Job Category: Sales
Location: Austin, TX, US
Job ID: 850694-122620
Division: Sales
Description
The Technology Solution Professional (TSP) Productivity adds value to Microsoft by delivering the vision & customer value proposition around the Microsoft Information Worker platform, creating and progressing solution opportunity revenue and growing market share through new and/or leveraged investments in Microsoft technologies.
The TSP PRODUCTIVITY role adds value by:
• Inspiring customers with our current and future roadmap for the Productivity Platform by delivering the vision and customer value proposition onsite or through the PoC.
• Ensuring the Notes Desktops Switcher Scorecard metric is green by proactively engaging MCS/Partners on target accounts.
• Enabling customers to deploy and leverage the value of Office Pro in conjunction with the various workloads and the choice of on-premise and online.
• Ensuring handoffs to and engagements with the appropriate resources (within the ATU or STU, to partners and/or Services) at the appropriate phase of the Microsoft Sales Process (MSSP) and in the Office 365 Sales process.
• Bringing customers to agreement on the Productivity Platform.
• Working with ATU team members, partners and/or Services to close deals by acting as an interface between customers and Partners/Services by reinforcing the business value of the platform and solution
• Delivering reference able and satisfied accounts, including competitive wins that can be leveraged in future sales engagements.
The TSP PRODUCTIVITY role is unique in:
• Its ability to deliver Microsoft’s productivity Vision and articulate business value of the same for customers
• Delivering opportunity-specific, product-specific, technical pre-sales support for opportunities where Sharepoint, Exchange and Office Pro architecture and deployment issues are a significant portion of the decision criteria for the opportunity.
• Its in-depth knowledge of targeted customers’ Line of Business decision-makers (VPs of Sales, Operations, HR, Marketing, etc.), the business applications they use and/or deploy on-premise or on-line and the challenges they face with these applications.
• Its focus on articulating the on-premise or on-line value proposition of developing and/or implementing applications on the Microsoft Platform and how these applications fit into the Microsoft stack
• Its ability to leverage a core set of partners and their applications and/or implementation expertise into a business value solution for specific customers.
• TSP Profile of Excellence - TSP PRODUCTIVITY Summary
• Provide technology advice, demonstrations and presentations to various types of audience, so as to encourage the adoption and use of Microsoft technology. The present focus for this role is on SharePoint, Exchange and Office Pro; this focus is open to adjustment to suit future business needs. Develop and maintain relevant technology skills, business skills and experience for this role.(25%)
• As part of a team, create and demonstrate Proof-of-Concept systems for enterprise customers when required to complete the sales cycle.(25%)
• Build relationship with key partner technical teams and architects to encourage adoption and use of SharePoint, Exchange, Office Pro within the solutions they propose to their customers. (40%)
• As part of a team, respond to RFI and RFP documents for enterprise customers when required to complete the sales cycle.(10%)
• Summary of Role in Microsoft’s Business Processes
• What business results is this position accountable for? What are the key initiatives and challenges facing this position over the next 6 months to 3 years?
• This position is accountable for revenue from sales of SharePoint, Exchange, Office Pro and supporting technologies as part of a team including local and national staff.
Responsibilities:
• This is a national position providing technology skills to enhance the sales process and ensure the technical readiness of partners and customers through direct account engagement and some programmatic activities.
• Make day-to-day decisions on how to approach customer issues (in conjunction with Account Team and supporting Solution Specialists), and on personal time and resource management.
• How many MS direct reports does the position have? What are the job functions, titles, and levels of the direct reports? What kind of supervision and direction does this job give them? Does the job have review responsibility?
• Regular career development and general purpose meetings with immediate manager; regular business team meetings for relevant accounts; Peer team meetings for information and skills sharing; ongoing business relationships with Account Managers, Product Marketing Managers, Consultants, and Technical Account Managers
• Able to communicate technical positioning, value and benefits of the Microsoft platform while addressing competitive responses and objectives with customers
• Understands and innovatively uses all available MS resources and Partners with significant results that lead to increased productivity. Also responsible for facilitating cross-group collaboration among the virtual account team
• Position relies on Account Managers and/or Solutions Specialists to provide access to qualified account sales opportunities, and impacts these by influencing the progress of the opportunity in Microsoft’s favor. Information from marketing and development groups is relied upon to create appropriate presentations and demonstrations. The position can generate new sales leads and also openings for the consulting group.
• Achieves product group quotas
• Achieves business volumes while managing the role within the account which includes appropriate responsibilities and opportunities.
• Identifies and engages competition to increase MS share in accounts
Qualifications
• Experience:5-8 years of related experience
• What type of supervisory or management experience would be necessary to fulfill the job requirements, if any?
• No supervisory or management experience is required. Extensive experience in working within teams is required.
• Education: Bachelor’s Degree is required, MBA/Master’s Degree is preferred.
• Field of Study: Business Administration, Computer Science.
• Professional Training and Certification:
• Sales and partner management, complex sales training (e.g., Holden, etc.), sales methodologies (equivalent to MSSP), presentation skills, effective marketing tactics, negotiation skills, financial analysis, Line of Business applications, Productivity product line(s) in general and Portal, Communications (Lync, Exchange) specifically, business process consulting or automation, CRM (Siebel or other), MCSE
MSUSJOBS
SALES:EPG
SMSG
Nearest Major Market: Austin
Job Segments: Developer, Consulting, Computer Science, Sales Operations, ERP, Technology, Sales
Location: Austin, TX, US
Job ID: 850694-122620
Division: Sales
Description
The Technology Solution Professional (TSP) Productivity adds value to Microsoft by delivering the vision & customer value proposition around the Microsoft Information Worker platform, creating and progressing solution opportunity revenue and growing market share through new and/or leveraged investments in Microsoft technologies.
The TSP PRODUCTIVITY role adds value by:
• Inspiring customers with our current and future roadmap for the Productivity Platform by delivering the vision and customer value proposition onsite or through the PoC.
• Ensuring the Notes Desktops Switcher Scorecard metric is green by proactively engaging MCS/Partners on target accounts.
• Enabling customers to deploy and leverage the value of Office Pro in conjunction with the various workloads and the choice of on-premise and online.
• Ensuring handoffs to and engagements with the appropriate resources (within the ATU or STU, to partners and/or Services) at the appropriate phase of the Microsoft Sales Process (MSSP) and in the Office 365 Sales process.
• Bringing customers to agreement on the Productivity Platform.
• Working with ATU team members, partners and/or Services to close deals by acting as an interface between customers and Partners/Services by reinforcing the business value of the platform and solution
• Delivering reference able and satisfied accounts, including competitive wins that can be leveraged in future sales engagements.
The TSP PRODUCTIVITY role is unique in:
• Its ability to deliver Microsoft’s productivity Vision and articulate business value of the same for customers
• Delivering opportunity-specific, product-specific, technical pre-sales support for opportunities where Sharepoint, Exchange and Office Pro architecture and deployment issues are a significant portion of the decision criteria for the opportunity.
• Its in-depth knowledge of targeted customers’ Line of Business decision-makers (VPs of Sales, Operations, HR, Marketing, etc.), the business applications they use and/or deploy on-premise or on-line and the challenges they face with these applications.
• Its focus on articulating the on-premise or on-line value proposition of developing and/or implementing applications on the Microsoft Platform and how these applications fit into the Microsoft stack
• Its ability to leverage a core set of partners and their applications and/or implementation expertise into a business value solution for specific customers.
• TSP Profile of Excellence - TSP PRODUCTIVITY Summary
• Provide technology advice, demonstrations and presentations to various types of audience, so as to encourage the adoption and use of Microsoft technology. The present focus for this role is on SharePoint, Exchange and Office Pro; this focus is open to adjustment to suit future business needs. Develop and maintain relevant technology skills, business skills and experience for this role.(25%)
• As part of a team, create and demonstrate Proof-of-Concept systems for enterprise customers when required to complete the sales cycle.(25%)
• Build relationship with key partner technical teams and architects to encourage adoption and use of SharePoint, Exchange, Office Pro within the solutions they propose to their customers. (40%)
• As part of a team, respond to RFI and RFP documents for enterprise customers when required to complete the sales cycle.(10%)
• Summary of Role in Microsoft’s Business Processes
• What business results is this position accountable for? What are the key initiatives and challenges facing this position over the next 6 months to 3 years?
• This position is accountable for revenue from sales of SharePoint, Exchange, Office Pro and supporting technologies as part of a team including local and national staff.
Responsibilities:
• This is a national position providing technology skills to enhance the sales process and ensure the technical readiness of partners and customers through direct account engagement and some programmatic activities.
• Make day-to-day decisions on how to approach customer issues (in conjunction with Account Team and supporting Solution Specialists), and on personal time and resource management.
• How many MS direct reports does the position have? What are the job functions, titles, and levels of the direct reports? What kind of supervision and direction does this job give them? Does the job have review responsibility?
• Regular career development and general purpose meetings with immediate manager; regular business team meetings for relevant accounts; Peer team meetings for information and skills sharing; ongoing business relationships with Account Managers, Product Marketing Managers, Consultants, and Technical Account Managers
• Able to communicate technical positioning, value and benefits of the Microsoft platform while addressing competitive responses and objectives with customers
• Understands and innovatively uses all available MS resources and Partners with significant results that lead to increased productivity. Also responsible for facilitating cross-group collaboration among the virtual account team
• Position relies on Account Managers and/or Solutions Specialists to provide access to qualified account sales opportunities, and impacts these by influencing the progress of the opportunity in Microsoft’s favor. Information from marketing and development groups is relied upon to create appropriate presentations and demonstrations. The position can generate new sales leads and also openings for the consulting group.
• Achieves product group quotas
• Achieves business volumes while managing the role within the account which includes appropriate responsibilities and opportunities.
• Identifies and engages competition to increase MS share in accounts
Qualifications
• Experience:5-8 years of related experience
• What type of supervisory or management experience would be necessary to fulfill the job requirements, if any?
• No supervisory or management experience is required. Extensive experience in working within teams is required.
• Education: Bachelor’s Degree is required, MBA/Master’s Degree is preferred.
• Field of Study: Business Administration, Computer Science.
• Professional Training and Certification:
• Sales and partner management, complex sales training (e.g., Holden, etc.), sales methodologies (equivalent to MSSP), presentation skills, effective marketing tactics, negotiation skills, financial analysis, Line of Business applications, Productivity product line(s) in general and Portal, Communications (Lync, Exchange) specifically, business process consulting or automation, CRM (Siebel or other), MCSE
MSUSJOBS
SALES:EPG
SMSG
Nearest Major Market: Austin
Job Segments: Developer, Consulting, Computer Science, Sales Operations, ERP, Technology, Sales
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