Microsoft Corporation is a multinational computer technology corporation that develops, manufactures, licenses, and supports a wide range of software products for computing devices. Headquartered in Redmond, Washington, USA, its most profitable products are the Microsoft Windows operating system and the Microsoft Office suite of productivity software.
Large Opportunity Manager
The SMS&P Opportunity Manager (OM) is a sales leader for the Corporate Accounts team, working with the extended Microsoft partner sales force. In SMS&P, the majority of revenue is generated thru channel partners (whether they are resellers, solution or services partners), but there are key opportunities where Microsoft needs to engage directly and assist our partners in delivering the best solution for our customers. The Opportunity Manager is a key contributor to the Corporate Accounts sales process to drive large, strategic or complex opportunies with our partners to closure while ensuring our customer satisfaction.
The Opportunity Manager is a senior sales role that will help drive SMSP Corporate Accounts sales growth with a primary focus on the solution aspect of new enterprise license agreement sales (Enterprise Agreements, Select) and Renewals. This role will orchestrate with partners and other Microsoft sales resources in selling the value of Microsoft solutions and renewing the highest potential and or most strategic opportunities for the Corporate Program Managed (CPM) segment.
Working with the Partner team, drive partner business and solution development and planning with customers for key opportunities. Coach partners on solution selling, on using appropriate tools for pipeline management, and on reviewing solution pipeline and forecast. Work with Partner Technical Specialists (PTS) to ensure Partner is well versed in full stack of Microsoft products.
Drive lead generation of designated high value opportunities (EA, Select & Renewals), focused on the Microsoft product solution value, in the CPM accounts and prioritize within set ratio as defined by subsidiary (recommend ~1:75 opportunitites per OM for ~250 CPM accounts). Engage in co-selling and sales support activities with partners and customers for assigned opportunities relating to the solutions customers are interested in. Evangelize Microsoft product roadmap to customers and validate for feedback into Product Teams. Orchestrate partner and Microsoft resources (Tele, Licensing Specialilst, SSP, etc.) to drive opportunities to closure. Ensure customers are profiled via partners using IO discovery work.
Using sales excellence techniques, ensure all commercial and public sector opportunities managed are tracked in pipeline tools (using CRM system – PSM/Siebel) and move through to closure with adequate velocity. Appropriately forecast if enough opportunities are in the piepeline. Build high trust relationships with Corporate Accounts executives and business decision makers working with partners and be able to represent Microsoft full solution stack Orchestrate movement of opportunities through sales cycle working with various roles – for example, engage with Licensing Sales Specialist for any licensing program questions the customer may have as they are trying to decide on renewing an EA, and with Solution Specialists for deep product expertise. Constantly check and validate customer and partner satisfaction of OM involvement in sales cycle and do win/loss review against every opportunity.
Education: Bachelor’s Degree (B.S./B.A.)
Knowledge, Skills, and Abilities:
* 3-5+ years experience in consultative solution selling role with proven results in a scalable environment
* Knowledge of service industry and enterprise customer pains & needs
* Partner experience understanding how MS partners market/sell to enterprise sized business customers
* Successful and proven performance in leveraged sales or business development.
* Teamwork and communication skills are critical.
* Knowledge of Microsoft’s entire solution stack of products (100 level proficiency) & channel model.
* Experience in selling to Business Decision Makers a plus
* Demonstrable experience devising sales programs to meet the needs of partners and customers Passion for driving results and seeing projects through to completion
* Drive for “sales”
* Customer Focus
* Representing Microsoft
* Interpersonal Skills
* Technical Passion & Drive
Only shortlisted candidate will be contacted.
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