth engagement opportunity is thoroughly documented in COMPHOT
• Minimal of 10 connections with Opportunity Team
• Minimal combination of EBC/MTC/Compete Clinic/Customer Visit involvement
• Engagement would generate Insights contributing to Qtrly Insights
Microsoft is an equal opportunity employer and supports workforce diversity
How to Apply: Click here
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