| Solution Sales Professional – IW | |
| Quorum International Search Qatar Ref: GP781-05 |
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The RoleThe RoleWhy does the SSP IW role exist? The Solution Sales Professional IW (SSP) adds value to Microsoft by delivering IW solution opportunity revenue and market share through new and/or leveraged investments in Microsoft technologies. How does the SSP IW role add value? The SSP IW role adds value by: 1. Developing a healthy PG2 pipeline of qualified opportunities. 2. Conducting inventory analyses of targeted accounts' environments in order to identify IW related compete gaps and the ways in which Microsoft can dislodge the competition or augment the share of Microsoft technologies within accounts. 3. Researching targeted accounts' total Information Worker tool and technology spend and driving a strategy that gives Microsoft a significant percentage of that spend. 4. Creating and maintaining solution opportunity generation plans that contribute to Account Planning efforts within the ATU. 5. Ensuring hand-offs to and engagements with the appropriate resources (within the ATU or STU, to partners and/or Services) at the appropriate phase of the MSSP, with measures in place to track the total cost-of-sale. 6. Bringing customers to agreement on the Information Worker value proposition of proven solutions built on Microsoft Office System, as well as category products such as Microsoft Project, Visio and SharePoint Portal Server. 7. Working with ATU team members, partners and/or Services to close deals by reinforcing the business value of IW solutions and acting as an interface between customers and partners/Services. 8. Contributing to the recruitment, engagement and readiness of partners who can help the SSP IW role scale capacity. 9. Delivering reference-able and satisfied accounts that can be leveraged in future sales engagements. 10. Leveraging knowledge gained to propose/promote industry/vertical solutions. 11. Educating ATU AMs on how to identify potential IW opportunities. How is the SSP IW role unique from other roles? The SSP IW role is unique in: a. Its in-depth knowledge of targeted customers' Line of Business decision-makers (VPs of Sales, Operations, HR, Marketing, etc.), their productivity challenges and collaboration scenarios, the requirements around these, and any existing tools and processes. b. Its focus on articulating the business value of Microsoft IW solutions to support the needs of a collaborative and productivity-enhancing environment for Information Workers, and how these solutions are interconnected and fit into the Microsoft stack. c. Its ability to leverage a core set of partners and their applications and/or implementation expertise into an Information Worker business value solution for specific customers. |
RequirementsRequirements- Strong presales background and strong technical experience in SPS, Office, Content Management and Unified Communications. - Strong experience in Business Intelligence and OCS. - Able to lead teams and projects. - Able to drive revenue and opportunities. - Able to work with numbers and track revenue and work with spreadsheets. - Very strong presentation and communication skills. - Arabic speaker a definite advantage. - Strong, proven track record of consistently holding or exceeding quota 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 mould" approach (e.g., size of transactions, complexity of sales, shifts in perception, etc.). - Demonstrated experience and expertise selling technology to senior business decision-makers by reinforcing the value of the technology to the customer's overall business pain and/or strategic opportunities. - Proven record of effective account management, including Account Planning, Opportunity Generation and Management, Communication Plans, and Business Management Excellence. - Is a resourceful problem-solver, leveraging internal and partner resources where and when needed to do what's right for the customer and for the organization. - Working effectively within a virtual team, taking strategic direction from opportunity owners and considering inputs from team members. - Listening to customers (as opposed to telling/selling), probing for business process pains and opportunities, in an effort to meet or exceed their expectations. Leveraging partner-facing readiness activities to continuously find ways to scale capacity within a territory or vertical. |
About the CompanyAbout the CompanyYou want the most talented and effective people for your organisation. Working in partnership with Quorum International gives you access to recruitment expertise and proven capability to deliver EMEA wide strategic recruitment services. We will help you acquire the highest quality talent to create competitive advantage for your business. |
This Position is closed or expired
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