Microsoft Job Opening Solution Specialist Job Description
Job Title: Solution Specialist Job Category: Enterprise Sales Product: (Not Product Specific) Date Posted: 09/20/2008 Job Code: 242989 Location: MA - Waltham Travel Required:
Be a part of one of the most exciting areas within Microsoft, Unified Communications - one of Microsoft’s key growth areas. As a Unified Communications Solution Sales Professional (UC SSP) for the Northeast District, you will add value to Microsoft by delivering Unified Communication solution opportunity revenue and market share through new and/or leveraged investments in Microsoft technologies. This role will have a specific revenue quota and opportunity focus, as well as commitments to drive customer satisfaction, support the partner ecosystem, and help our customers embrace the Microsoft Unified Communications stack. The SSP UC role adds value by: 1. Developing a healthy United Communications pipeline of qualified Office Live Meeting, Live Communications Server, and Exchange Server opportunities. 2. Identifying Unified Communication compete gaps within targeted accounts and the ways in which Microsoft can dislodge the competition or augment the share of Microsoft technologies within accounts. 3. Researching targeted accounts’ total application 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 at the appropriate phase of the sales cycle, with measures in place to track the total cost-of-sale. 6. Bringing customers to agreement on the business value of proven solutions. 7. Working with account team members, partners and/or Services to close deals by reinforcing the business value of Unified Communication 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 UC role scale capacity. 9. Delivering referenceable and satisfied accounts that can be leveraged in future sales engagements. The SSP UC role is unique in: a. Its in-depth knowledge of targeted customers’ Line of Business decision-makers, the business applications they use and/or develop and the challenges they face with these applications. b. Its focus on articulating the business value of developing and/or implementing applications on the Microsoft UC platform and how these applications fit into the Microsoft stack.
c. Its ability to leverage a core set of partners and their applications and/or implementation expertise into a business value solution for specific customers. Experience and skills: Proven success selling solutions and services to IT professionals and business customers within the Unified Communications market. 10+ yrs field sales experience. Microsoft Team Sales experience considered a big plus. - In depth knowledge of the Unified Communication market, LOB decision makers, and customer challenges. Knowledge of the Microsoft stack a plus. - BA/BS required. MBA preferred. Strong Communications & Presentation Skills: Ability to structure verbal and written communications to strongly influence stakeholders in the purchasing process. Strong Listening & Positioning Skills: Ability to understand customer needs and articulate solutions within the context of the offerings you’ve previously sold. Sales Process: Experience leveraging CRM systems to improve the quality, reporting, and predictability of your sales efforts. Solution & ROI Selling: Strength in solutions selling tactics, handling objections and developing positive ROI proof points given strong payback. Experience in the Microsoft Solution Selling methodology a big plus. Strong Team Player: Work with teams to coordinate fulfilling team goals, sharing best practices, and bringing together cross-functional resources to win deals.