Microsoft Corporation Solution Sales Specialist - Productivity in Mississauga, Canada
Solution Sales Specialist - Productivity
The Solutions Sales Specialist Productivity adds value to Microsoft by delivering the vision & customer value proposition for the Microsoft Productivity Platform leading with the cloud, discovering and owning Productivity solution opportunity revenue, wining every time against Google, and growing market share. The SSP PRODUCTIVITY role adds value by: Inspiring customers to transform the way they deliver Productivity tools across their organizations, and enabling them to provide their Information and Task Workers new exciting Productivity experiences including social, collaboration, and messaging as a service or on premises across all devices. Creating and maintaining solution opportunity generation plans that contribute to Account Planning efforts in partnership with the ATU based on targeting guidance. Developing a healthy pipeline coverage of qualified opportunities covering all Productivity workloads including Enterprise Social, delivered either as a service or software deployed on-premises. Leading and owning Productivity opportunities from 0% to 80% sales stage in Enterprise and Corporate Accounts. This includes coordination of STU, ATU, LCA, Executive engagements, Services, and Partner resources to successfully close opportunities in alignment with forecast. Manage escalations to local sales management and Win-room to request critical support to secure wins. Contributing to the recruitment, engagement and readiness of partners who can help the SSP PRODUCTIVITY role scale in capacity. Delivering reference wins, including competitive ones that can be leveraged in future sales engagements. The SSP PRODUCTIVITY role is unique in: Its ability to engage at deep levels with BDMs, TDMs, and procurement within assigned accounts, demoing and translating how Microsoft Productivity Platform solves customers’ business problems leading with Office 365 and Office 365 ProPlus. Its focus on inoculating our Enterprise and Corporate Account customers against Google by proactively transitioning customers to Office 365 or Office 365 ProPlus/Exchange Online, and managing escalations to local sales management and Win-room as needed to obtain critical support required to secure Wins. Its ability to develop compelling Productivity business cases and proposals - leading with OFFICE 365 and Office ProPlus - for their accounts, and orchestrate a v-team of resources across STU, ATU, PTU and services to effectively and expeditiously drive opportunities to closure. Its ability to develop and leverage a core set of partners and their applications and/or implementation expertise across key industries to deliver high business value solutions addressing specific customers’ needs. Background and Experience: 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.). Ability to communicate effectively, and develop lasting relationships with ‘C’ level executives, including senior business or technical leaders with the highest levels of business acumen and expertise. Proven results leading teams to win complex sales cycles and negotiations. Prefer Microsoft or equivalent Productivity technologies and/or services. Teaming/Collaboration - Demonstrates effective cross-group collaboration skills to achieve results through influence with internal and external stakeholders. Deep solution selling skills with the ability to understand the customer’s business and IT pains, and map to clearly defined business value. Must be able to identify risks, and translate the feature and function set into customer solutions, disqualify opportunities early in the sales cycle, and win against the competition. Developing strong, strategic partners engaged in immediate and long-term strategic opportunities and committed to Microsoft. Is a resourceful problem-solver, leveraging internal and partner resources in assigned opportunities where and when needed to do what’s right for the customer. 5 to 8 years of experience required A BA/BS degree required or MBA preferred Some travel is required
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