Job Category: Sales
Location: Washington, DC, US
Job ID: 836833-111236
Division: Sales
Description
Microsoft Enterprise Services, Federal Civilian Practice is searching for a services sales professional who has direct experience in selling & managing complex services engagements. The role requires a solid understanding of Microsoft’s technology, competitive positioning, and experience in the selling of large, complex and strategic information technology projects for large government customers. The candidate must possess a demonstrated fluency calling on high-level business decision makers (CIO, CFO) with IT project-specific outcomes. This position will work closely with the Sales Account Executives responsible for product sales in developing and executing the overall services strategy for Microsoft’s Federal Civilian customers.
As a Services Executive, you will propose, manage and execute on customer contracts in order to achieve your revenue and business goals. To achieve these goals successfully, you will make decisions regarding the development and maintenance of client and partner relationships, work closely with the sales account teams in order to create and deliver a successful services sales strategy and leverage service offerings to address customer business needs. In order to understand the client business objectives and deliver services engagements, you will interface intimately with the client at all levels of the organization. In addition, you will actively participate in and lead account strategy and planning sessions with local and virtual Microsoft teams, which will include individuals from legal, sales, product development, product support and our partners. You will deliver regular sales forecasts and customer feedback on trends, opportunities and challenges in order to benchmark and forecast your business.
Responsibilities include:
1. Creating a services business development plan in conjunction with the Account Executives for a specific customer base
2. Prospecting and qualifying opportunities for consulting services (architectural, advisory, development and deployment services) and support services
3. Scoping the engagement utilizing various Microsoft technical resources, including key consultants, architects and Program Managers
4. Participating in Services Quality Assurance for high risk / high dollar engagements
5. Preparing the proposals, statements of work & corresponding contracts and shepherding them through the Microsoft and Federal contracting and procurement processes
6. Providing a monthly forecast to management for new work sold
The candidate must possess deep experience with project definition and management - and employ various project enablers (third-party subcontractors, partnerships, Systems Integrators and outsourcing services) to complement the proposed solution. Experience in integrating Microsoft and non-Microsoft enterprise technologies (Linux, Unix, Websphere, iPlanet, Oracle) is highly desired - and will enhance the candidate’s credibility with respect to enterprise architecture and IT strategy. Government consulting and solution selling experience highly desired.
Qualifications:
Ø Undergraduate or graduate degree in business, computer science or engineering and at least 10 years relevant working experience
Ø Possess strong business development and software, solutions and / or services sales skills.
Ø Extremely strong written, verbal and communication skills (including proposal writing and presentation building)
Ø Strong interpersonal skills and ability to team with Sales, Technical, and Operations resources
Ø Strong understanding and experience with incorporating third-party participants into a single customer proposal
Ø A solid understanding of Microsoft’s business value proposition and products, including how solutions are built, and what is involved in implementing solutions with customers
Ø Adaptability, flexibility and the ability to do quality work under tight deadlines
Ø Solid project management skills including risk assessment and management experience
Ø Able to manage a frequent travel schedule.
Ø 5 years of Government customer experience is preferred
Ø Experience with Federal Civilian Agencies is preferred
Sales:ESS
Nearest Major Market: Washington DC
Job Segments: Engineer, Consulting, Business Development, Database, Oracle, Engineering, Technology, Sale
s
Location: Washington, DC, US
Job ID: 836833-111236
Division: Sales
Description
Microsoft Enterprise Services, Federal Civilian Practice is searching for a services sales professional who has direct experience in selling & managing complex services engagements. The role requires a solid understanding of Microsoft’s technology, competitive positioning, and experience in the selling of large, complex and strategic information technology projects for large government customers. The candidate must possess a demonstrated fluency calling on high-level business decision makers (CIO, CFO) with IT project-specific outcomes. This position will work closely with the Sales Account Executives responsible for product sales in developing and executing the overall services strategy for Microsoft’s Federal Civilian customers.
As a Services Executive, you will propose, manage and execute on customer contracts in order to achieve your revenue and business goals. To achieve these goals successfully, you will make decisions regarding the development and maintenance of client and partner relationships, work closely with the sales account teams in order to create and deliver a successful services sales strategy and leverage service offerings to address customer business needs. In order to understand the client business objectives and deliver services engagements, you will interface intimately with the client at all levels of the organization. In addition, you will actively participate in and lead account strategy and planning sessions with local and virtual Microsoft teams, which will include individuals from legal, sales, product development, product support and our partners. You will deliver regular sales forecasts and customer feedback on trends, opportunities and challenges in order to benchmark and forecast your business.
Responsibilities include:
1. Creating a services business development plan in conjunction with the Account Executives for a specific customer base
2. Prospecting and qualifying opportunities for consulting services (architectural, advisory, development and deployment services) and support services
3. Scoping the engagement utilizing various Microsoft technical resources, including key consultants, architects and Program Managers
4. Participating in Services Quality Assurance for high risk / high dollar engagements
5. Preparing the proposals, statements of work & corresponding contracts and shepherding them through the Microsoft and Federal contracting and procurement processes
6. Providing a monthly forecast to management for new work sold
The candidate must possess deep experience with project definition and management - and employ various project enablers (third-party subcontractors, partnerships, Systems Integrators and outsourcing services) to complement the proposed solution. Experience in integrating Microsoft and non-Microsoft enterprise technologies (Linux, Unix, Websphere, iPlanet, Oracle) is highly desired - and will enhance the candidate’s credibility with respect to enterprise architecture and IT strategy. Government consulting and solution selling experience highly desired.
Qualifications:
Ø Undergraduate or graduate degree in business, computer science or engineering and at least 10 years relevant working experience
Ø Possess strong business development and software, solutions and / or services sales skills.
Ø Extremely strong written, verbal and communication skills (including proposal writing and presentation building)
Ø Strong interpersonal skills and ability to team with Sales, Technical, and Operations resources
Ø Strong understanding and experience with incorporating third-party participants into a single customer proposal
Ø A solid understanding of Microsoft’s business value proposition and products, including how solutions are built, and what is involved in implementing solutions with customers
Ø Adaptability, flexibility and the ability to do quality work under tight deadlines
Ø Solid project management skills including risk assessment and management experience
Ø Able to manage a frequent travel schedule.
Ø 5 years of Government customer experience is preferred
Ø Experience with Federal Civilian Agencies is preferred
Sales:ESS
Nearest Major Market: Washington DC
Job Segments: Engineer, Consulting, Business Development, Database, Oracle, Engineering, Technology, Sale
s
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