Job Category: Sales
Location: Egypt, Cairo
Job ID: 759712
Division: Sales
Location: Egypt, Cairo
Job ID: 759712
Division: Sales
Data Posted : 18 Aug 2011
Technology Solutions Professional (SSP) - BPOS
Summary of Job Profile
Why does the SSP BPOS role exist? The Solutions Sales Specialist Productivity (BPOS) adds value to Microsoft by leading BPOS pre-sales for complex and competitive opportunities in EPG and supporting Corporate customers starting at the 40% Develop through 80% Close sales stage. This includes proving the value of BPOS, developing customer trust in Microsoft’s cloud services, and leading BPOS contract negotiation. This results in higher market share, increased customer satisfaction, and revenue growth. How does the SSP Productivity (BPOS) role add value? The SSP Productivity (BPOS) role adds value by: 1. Successfully drive the win rate versus key priority target opportunities (GAPE, Notes, GroupWise, Open Source, Legacy Exchange, EA Renewal, New EA and Deskless). 2. Lead and own 40% - 80% complex and competitive BPOS opportunities. This includes leading BPOS negotiations and seeking win-win solutions for customers, partners, and Microsoft. 3. Manage escalations to local sales management, WWLP, and BG as needed. 4. Host and ensure consistent, credible execution of Solution Alignment Workshop (SAW) helping customer technical decision makers and influencers to understand “how” BPOS will work in their environment. Orchestrate follow up and ensuring questions are answered. 5. Work with ATU and TSP BPOS to define services strategy and services entity selection (MS Premier Provisioning, MS Services, and/or Partners) to lead and execute migration to the cloud, as well as provide readiness and value-added services. 6. Own and develop the customer business case and final proposal. 7. Ensure that self-readiness, the readiness of other SSPs and team members are maintained for supported solutions. How the SSP Productivity (BPOS) role is unique from other roles? The SSP Productivity (BPOS) role is unique in: a. .Is dedicated to selling BPOS and will lead and own the most complex and competitive opportunities in geography. b. Direct liaison to WWLP and the BG for contract change requests for opportunities they own. c. Orchestrating v-team (including services entities) for opportunities they own. d. Engaging at deep levels with customer BDMs, TDMs, and procurement within assigned opportunities and being able to translate how BPOS technology solves business problems. e. Owns and develops the BPOS business case and proposals for opportunities they own.
SSP BPOS Deliverables and MSSP
The SSP Productivity (BPOS) is accountable to deliver the following:
Lead and own BPOS opportunities driving a customer decision.
Winning business case and customer proposals.
Host and manage follow up from Solution Alignment Workshop
Manage escalations and contract change process with sales management, WWLP, and BG
Forecast and ROB reporting.
Summary of Role in Microsoft’s Business Processes
Results 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? The SSP Productivity (BPOS) role is accountable for product win rates in assigned opportunities. They are also accountable for pipeline velocity and migration services alignment. To do this, the SSP Productivity (BPOS) role focuses on successfully leading and owning qualified, complex and competitive BPOS opportunities. They will accept qualified BPOS opportunities from the SSP Productivity and host a Solution Alignment Workshops. During the MSSP solution and proof phases, the SSP Productivity (BPOS) will, resolve deal blockers, , select services entities, develop a solution proposal, and lead negotiation. The key challenge in this role is (1) ensuring the expected service aligns with customer requirements and expectations, (2) developing a business case and successfully negotiating a commercial solution that is accepted by the customer and Microsoft, and (3) convincing customers and partners that they can trust Microsoft with their data and IT operations.
Position Scope In what ways and levels does this position affect Microsoft: department-wide impact, division-wide impact, domestic only, worldwide, etc.? The SSP Productivity (BPOS) role is an individual contributor position that impacts Microsoft division-wide. The SSP works within the STU.
Decision-Making What are the decisions that this job makes? What is the importance of these decisions? On what decisions would this job need to defer to its manager or client? The SSP Productivity (BPOS) role decides on what business case and commercial concessions is necessary for Microsoft to win an opportunity in the Solution and Proof phases of MSSP. The SSP Productivity (BPOS) decides if: The cloud is a good commercial fit for the customer or if they are better served with on premise, hosted, or hybrid solution. Contract change management requests are required to win the deal. . The SSP Productivity (BPOS) role asks specific questions such as: “What is the most efficient way to win the BPOS opportunity? What team members are required to win the BPOS opportunity? The SSP Productivity (BPOS) role depends on managers and ATU or STU team members to select targeted opportunities.
Strategy and Development To what extent is the position responsible for the strategy, design, development, rollout or implementation of programs, products and/or services? The SSP Productivity (BPOS) role strategically decides which service entity best supports the customer’s migration to BPOS (MS Premier Provisioning, MS Services, and/or Partners). As needed, the SSP Productivity (BPOS) also strategically decides which service entity best support readiness and value added services for the customer.
Communication/ Business Relationships What other internal communication/business relationships does this position have with management, direct reports, peers and positions outside immediate work group? What is the purpose/type of communication: data collection, negotiation, status reports, etc.? 1. The SSP Productivity (BPOS) role leads BPOS opportunity planning activities. 2. The SSP Productivity (BPOS) accepts qualified opportunities from SSP Productivity while also providing feedback and mentorship to STU members not dedicated to BPOS. 3. SSP Productivity (BPOS) escalates commercial blockers to Sales Management, WWLP, and/or BG. The SSP Productivity (BPOS) also interacts with WWLP BPOS Licensing Executives if a change generates a contract change. 4. The SSP Productivity (BPOS) role may also communicate with STU and ATU to provide knowledge transfer and BPOS mentoring.
What type of external communication/business relationships does this position have with vendors, partners, press and etc.? The SSP Productivity (BPOS) role selects and orchestrates partner selection.
What stakeholders (positions, departments, and business functions) does this position rely on to achieve its goals? What stakeholders does this position impact? The SSP Productivity (BPOS) role relies on and impacts the following field positions: TSP BPOS, AMs, SSPs (in the ATU and the STU), ATSs, PAMs, LS, and PAM. The SSP relies on and impacts the following corporate and worldwide positions: WWEPG SSP, WWLP LE, and BG Solution Analyst.
Qualifications
Experience 5-8 years of related experience
Education Bachelor’s Degree - MBA / Masters Preferred
Professional training/certification in: Solution Selling Communication skills as described in existing Job Ladders and Job Descriptions, with a particular focus on adjusting the topic sophistication to the audience Business skills, per the Executive Conversation training and other initiatives Sales and/or Opportunity Management training
Profile
Ability to communicate effectively, and develop lasting relationships with “C” level executives, including senior business or technical leaders with the highest levels of business acumen and expertise. Proven results leading teams to win complex sales cycles and negotiations. Prefer Microsoft or equivalent productivity technologies and/or services. Teaming/Collaboration - Demonstrates effective cross-group collaboration skills to achieve results through influence with internal and external stakeholders. Deep solution selling skills with the ability to understand the customer’s business and IT pains, and map to clearly defined business value. Must be able to identify risks, and translate the feature and function set into customer solutions, disqualify opportunities early in the sales cycle, and win against the competition. Developing strong, strategic partners engaged in immediate and long-term strategic opportunities and committed to Microsoft. Is a resourceful problem-solver, leveraging internal and partner resources in assigned opportunities where and when needed to do what’s right for the customer.
