(Strategy) Strategic Opportunity Sales Plan - proactively drive the planning and orchestration of key strategic opportunities in assigned territories to meet scorecard and revenue goals. Align resource investments (specialist, partner, BIF, etc.), ensure sales pipeline is full, and scorecard strategies with identified territory revenue opportunity are identified. Identify strategies to take share from Microsoft’s top competitors, including: Google, Oracle, Open Source/Linux, Salesforce.com, VMWare. This planning will produce an Opportunity Map with prioritized strategies and approaches to focus efforts to achieve operational and sales goals faster.
(Working with Others) Collaboration - taking ownership for driving Microsoft towards trusted advisor status with partners and customers and building relationships with key executives. Fostering relationships internally in Microsoft and externally with partners and customers, coaching internal teams and partners on key Microsoft offerings including EA, EAP, ECI, and Online Services. Collaborating with internal teams & partners to maximize opportunities and drive velocity in customer engagements. Co-sell with partners, coaching them throughout the sales cycle, and enabling them to represent Microsoft to mid-market customers.
(Execution) Opportunity Management - Own execution of large opportunities that are valued over $50K USD or strategic sales efforts in assigned territories through closure for Commercial and Public Sector customers. Partner with Inside Sales & Marketing counterparts to engage top net new annuity targets, qualify opportunities, and ensure healthy sales pipeline. Ensure internal and external resources are engaged appropriately, co-selling with partners, and using sales excellence techniques to ensure all opportunities are tracked in pipeline management tools through to closure and conducting win/loss reviews. Evangelize Microsoft’s innovation roadmap by aligning customer business priorities to Microsoft value offerings, such as: How Microsoft Can Save Customers Money, Hosting Solutions, Software + Services Solutions, and Industry Solutions. Introduce Software Asset Management to customers and uncover any Unlicensed PCs. Uncover Dynamics cross-sell opportunities to increase Revenue per Socket per Account. Support CPE initiatives within your assigned account list Maintain accurate pipeline & forecast.
The Large Opportunity Manager engages and owns Licensing, Infrastructure, Application Platform, and Business Productivity Optimization sales efforts from the Develop (20%) through Close (100%) stages of MSSP for Commercial and Public Sector, large or strategic opportunities including Online Services within SMS&P. Large Opportunity Manager engagement is recommended for opportunities that are valued over $50K USD or that strategically improve Microsoft’s competitive position in the market (e.g., the customer is recognized as a leader in their industry and where there is considerable up/cross-sell opportunity or the opportunity would result in a high-profile and reference-able competitive win). LOMs might only need to be engaged on key strategic Education CPM accounts based on capacity, this should be agreed to in advance.
When engaged, Large Opportunity Managers takes full ownership of individual opportunities; driving opportunity planning, resourcing, and execution in accordance with MSSP with partner and Microsoft resources (PAM, Tele, LSS, SSP, etc.) and ensuring opportunity data is updated in the pipeline management system (Seibel, PSM, or GSX). Large Opportunity Managers are leading the Opportunity for Microsoft, while keeping partners in the forefront to maintain the ongoing relationship with the customer.
5 - 8 years of related experience
Education: Bachelor’s Degree (B.S./B.A.) / MBA
Knowledge / Skills:
Translating technology into business value across a wide variety of solutions (UC, BI, CRM/xRM, IT desktop/systems management, IT Security, business process automation). Resource management to ensure target ROI on sales engagement. Strategic negotiations.