The Microsoft Online services are hosted in Microsoft datacenters on behalf of our customers. These cloud services differ from traditional outsourcing in that we do not transfer assets or people from the customer. Rather, we migrate workloads from the customer to our datacenter environment, upgrade their existing technology when needed, and once migrated, provide an up-to-date Software + Service experience with committed service levels for a monthly fee. Customers are choosing to move from existing on-premises implementations of our technology (and competitive platforms) to hosted, fully managed implementations of our technology.
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• Engaging directly with Microsoft’s Enterprise (EPG) subsidiary/district leadership and account teams to profile, segment and prioritize the business.
• Develop and lead Productivity Online Services (Office365, Office 365 ProPlus, Skype for Business, Yammer, Project Online, Power BI and Security solutions) solution selling strategies for top accounts in the Great Lakes and US Central region geo.
• Working with the local subsidiary/district leadership to identify the Productivity Online Services opportunities the GBB will be expected to lead and close as the opportunity owner.
• Being accountable for achieving seats/users, customer acquisition goals and for building a strong pipeline.
• Being responsible for developing regional-specific contacts & expertise required to replicate sales and further penetrate identified EPG markets in the territory.
• Leveraging the “Customer Success Framework” (CSF) as a subject matter expert and assisting the local ATU & STU resources in developing their own skills/readiness.
• Building sales momentum and managing the pipeline to meet sales targets by supporting the territory’s corporate and enterprise account teams.
• Leading/participating in customer sales briefings as needed and assisting in the development of cloud presentations.
• Identifying and capturing RFP/RFI processes and determining the probability to affect/influence the RFP authoring process to best position Productivity Online Services.
• Driving Sales Excellence: pipeline management, reporting, forecast accuracy, landing of Cloud Principles, CSF, etc. at a local level.
• Developing and sharing best practices to drive pipeline velocity and compelling events to close.
• Leading the selling effort for complex Productivity Online Services solution sales opportunities across the territory, and supporting EPG in achieving a green scorecard.
• Engaging with senior management roles in the field and at corporate to help drive alignment to deliver results.
Candidates should have a minimum of 10 years of experience in IT/BDM sales and/or consulting in the Enterprise segment, deep insight across Enterprise social/cloud, marketing, partner and IT services functions, and be familiar with field needs to successfully drive a new program. Ideally, the candidate should have experience in the Telco/Cloud/Outsourcing/Hosting/SaaS/Social space including related sales processes, customer and partner requirements, and be deeply familiar with EPG’s field roles and challenges. Demonstrable skills in the following areas are critical:
• C-level consultative selling
• Engine building, project management and operational excellence
• Strategic leadership combined with strong ability to execute and drive for results in ambiguous environment; confident executive engagement and communication to C-level
• Deep competitive knowledge and a thorough understanding of the development of winning sales strategies
International/Domestic travel will be required which is expected to be a minimum of 30% of your time.
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