Descriptif du poste
CA Opportunity Managers partner with Microsoft Inside Sales Executives (ISEs) to identify large/strategic opportunities in the territory and then in conjunction with qualified Partners, drive deals to closure. Opportunity Managers engage and co-own with a select partner the sales efforts during the Develop (20%) through Close (100%) stages of the Microsoft Sales Solution Process (MSP) for Deal Based or strategic opportunities in the Commercial and/or Public Sector space. Opportunity Manager engagement is recommended for opportunities that are valued over $100K USD ($50K USD for emerging markets) or to strategically improve Microsoft’s competitive position in the market (e.g., the customer is recognized as a leader in their industry, there is considerable up/cross-sell opportunity or the opportunity would result in a high-profile and recognizable competitive win).
A- Strategic Opportunity Sales Plan of strategic ‘must-win’ opportunities: Actively participate in the territory planning process with the ISE, PSE LSP, PSE Solution, and PTS to prioritize accounts for opportunity, revenue, and strategic workloads.
B- Net-new joint wins that displace the competition and/or strategic to Microsoft: Maximize up-sell and cross-sell opportunities collaborating with SSP, PTS, PSE & P-Seller (based on resource availability) to present customers the Microsoft ‘cloud’ value proposition, for competitive advantage and new solutions, which aligns to customer’s business objectives and IT initiatives
C- Customers/partners with realized value from Microsoft’s cloud-first workloads/solutions: Coach Microsoft and (P-Sellers) partners (as relevant) on how they can effectively close sales providing strategic feedback. Execute a rhythm to check and validate customer and partner satisfaction of OM involvement in sales cycle and do win/loss review against every opportunity.
D- Healthy balanced and predictable Deal Based pipeline: Continually assess the pipeline for any opportunity that will not produce the high-yield result anticipated. Set up and manage a regular rhythm for pipeline reviews with key members (P-Seller, ISE, PSE, LSS, STU, PTS) of the sales team. Prepare and deliver forecast and pipeline reports per the rhythm of the business (ROB).
E- Continuous business learning and professional growth: Develop a working knowledge of Microsoft’s transformation, establish peer to peer and mentoring, and leverage all readiness resources.
Experiences required: Key experiences, Skills & Knowledge:
Demonstrated understanding of solution selling techniques to business customers
Capable of building strong and collaborative internal and customer BDM relationships without ever meeting in person. Able to build strong customer relationships
Solid knowledge of the business, customers, partners, Microsoft strategy and how they work together
Able to qualify sales opportunities and position MS partners in the overall sales process
Demonstrated communication skills including clear and concise verbal and written business communication in local language
Able to focus on achieving positive, concrete results contributing to business success
Demonstrated negotiation and conflict resolution skills
Bachelor degree: Required (Computer Science, similar information technology-related discipline or Business Administration); MBA desired
Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Holden, Krauthammer, etc.), sales methodologies (equivalent to MSP), broad evangelism through events (presentation skills), effective marketing tactics, negotiation, financial analysis, Line of Business applications space, business process consulting or automation, CRM, Employee Performance Management (systems and processes)