JOB PURPOSE
The Services Solution Sales Professional (SSSP) role is primarily responsible for positioning, crafting and selling specific Services solutions or offerings into Microsoft customers. Solution Sales Professionals help further the Microsoft customer relationship from a capability development perspective by targeting sales in specific workload-related solution areas, and plays and important role in competitive and strategic growth areas.
As such, this job is specific to the Tier 1 application platform and development environment, and the Tier 1 SSSP will work closely with account teams assigned to targeted accounts that have been identified as presenting Tier 1 opportunities from a product, services and compete perspective. By nature, this role will drive large or complex Tier 1 application deployment opportunities (in many cases mission critical). This will be done by focusing on Business Unit (BU) and Service Unit (SU) decision makers and related customer communities within the targeted account(s).
JOB PROFILE
The Tier 1 SSSP is responsible for positioning, crafting and selling specific Services solutions or offerings in the Tier 1 application platform and development environment into targeted Microsoft customer accounts. The Tier 1 SSSP adds value to Microsoft by concentrating on large or complex Tier 1 application opportunities. With the emphasis on increasing Microsoft's importance within these accounts, the Tier 1 SSSP will focus on solutions in the clients largest and most important applications thereby increasing our share of the customer's wallet and the penetration of our application platform products and services.
The Tier 1 SSSP is:
An overlay sales role providing Tier 1 solution sales capability
Advises customer Decision Makers how to best realize the value of the Microsoft application platform investment through innovation, implementation and productive use
Responsible positioning, crafting and selling application platform specific consulting services across targeted accounts in a given sales location (could also be at the world-wide and area level)
COMPTENCIES
The Tier 1 SSSP must exhibit acceptable proficiencies in the following competency areas
Building Customer/Partner Relationships
o Identifies and takes advantage of his or her key customer/partner/client contacts and relationships with either direct or indirect communication to address immediate issues while establishing a foundation for a long-term relationship
o Prepares executive summaries of business reviews that track results, returns on investment, and emerging opportunities while engaging Microsoft executives with customers/partners/clients, as appropriate
o Addresses the most sensitive or complex business or technical problems while honoring the customer/partner/client's perspective and marketplace challenges throughout the process
o Analyzes customer/partner's business environment and political environment, where appropriate, to proactively identify and manage customer/partner/client issues and opportunities
Strategic Sales Planning
o Institutes defined checkpoints in a plan to ensure efficient and reliable execution of work by internal and external team
o Maintains a long-term perspective when creating approaches to systematically fill "white space" in a customer/partner's technology portfolio and service needs
o Proactively matches solution scenarios with the proper business group within a customer/partner's organization to facilitate future adoption of Microsoft products
Drive for Results
o Uses his/her network to identify alternative solutions to customer/partner problems, while continually exceeding expectations to bring issues to resolution
o Engages other teams involved in the sales process to significantly improve how Microsoft does business, while ensuring accountability for improved performance on future projects
Team Leadership
o Creates a sense of teamwork and gains the support of key members of the team, especially in stressful or challenging situations
o Establishes standards and best practices for team to share information among its members and to publicly celebrate the successes achieved by the team
o Creates approaches and strategies that directly address and/or overcome priority challenges
Product and Technology Expertise
o Incorporates detailed assessments of competitor strengths and limitations into fact-based discussions to strengthen Microsoft's position
o Applies his or her deep technical knowledge in both structured and unstructured customer/ partner interactions when appropriate to expose potential challenges and resolve issues
o Demonstrates his or her understanding of a broad array of internal and external developments to immediately establish credibility with a highly technical audience
Value Selling
o Drives conversations with customers/ partners that present the strategic relationship between Microsoft technologies/ services and the customer/partner's overall business goals and objectives
o Clearly establishes the business value that Microsoft technology and services add to the customer/partner's broader business objectives while reinforcing the relevance of Microsoft expertise to its business
o Identifies product solutions or services that help customers/ partners meet their core business objectives and that also provide a competitive advantage
Cross-Boundary Collaboration
o Initiates collaboration with others; invites others to meetings and presentations to share information
o Asks for critique and insights from others about new ideas, product or process innovations, and so on
o Seeks support for collaborative activities from peers and senior leaders
Confidence
o Acts confidently in uncertain circumstances; works effectively in ambiguous situations
o Makes decisions without having to ask others for advice or permission
o Stands behind his or her decisions
Impact and Influence
o Consciously develops influence strategies
o Anticipates the reactions of others
o Adapts a presentation or discussion to appeal to the interest of others
o Takes well thought-out action to achieve a specific impact
Interpersonal Awareness
o Integrates his or her understanding of others' emotions as well as the content of what they're saying into his or her interpretation of situations
o Understands less-obvious reasons for others' concerns, behavior, and perspectives
o Understands others' attitudes and behavior
REQUIREMENTS:
University or bachelors' degree or equivalent is required (MBA preferred)
Skills and Certification consideration:
Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.), sales methodologies (equivalent to MSSP), Six Sigma, ITIL, CMC etc. certification a plus, or equivalent experience, presentation skills, effective marketing tactics, negotiation skills, financial analysis, Line of Business applications, business process consulting or automation, CRM (Siebel or other), MCSE
15 years of experience (or higher) in sales or professional services
A minimum of 5 years solution sales experience in the Tier 1 application, application platform, solution architecture or related areas.
Strong, proven track record of consistently meeting or exceeding sales targets by 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 mold” approach (e.g., size of transactions, complexity of sales, shifts in perception, etc.)
Proven experience in the following key areas will be beneficial:
o Tier 1/Complex solution sales and deployment
o System and application design
o Solutions Architecture
o Needs Analysis and Envisioning
o In-depth knowledge of competitors
o Demonstrated project management skills
o Complex deal negotiation and contracting
o IT Architecture and Consultation
o IT Solution Development
o IT Solution Delivery
Other:
Product Sales, Account Management, Customer Relationship Management, Business Development.
Apply Now Email: jobs@aarenconsultants.in Resume or CV with job Post Title
