Job Category: Sales
Location: Bellevue, WA, US
Job ID: 801872-85531
The Principal Data Center Strategist role is unique in their approach to working within a customer’s environment. Armed with deep account knowledge and a long term vision, they will drive large or complex Private & Public Cloud opportunities in a given set of targeted customers. This will be done by focusing on the CIO, Business Decision Maker (BDM) and Business Unit IT communities within the targeted account(s). The approach will be consultative in nature, but also provide an in-depth solutions architecture capability that will be based on a specific customer’s business needs. While balancing the customer’s needs within the Microsoft portfolio of products and the Microsoft ecosystem (ISV/SI solutions), will drive a long term strategy within the account to ultimately drive a deeper Microsoft platform footprint. This strategy will manifest itself in a large product and solutions pipeline and wins. This position will be located in Bellevue, Washington.
Primary Qualifications Include:
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 mold” approach (e.g., size of transactions, complexity of sales, shifts in perception, etc.).
Demonstrated experience and expertise selling technology to senior business decision-makers by reinforcing the value of the technology to the customer’s overall business pain and/or strategic opportunities.
Proven record of effective account management, including Account Planning, Opportunity Generation and Management, Communication Plans, and Business Management Excellence.
Proven experience in the following key areas:
o Needs Analysis and Envisioning
o In-depth knowledge of competitors
o Demonstrated project management skills.
The successful candidate is a resourceful problem-solver, leveraging internal and partner resources where and when needed to do what’s right for the customer and for the organization. Working effectively within a virtual team, taking strategic direction from opportunity owners and considering inputs from team members. Listening to customers, probing for business process pains and opportunities, in an effort to meet or exceed their expectations. Leveraging partner solutions to continuously find ways to solve customer needs.
Work with the sales team in preparing the account planning documents
Formulate a unified account strategy across Microsoft and key Microsoft partners
Jointly create the evaluation plan with the customer and orchestrates the virtual team Facilitates the Envisioning and Architecture Design sessions.
Create the deliverables (final presentation, solution specification and value proposition)
Present the final deliverables to the customer
Demonstrate excellent verbal and written communication skills:
o The ability to persuade others through presentations, demonstrations, and written communication are required. Strong facilitation skills Communicates effectively
o Constructs and communicates compelling arguments that convince others to take a desired action
o Demonstrates the ability to present ideas, goals, problems, outcomes, and processes in a fashion that is understood by a diverse audience.
o Provides examples of and demonstrates communication capabilities with presentations, articles, whitepapers, etc.
Understand the customer’s business in the following ways:
o Actively researches customer to determine business issues
o Asks “High yield” questions to draw out customers issues
o Differentiates symptoms from root cause problems o Helps customer prioritize issues to derive high value initiatives
o Understands, describes, and executes a business process.
o Describes the function of a business process and logically and coherently walks you through the process end to end
o Demonstrates and describes successfully using a process in a previous business role, along with the outcome(s) of that process Organized and analytical.
o Works well in an unstructured environment and creates a common thread through seemingly dissimilar facts and/or events
o Organizes disparate facts and events, discovers causes and effects, and explains them to others Trusted Advisor
o Works effectively with all levels in the customer organization helping them understand and solve their business problems
o Becomes the “go to” person the customer seeks out when new business problems must be solved
o Is welcomed by top customer management to discuss new ideas and approaches
o Creative: Identifies opportunities to solve problems in a new and different way
o Independently and unprompted creates solutions and shares those solutions with customers and peers
This position involves significant executive level interaction and involvement including presentations, etc. The successful candidate will have extensive (10+ years) experience in selling Technology Solutions to large enterprise clients. Candidate must have a solid understanding of Microsoft products, including but not limited to Windows Server, Windows Azure and System Center. You must be able to articulate and present the business value of Microsoft's solutions and have a firm understanding of Microsoft's strategies and products relative to our major competitors.
Skills required include: excellent executive communication skills, strong writing and presentation skills, a comprehensive knowledge of key partners and applications, and the ability to direct efforts of cross-functional teams. A BA/BS or MS degree in Business or related discipline is highly desired. MBA is preferred.
Microsoft - 13 months ago
Microsoft Corporation develops, manufactures, licenses and supports a range of software products for computing devices. The Company's...