Australia Indonesia Partnership for Health System Strengthening
Position Description: Program Technical Specialist

Background

AusAID leads the Australian Government’s aid program to Indonesia, which is largely delivered from AusAID’s Country Office in Jakarta. In 2011-12 AusAID will provide $510 million in support to Indonesia. The aid program is guided by the Australia–Indonesia Partnership Country Strategy 2008–13, which has identified priority areas of infrastructure, education, health, governance and disaster management.

AusAID’s current engagement in the health sector in Indonesia is well targeted to assist Indonesia to meet its Millennium Development Goal targets. AusAID support includes a focus on maternal and neonatal health, HIV/AIDS and emerging infectious diseases (animal health and human health) programs. Globally, there is renewed recognition of the importance of strengthening health systems, including through development assistance, to complement vertical disease-based programs.

The Australian Indonesia Partnership for Health Systems Strengthening (AIPHSS)

The AIPHSS was developed jointly with the Indonesian Ministry of Health to address some of the systemic challenges that hinder the delivery of better primary health care for the poor, in order to meet the challenge of achieving the Millennium Development Goals. It has a specific focus on addressing health workforce and health financing issues that constrain access to quality primary health services and appropriate referral for the poor.

The AIPHSS program will be delivered through two components: first, through grant funding to the national Ministry of Health for implementation of national, provincial and district activities and coordinated by a Program Management Unit within the Ministry of Health; and second, through an Implementing Services Provider (ISP) contracted by AusAID.

The Ministry of Health grant will be based on annual workplans developed by districts, provinces and technical units within national Ministry of Health. The ISP will support the Ministry of Health through the provision of technical assistance and training and will be a flexible resource to respond to emerging health policy and systems issues.

The ISP will also channel support to a Health Policy Network of Indonesian and regional health systems research and policy organisations to produce and communicate evidence for policy on health care for the poor, including from the AIPHSS itself and to provide technical assistance where requested. In addition the ISP will establish and manage a Civil Society Challenge Fund to support activities of key non-government organisations working to ensure health policy and systems prioritise access to services for the poor.

The Program Manager in the Ministry of Health has responsibility for overall management of the program including the ISP component. All plans and activities will be approved by an oversighting Technical Working Group and Program Steering Committee led by the Ministry of Health.

The Program Technical Specialist

AusAID is seeking to engage an experienced and highly motivated person to fill the role of Program Technical Specialist (PTS) for the AIPHSS program.

The PTS will be directly contracted by AusAID, and AusAID will be responsible for managing their overall performance in coordination with the Ministry of Health.

This position will be a two-year contract with possible up to two-year extension subject to satisfactory performance, will which be reviewed through an annual 360° performance assessment administered by AusAID, and the Ministry of Health.

Location and reporting structure

The PTS will be located in the AIPHSS Program Management Unit in the Ministry of Health, Jakarta and will report to the Program Manager leading that unit.

Roles and responsibilities

The PTS will be responsible for providing technical advice and support primarily to the Program Manager in the planning and implementation of the AIPHSS program.

The program will require consistent, high-level technical inputs and liaison between Ministry of Health counterparts in several technical divisions, universities, civil society and development partners. It is necessary that the PTS presents a clear and consistent position on primary health care policy and health system strengthening for the poor.

The PTS role involves facilitating further communication and collaboration between the national and subnational levels of government to support policy and program outcomes relevant to AIPHSS, and will support the Program Management Unit in ensuring that ISP inputs meet the needs of the program participants at the national, provincial and district levels. This will involve significant periods of time visiting the provinces and districts in which the program will be operating.

Duties will include the following:

Assisting the Program Manager in coordination and presentation of workplans and progress reports to the Technical Working Group and to the Program Steering Committee for approval

Ensuring annual workplans are aligned with the Ministry of Health’s priorities and consistent with AIPHSS objectives and international best practice

Providing international best practice technical advice on health systems strengthening to the Ministry of Health at the national, provincial and district level and supporting Ministry of Health to identify and apply innovative ways to improve their health systems

Assisting the Program Manager to identify additional assistance required to facilitate the effective operation of the program governance and management bodies

Ensuring that activities delivered by the ISP and Program Management Unit are consistent and mutually reinforcing, and monitoring and providing feedback to the ISP on technical assistance to ensure that it meets program needs

Supporting the Program Manager in liaison with the AIPHSS Monitoring and Evaluation Specialist in relation to program performance and absorption of grant funds

Assisting and mentoring staff.

It is acknowledged that no individual technical specialist will have expertise to address all issues that will arise through the AIPHSS. The PTS will therefore be able to commission additional support directly from the ISP following consultation with and agreement of the Program Manager. This support will need to be separately identified in quarterly reporting, with the PTS and Program Manager providing the oversight and performance reporting on these inputs to the program.

The PTS will not represent AusAID in dialogue and decision making with the Government of Indonesia. AusAID will be separately and directly represented in all AIPHSS governance structures and decision-making with the Government of Indonesia and stakeholders to ensure policy consistency and a suitable level of representation with those stakeholders. This is especially important if the scope of the program changes, or resourcing needs to be increased where implementation is accelerated.

Selection criteria

Essential:

(i) Demonstrated skills and experience in delivering effective technical advice to partner governments in the area of health system strengthening as part of a bilateral and/or multilateral development assistance program in a low or middle income country.

(ii) Demonstrated ability to support development programming to deliver on improved health outcomes for the poor, including knowledge of and skills to translate health analytics and global best practice in health system strengthening into effective interventions to support health system reform in low and middle income countries.

(iii) Previous experience in the formulation of health policy and health sector reform initiatives.

(iv) Excellent written and verbal communication skills in English.

Desirable:
(v) Excellent spoken and written Bahasa Indonesia.

(vi) Advance university qualification in health financing, health systems or health workforce issues, or related area or equivalent experience.

Remuneration

Remuneration will be in accordance with the AusAID Adviser Remuneration Framework professional discipline/job level C3. Further information on the Adviser Remuneration Framework can be found on the AusAID website: http://www.ausaid.gov.au/Publications/Pages/3994_1809_6357_1618_6763.aspx

CLOUD SALES MANAGER

Description of Group:
What company boasts $40+ billion in revenue (and growing), 65,000+ employees worldwide (and growing), was ranked by Fortune magazine to be both one of the best companies to work for and one of the most admired companies to work for? If you guessed Microsoft, you’re right! One of the keys to our success is our people. Employees who are passionate about what they do and want to enable people and business throughout the world to realize their full potential. Are you ready to realize your potential? If so, read on!

Out of 145+ million SMBs worldwide, Microsoft currently only manages a small percentage in a consistent way, using different systems and methods across various countries. Project Tiger is an initiative that cuts across BG’s, segments, Corp and our subsidiaries. Tiger will deliver a scalable Go-To-Market (GTM) platform that will help us become the leader in selling Cloud Services to SMB customers, driving 50% ($3B) of SMB’s growth over 3 years. Starting FY12, the BG’s will be responsible for driving product marketing and demand gen (using increased digital marketing tools), and the SMB segment owns conversion into sales by connecting customers to telesales, partners and ongoing customer lifecycle management.

In the evolving online sales transformation, this position will play critical role in building online sales engine (project Tiger) for Microsoft new product stack: Office 365, Windows Intune, CRM Online.

Summary of what the role is:

This role will define and manage execution of the (project Tiger) SMB Cloud products stack sales in area/sub. Main responsibilities include” through partner” Cloud products sales as well as improving lead/demand generation, and ensuring a positive and consistent online experience. This role works closely with Cloud Marketing Manager, SMB HQ team and Corporate Business Groups, Field SMB Segment, Partner Marketing Managers and will manage Cloud products sales through Cloud Advisor sales engine.

Responsibilities: (May vary according to specific role and subsidiary.)

§ Plan strategy, manage execution, and analyze results of field Cloud Partners Sales to increase customer engagement and to-customer & through-partner demand/lead generation, all of which drive contribution to SMB WW performance goals
§ Sales responsibility for Cloud products through Direct web customer engagement and Advisor Partners sales models
§ Up sell & X-sell for existing VL customers with Cloud products. Drive renewal revenue and process as well as existing customers transition to the Cloud with OOVO (Office 365 Open Value Offer) & new sales
§ Work with SMB Marketing to extend campaigns onto web properties and influence integrated Cloud marketing strategy to drive new Cloud Partner activation & deals frequency
§ Drive implementation of new Tele engine to manage Cloud product customer lifecycle
§ Align online presence with overall field strategy and goals, other marketing vehicles, product group strategy and goals, and customer/user experience
§ Provide feedback to Corporate SMB team on current tools, policies, and process that allow achieve Cloud Sales goals
§ Identify continuous process improvements resulting in cost savings and efficiencies
§ Utilize marketing knowledge and context of prior campaigns; ensure strong plans are in place for online improvement in Customer Satisfaction and customer engagement measurements
§ Accountable for all up SMB Cloud Targets (web Direct & Advisor models)
§ Leads Partner selection, onboarding and readiness
§ Oversees Tele Assist and Partner performance KPIs

Qualifications: (May vary according to specific role and subsidiary.)

To be successful, a candidate must have the following skills, knowledge and experience:
§ At least 5 years of practical experience using the Web to execute marketing campaigns online, preferably with experience managing a network of online Business-to-Business (B2B) and Business-to-Consumer (B2C) sites
§ Possess a personal passion for marketing, customer relationship marketing (CRM), and technology on the Web
§ Has a Bachelor’s Degree in Marketing or Business Administration; MBA or comparable Master’s Degree preferred
§ Be able to effectively drive cross-group communication and cooperation, while demonstrating strong collaborative skills, including the ability to work with international partners
§ Understand specific online protocols, marketing methods, measurement tools, rendering processes, and public policy
§ Demonstrate strong project management, process and industrial design skills
§ Understand the role online plays in the marketing mix; work well with cross-media team to orchestra multi-faceted marketing communication
§ Express themselves clearly with strong presentation skills, with the ability to explain complex situations in clear terms to management and large groups
§ Ability to prepare, explain and/or comprehend reports actionable statistical reports and optimization recommendations
§ Excel in marketing measurement, with the ability to successfully recommend best practices to marketers using data as objective “selling” points.
§ Strong written and oral communication. Ability to organize chain-of-command communications as well as to manage communication in crisis mode.
§ Strong organizational skills, including the ability to rationalize and prioritize business goals.
§ Some management skill or experience, vendor management a plus.
§ Goal setting and monitoring, communications skills (written and oral and presentational).

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The purpose is to drive business success for the Retail Sales & Marketing (RSM) Division by managing and driving high potential retail customers in assigned channel in East Java (Surabaya) as well as identify and manage new potential partners in emerging sectors. Develop and execute key account plans to ensure that revenue and attach targets are met as well as work with distributor sales team to ensure sales execution excellence. In particular, the person is expected to work closely with partners to influence the PC aisle to drive attach for both software and hardware.

Key Responsibilities:
Primary Responsibilities include:
1.Manage about 8-15 retail depth customers in assigned channel to ensure that target revenues are met.
2.Develop sales strategies, customer account plans and ensure that plans are executed timely and on budget.
3.Ensure superb sales execution of marketing initiatives, promotional campaigns and sales pipeline.
4.Provide forecast for sales pipeline of new products and ensure meeting of forecast.
5.Work closely with buyers and store managers to build strong working rapport to enhance customer experience.
6.Work with product managers to ensure that targets of each product categories are forecasted and achieved in assigned channel.
7.Work with distributor manager and sales operational team to ensure that high service levels on supply chain.
8.Manage rebate and any credit issues with key customers.
9.Work with outlet coverage team to ensure excellent in-store presence and merchandizing of our products.
10.Support any divisional activities such as product launch, road-shows and campaigns.
11.Ensure training plan in place for all Retail Sales Representatives in managed accounts to build brand advocacy in-store
12.Be an active participant in the local retail V-team and build strong collaboration with the local commercial team for retail initiatives.

Preferred Working Experience:
Candidate needs to have 5-7 years of sales experience in consumer goods or IT products with proven success in managing large retail accounts.

Education:
Degree/Diploma preferred.

Skills/Abilities:
-Professional Selling Skills
-Key Account Management/Business Development
-Negotiation Skills
-Strong Oral and Written Communication Skills
-Work Effectively with Others
-Team Player
-Impact & Influence

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MICROSOFT FIELD ENGINEER - South East Asia
JOB DESCRIPTION
SQL
Microsoft Field Engineer (MFE)
Are you looking for a career that utilizes your passion for technology?
Are you interested in receiving unrivalled training, superb career opportunities and the chance to work with the latest technologies?
Are you interested in joining a team of outstanding technology professionals who, as trusted advisors and subject matter experts, help Microsoft Premier Enterprise Customers - enabling them to make the most out of their technology and moving their business forward?

Our Mission Statement
Support Consultants provide technical leadership for Premier customers around the world to help ensure their IT environments are kept optimized and healthy. The focus is to do this in a proactive and consultative manner in order to avoid future issues. This includes guidance on best practices, risk assessments, migrations, and onsite, remote and dedicated support services. As part of Services & Consulting, MFE partners with Commercial Technical Support and Enterprise Services to strengthen the Microsoft Services Field Engineering capability worldwide.
What we do best
Support Consultants provide various services to our Enterprise customers to increase systems availability, resolve critical issues, and ultimately improve the health of our customers’ environments. We consult with experienced technical staff to ensure they have the skills to troubleshoot and maintain their solution in line with Microsoft best practices. When things do go wrong we provide rapid on site expertise to resolve critical situations.
Support Consultants deliver onsite and dedicated services for Microsoft’s Premier customers across South East Asia.
We need individuals that:

Possess deep technical expertise in at least one technical specialty and can solve complex technical problems through sound, creative troubleshooting. You will also need to be able to examine possible workarounds and escalations as required.
Set an example of excellence as a Microsoft representative, enhancing the company's image and reputation through your credibility, preparation, commitment and first-class delivery.
Demonstrate strong communication skills; ability to develop strategic on going customer relationships, gain trust and respect for the company. Engineers must also possess strong technical writing, presentation and training skills.
Enjoy team work, and actively contribute to their peer group as well as our customer account teams.
Communicate at all levels from CIO to the technical staff on the ground.
Expertise Required
Experience in the enterprise customer arena
Face-to-face customer engagement skills
Excellent written, oral and presentation skills
Troubleshooting knowledge & skills
MCTS / MCITP qualification desirable
Degree qualification or equivalent experience
Good understanding of ITIL/Service Management

SQL Technical Expertise

Technical Experience - SQL Microsoft Field Engineers should be experienced in implementing, operating, tuning and troubleshooting enterprise SQL server databases. While our key relationships are typically with our customers’ 3rd / 4th line infrastructure support teams, platforms Premier Field Engineers will also find themselves working with engineering teams, so need to be confident working at this level. The Core role requires depth knowledge in a number of the following technologies / areas:
Database administration
Performance Tuning and optimisation
High Availability features and supporting architectures
Scalability features and supporting architectures
Strong troubleshooting skills and experience
The following areas may also be beneficial:
Reporting Services
Integration Services
Analysis Services
Background in Business Intelligence and Data Warehouse architectures

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PFE SEA Group Manager

PREMIER FIELD ENGINEERING MANAGER - SOUTH EAST ASIA (SEA)

TITLE:
Premier Field Engineering (PFE) Group Manager SEA

PREFERRED LOCATION:
South East Asia (Singapore, Malaysia, Philippines, Indonesia, Thailand)

Do you want to grow an industry-leading group of technical heroes and mentors? Do you have a passion to achieve greatness within yourself and your team? Do you possess capabilities to bridge partnerships and enable change while attracting, recruiting and retaining world-class technical talent?

ABOUT PREMIER FIELD ENGINEERING:
As Group Manager for the Premier Field Engineering business across SEA, you will lead a talented technical team who deliver proactive services to our Premier customers.

Premier Field Engineers are the technical depth of Microsoft located in the field. The team are experts in optimizing and supporting IT infrastructure, by delivering Risk Assessment Programs (RAP), Workshops, Dedicated Support Engineering, Deployment Support and Rapid Onsite Support. The focus is on a support lifecycle of proactive services to assess the health of a current implementation through to planning a prescription for health to stabilise, educate, prevent and optimise IT infrastructure.

THE ROLE OF PFE GROUP MANAGER:
The PFE Group Manager is accountable for an end-to-end services business in all 8 countries within SEA. The current team of 63 engineers and 4 managers is spread throughout this mix of both mature economics (Singapore and Malaysia) and more developing economies (Philippines, Indonesia, Thailand, Brunei, Vietnam and Sri Lanka). Strong regional experience and the ability to work closely with the key stakeholders in Services and EPG are critical to success in this role.

As a second line leader, you will hire, develop and retain a large team of industry leading field service engineers. This customer-focused environment will allow greater Microsoft platform adoption. You will be accountable for the management, leadership, operations and delivery across a field services delivery business including hiring, staffing, training, service offerings, negotiations, development of the service delivery organization, performance management, talent management and financial results.

PROVEN SKILLS WE ARE LOOKING FOR:

BRIDGE BUILDER
Collaborate and develop deep relationships with customers, partners and developers across the South Central United States, by demonstrating deep understanding of area trends and businesses, exhibiting technical expertise, executive maturity, end-to-end business acumen, and establishing mutually beneficial trust-based relationships.

Results include a clear track record of helping customers/partners/clients achieve and evolve business objectives in line with geographical area and Microsoft business objectives and execution of high quality customer delivery model resulting in future business development/revenue generation opportunity.
Be recognized as visible role model for bridge building behavior and positive intent.

VALUE SELLING
Demonstrated capabilities in opportunity pipeline management, constructing viable narratives relating to the components offered across the technical portfolio of Premier Field Engineering that aligns to customer business objectives and outcomes. Partner collaboratively with Premier and Sales to identify specific opportunities for services that result in a cumulative account plan enabling growth in support services.

INNOVATION
Ability to recognize area-wide trends (locally maximize product value proposition) and apply proven technical expertise to create new solutions for customer/partner scenarios and to leverage, adapt, and apply centrally-driven innovation platforms. Results include influence over local strategies, services delivery innovation (to include operations, staffing, people management), and driving incremental revenue by identifying and meeting emerging customer needs.

CHANGE ENABLER
Ability to generate support through credible leadership, planful and articulate communication, motivation, and recognizing/addressing across a team. Results include successful implementation of district-wide organizational or cultural change, scaling and supporting change.

OPERATIONAL EXCELLENCE
Ability to systematically build and deliver against aggressive budgets, solve complex problems, lead people and resources to deliver beyond-expected results to accrue to long-term value, and influence positive outcomes through planning, project management, people management, and technical capabilities. Partner with teams across Microsoft to establish systems and processes through anticipation. Demonstrate ability to engage and maximize relationships with supporting functions such as Finance, Human Resources and Operations. Results include advancing the "art of support," strong people scorecard results, high customer satisfaction and loyalty scores, and exceptional service delivery.

CUSTOMER LOYALTY
Be actively engaged in the customer accounts within your district. Manage escalations in your region.
Work closely with internal Microsoft business partners and anticipate future support needs and development strategies.
Works to develop and enhance cooperative interdepartmental relations and communications within Microsoft.
Acts on issues involving external groups that effect customer loyalty.
Ensure that customer feedback is listened, acted upon and within Microsoft.
Ensure industry-leading service delivery through a customer-focused culture.

BUILDING TEAMS:
Ability to attract, develop, retain, manage and share technical talent. Role model Microsoft and personal values and drive business initiatives. Create an industry-leading field services delivery team, build diverse and inclusive teams, enable an environment in which people can do their best work, and identify/develop future successors and team members. Demonstrate subject matter expertise in management/leadership/innovation within Microsoft, and/or non-Microsoft forums.

The descriptions of desired capabilities and proficiencies are as follows:

Impact and Influence: the ability to generate support from others to achieve the desired business outcomes, especially in situations where there is no clear "ownership" of the issues under discussion. People who exhibit this competency apply it in a planned and strategic way, never randomly. They motivate people to want to follow them even when they don't have to. They are credible leaders.
Creates influence strategies that cut across organizational boundaries to achieve broad business outcomes
Secures strategic alliances or partnerships to gain widespread support
Enlists commitment by involving others early and often; builds behind-the-scenes support for ideas, strategies, and goals

Confidence: Pushes self and organization to take on challenges; likes challenges and is excited by them
Looks for and obtains new responsibilities; believes he or she can be successful in a new role or activity with persistence and hard work
Challenges others respectfully when he or she disagrees with them, stating his or her view clearly and confidently

Market Analysis and Opportunity Identification: the ability to assess markets and trends and to determine opportunities for Microsoft to provide customers and partners with value-added products or services or to engage with them in new and valued ways.
Establishes a strategy for addressing complex and emerging markets over time
Ensures that cross-company strategies and business models support long-term goals for Microsoft

Project Management: the art of creating accurate and effective schedules with a well-defined scope while being personally accountable for the execution and invested in the success of the project. People who exhibit this competency effectively and continuously manage risks and dependencies by making timely decisions while ensuring the quality of the project.
Proactively identifies implications of related internal and external business conditions to risks and dependencies
Instills a system and culture that facilitates effective decision-making across organizations, product lines, or portfolios
Evaluates project results against related examples and incorporates best practices and key learning’s for future improvements
Champions business value across multiple organizations and gains alignment and commitment to prioritization to ensure long-term project deliverables

Strategic Prioritization: asking effective questions and understanding broad business issues and relating the details to broader contexts. People who exhibit this competency understand what is critical before making decisions, but are also able to make correct decisions with incomplete or limited information
Demonstrates deep insight in understanding what is critical to the business in order to make appropriate administrative decisions directly impacting Microsoft Executive(s) or business division(s)
Balances the need for more information with business, customer and strategy considerations in order to make appropriate administrative decisions directly impacting Microsoft Senior Executive(s) and/or the business division(s)
Demonstrates exceptional ability to effectively re-prioritize and change direction in response to volatile and unpredictable situations

Value Selling: establishing a foundation for how Microsoft technologies and services can meet customer/partner needs and the needs of their target audience while helping them to be successful and to grow their business. People who exhibit this competency are able to capitalize on a deep understanding of a customer/partner to effectively align the value proposition of the products, technology, and services to the customer/partner's overall strategies and needs.

Cultivates the image of Microsoft as a valued business partner that serves a wide range of customers/partners by aligning the vision for Microsoft technology/services with future ind

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Lutheran World Relief is currently accepting expressions of interest from Chief of Party candidates for Lutheran World Relief’s USAID-funded climate change and disaster risk reduction project in Indonesia. The Chief of Party (CoP) is responsible for program impacts, external representation and coordination with USAID, other donors and other programs while also contributing to technical guidance of the programs and, where appropriate, offering technical assistance to strategic partners. The CoP will also be responsible for oversight of program activities to ensure quality work and compliance with grant results.

Successful candidates will have an advanced degree in a relevant field. In addition, candidates will have a minimum of 10 years experience managing climate change and disaster risk reduction programs funded by an international donor. S/he will have extensive knowledge experience managing complex teams and motivating them to achieve excellence in implementation and achieving results. The experience should include program development; hiring; supervising; systems and office set-up; budgeting; financial management (tracking, reporting and accounting); procurement and tracking nonexpendable property. Prior experience in Indonesia or East Asia/Pacific is highly desirable. Verbal and written fluency in English is required. Ability to communicate in Bahasa Indonesian and demonstrated understanding of USAID policies, programs and procedures related to managing programs are desirable.

Do you enjoy working with large Enterprise customers and understand what it takes to achieve the highest levels of customer satisfaction? Can you spot the trends in customer technical support use and use this knowledge to make them more efficient and effective? Does understanding a broad range of Microsoft products and being an expert at describing their value interest you?

Microsoft Services help customers realize their full potential through accelerated adoption and productive use of Microsoft technologies. We are a global team of exceptional people who deliver world class services with partners, earning customer confidence, trust, and loyalty by Improving the overall Customer and Partner Experience, Serving as the customer advocates within Microsoft and Driving customer-centric product improvement

The Technical Account Manager (TAM) provides support delivery management of Premier issues and services designed to improve customer IT operational health in assigned account(s)
The TAM:
- Is the trusted advisor to the account’s Customer Support Manager (CSM) and the Microsoft owner of the customers IT operational health
- Manages support delivery on reactive incidents provided by Microsoft CSS
- Knowledgeable on a wide range of Microsoft technology with industry recognized IT Operations certification
- Maintains Support Delivery Plans that capture situation and analysis for IT Health improvement - also used by sales opportunities and renewal
- Manages the delivery and follow-up of proactive support designed to reduce reactive support cases and costs

The value the TAM brings to the customer is successful operation, and hence realization of value, of Microsoft products. The value the TAM brings to Microsoft is increased customer satisfaction, reduced support costs, and awareness needed around product improvements.

The Technical Account Manager is the only long term, relationship based, customer facing support role.

Qualifications
3-5 years related experience.
BA/BS degree in Computer Science, Engineering.
Competency in Analytical Problem Solving, Building Customer/Partner Relationships, Confidence, Cross-Boundary Collaboration, Impact and Influence, Interpersonal Awareness, Project Management, Strategic Insight, Product & Technology Expertise , Value Selling.
Training and certification in ITIL Foundation Certificate - required

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Why does the ATS role exist?
The Account Technology Strategist (ATS) is part of the Microsoft Technical Sales Profession, aimed to:

‘Enable the Business & IT goals of our Customers, by delivering Business value with the Microsoft Platform, thus securing long-term Sustainable Growth for Microsoft!’

How does the ATS role add value?
The ATS is an Customer aligned Relationship Resource with the following Core Responsibilities:

1.Gather a 360° Customer Insight profile, incl. IO, IT and Application Platform, and the Partner and Competitive landscape.
2.Build Trusted Technology Relationships with the TDM, in particular with the CIO, CSO, CTO and their direct reports.
3.Drive Realized Platform Value, by driving a Deployment and Adoption Strategy, and orchestrating Resources from the STU (SSP/TSP), Microsoft Services and Partners for Execution.
4.Initiate Growth by Competitive Displacement, by building a qualified competitive pipeline, initiating Capability Led (IO) Conversations, supporting Application Platform (BGA/AGA) Engagements, and leveraging the Microsoft Account Planning process.

The ATS has 3 distinct sales motions:

1.Deployment: The ATS owns the Deployment Strategy, and drives a customer validated Deployment Plan, supported by STU, Microsoft Services and Partners.
2.Capability Led Selling (IO): The ATS initiates the IO Conversation (leveraging IO Discovery) as a Trusted Technology Relation to the TDM (in particular the CIO, CSO and CTO), and supports STU resources (SSP/TSP) in driving competitive opportunities.
3.Application Platform Selling (APO): The ATS supports Application Platform BGA and AGA engagements, owned and orchestrated by AM and SSP Platform.

How is the ATS role unique from other roles?

The ATS role is unique in:
a.Its focus on Long-term Sustainable Growth.
b.Its in-depth knowledge of Customers’ IT environments.
c.Its ability to build long-term Trusted Technology Relationships, and have solid and meaningful strategic Technology conversations.
d.Its broad knowledge of the entire Microsoft Enterprise Platform, and the ability to map IT to the Customer Business needs and priorities.
e.Its ability to qualify and initiate competitive opportunities and work with Microsoft and/or Partner resources to grow the Microsoft Infrastructure and Application Platform.

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The Partner Technology Manager (PTM) is responsible for managing the technical sales engagement between Microsoft and PC OEMs in APAC. As the PTM you are responsible for setting and executing technical strategy with the OEMs based on Microsoft platforms and technologies. You will build strategies to manage partners across the region/countries in effective way to build relationship with key stakeholders that scale from executives down to hardware and software engineers and establish a trusted advisor status enabling you to impact product roadmaps to align with Microsoft strategy.

In addition to partnering deeply with our OEMs in APAC, you will work closely with Microsoft internal partners including the Account and Marketing Managers for your OEMs, counterparts in Redmond(HQ), as well as various Microsoft business groups including Windows, Windows Phone, Office and Interactive Entertainment & Business (IEB).

Best of all - you will get access to the latest and greatest new PC technologies before they even come to market!

Key Responsibilities:
· Assist with development & management of the OEM partner strategy
· Execute design in/wins per the Fiscal Year target to drive Windows adoption and ensure Microsoft product/technology readiness
· Technical engagement management (Technical Account Plans, Quarterly Technical Reviews, Windows Planning Engagement)
· Local relationship management - become the trusted technical advisor for assigned partners
· Partner education (Whitepapers, presentations, formal training and instruction, Microsoft technologies)
· Microsoft product team liaison

Required Qualifications:
· Bachelor degree in Electrical Engineering, Computer Science or related discipline or equivalent experience. Advanced degrees are a plus.
· Minimum 8 years of industry experience related to systems engineering and product development (HW or SW).
· Experience in customer negotiation and expectation management.
· Experience managing executive level customer relationships
· A broad understanding of Windows Operating systems and PC hardware technologies (former Technical Account Management or Pre-sales Experience is highly preferred)
· Outstanding written and verbal communication skills in English.
· Fluent in Chinese and/or Japanese is highly preferred.
· Must be able to present Microsoft technologies to customers and large audiences.
· Strong background in Operating System concepts including knowledge, a good understanding of the client PC market place and new technologies and trends in the client PC space.
· Some international travel required to the US and APAC countries such as Australia, Singapore, Malaysia, Indonesia.

Personal Attributes:
· Naturally collaborative empathy for partner requirements and business drivers
· An innovative self-starter, willing and able to make independent decisions to drive technical adoption
· Strong technical, business, and analytical skills
· Strong interpersonal skills, with executive credibility
· A strong sense of teamwork
· Drive, enthusiasm, optimism and creativity
· Tact and diplomacy

Microsoft is an equal opportunity employer and supports workforce diversity.

GCR:CN:Sales:EN

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Solution Specialist - Datacenter

When technology can add as much business value as ours, selling it may seem easy. But when you consider the complexities of our solutions, the high profile of our clients and the fast pace of our industry, we can offer ambitious sales professionals the challenges they’re looking for.

Solution sales at Microsoft

Realizing the potential of their investment in our technology, you’ll work with enterprise customers to define their needs. And collaborate with account managers, technology solution professionals, architects and partners to meet them - meaning that if a proposed solution calls for greater technical depth, you’ve a wealth of resources behind you. Creating trusted relationships, as well as sales opportunities, you’ll drive revenue from a territory of up to 40 customers.

Forecasting and prospecting valuable leads, you’ll work with wide-ranging Microsoft account and delivery teams all the way to closure and contract. So whilst this won’t include deployment, it will involve determining cost and overseeing the pre-sales process.

It’s your chance to:
•Sell one of the broadest sets of world-class technological solutions
•Cover the entire enterprise space - selling solutions to global and smaller businesses
•Kick-start the development of bespoke and adapted solutions that impact on everyone’s bottom line
•Grow your skills with ongoing training, internal events and ad hoc activities

Skills and qualifications:
•Experience gained in a similar solutions sales management role
•A consultative/solution sales approach and ability to manage a complex sales cycle
•Able to articulate the value of technology to a non-technical audience
•Experience selling complex datacenter solutions including directory and virtualization solutions
•Knowledge of Microsoft Windows Server and Microsoft Systems Center (Configuration Manager and Operations Manager)
•Degree or equivalent ideally in Business Administration or Computer Science
•Able to influence a mix of teams - although you won’t have direct reports, you’ll need to lead those involved in a project

In Sales and Marketing, we’re experts at making connections. As the catalyst behind the worldwide use of Microsoft solutions, we pinpoint and recommend the right technologies and services to help solve our customers’ most pressing business issues. Whilst forging even stronger links between our global sales teams to achieve our own ambitious goals.

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The Partner Territory Manager (PTM) is a geo-based field sales role, designed to recruit and activate non-managed reseller partners in a given territory to sell all Open Licenses, OEM, FPP and Microsoft Hardware with an emphasis on Annuity and Cloud Services. Non-managed partners are not covered by other field Partner Account Manager (PAM) or Tele- based PAM managed resources and primarily engage with Microsoft through an authorized Microsoft Distributor.

A world class PTM will bring together a deep understanding of Microsoft’s products and licensing sales models with an equally deep understanding of the given market opportunities and dynamics in territory to the benefit of the partners. A key focus here is opportunities to both drive a partner led Open Licensing, OEM, FPP and Microsoft Hardware Sales Motion as well as activating and enabling the channel to sell Cloud Services. The PTM’s key partner/ resource in activating the territory’s partners is the Microsoft Authorized Distributor. The PTM aligns his efforts to the distributor’s Go To Market strategy and leverages the distributor’s scale reach and enablement resources as well as COOP driven marketing and demand generation campaigns to activate the resellers in territory. This coordination creates a strong pull through motion in market driven by the PTM that compliments the distributor’s core business muscles of fulfillment, enablement and activation.

The PTM is a Senior Account Manager with the ability to connect with senior sales leaders in the distributor and VARs as a trusted advisor, while having the ability to gather and maximize resources to drive a highly scaled selling motion in territory. He/she should also engage with key industry influential in order to engage with them and advocate for Microsoft. Specifically, the candidate for this role will have the following profile and experience:
Extensive Sales/ channel sales experience
Proven ability to build and execute sales strategy
Entrepreneurship mindset
Strong Interpersonal/ Cross Border Relationship Building
People and Partner (internal and external) Development/ Coaching
Coordination/ Organizational Skills

Why does the role exist?
A world class PTM will bring together a deep understanding of Microsoft’s products and licensing sales models with an equally deep understanding of the given market opportunities and dynamics in territory to the benefit of the partners. A key focus here is opportunities to both drive a partner led Open Licensing, OEM, FPP, Microsoft Hardware Sales Motion as well as activating and enabling the channel to sell Cloud Services. The PTM’s key partner/ resource in activating the territory’s partners is the Microsoft Authorized Distributor. The PTM aligns his efforts to the distributor’s Go To Market strategy and leverages the distributor’s scale reach and enablement resources as well as COOP driven marketing and demand generation campaigns to activate the resellers in territory. This coordination creates a strong pull through motion in market driven by the PTM that compliments the distributor’s core business muscles of fulfillment, enablement and activation.

How does the role add value?
The objective of this role is to activate and enable to sell Open and Cloud based services for Microsoft in the SMB customer segment with a high degree of satisfaction. This role is also expected to build and leverage relationship with local government and local corporate customers as well as local channels to grow the market.

How is role unique from other roles?
This role is distinct in that it is focused exclusively on non-managed partners in a given territory. To carry out this role and drive a robust partner led selling motion @ scale, the PTM leads broad scale efforts and resources to foster a selling motion that both activates partners and maximizes their productivity as well as satisfaction with their relationship with Microsoft.

Key Initiatives:
§ Develop and execute territory based business plan with specific strategies and programs and investments to drive OPEN annuity and renewals, Hosting, and Cloud Services.
§ Engage with partners @ scale in territory through drive 1: many engagements though sales presentations, local Distributors engagement, roundtable events, “roadshows”, webcasts, etc. to drive channel enablement, skilling, and utilization of promotions and offers that maximize the sales performance for partners in territory and exceed market and revenue goals, while also increasing non-managed partner satisfaction.
§ Provide strategic insights to the PAM teams, both field and tele-based on potential high potential partners in territory that should have a deeper managed relationship with Microsoft.

Challenges:
§ Execute @ the right level of coverage and scale for the given territory needed to drive sales and market goals.
§ Build the highest level of partner skills needed to sell, deploy and service Microsoft’s latest technologies.
§ Driving transformation of the traditional reseller base to lead with the Cloud.
§ Aligning Distribution led programs, campaigns and promotions with the non managed channel.
Maintaining CPE @ scale in territory

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Position: Director of Legal and Corporate Affairs, Microsoft Southeast Asia
Location: Singapore

Summary
Microsoft is recruiting a senior professional to lead the Legal and Corporate Affairs (LCA) team in Southeast Asia (SEA). The professional will act as a key partner to the business leadership and will oversee legal and corporate affairs issues affecting Microsoft in Singapore, Indonesia, Malaysia, Vietnam, Thailand, Philippines, Bangladesh, Brunei and Sri Lanka. The position will report to the Associate General Counsel for Asia Pacific and Japan and will manage a team of 10 lawyers and professionals located in several countries.

Specific responsibilities of the position include:
? To identify and advise on changes, opportunities and trends in law and policy relevant to Microsoft’s business, establishing the legal foundation for the next generation of technology in SEA;
? To ensure Microsoft is in compliance with all laws and regulations, in coordination with HR, Finance and the business leadership;
? To represent Microsoft in external forums on legal, regulatory, investigative and similar issues;
? To serve as a primary interface between Microsoft and senior levels of SEA governments on policy and legal matters;
? To provide business teams with legal support for commercial transactions;
? To manage any litigation, government investigations and overall IP enforcement activities; and
? To oversee and direct the LCA team in SEA.

The successful candidate will have a law degree. He/she will have at least 10 years of relevant experience combining law, public policy, and government affairs experience. Experience dealing with diverse cultures, particularly in emerging markets, is a plus. Experience developing and managing a diverse group of professionals is important. Fluency (written and spoken) in English is required.

¦ Position Profile:

Key Areas of Responsibility:

? The LCA Director acts as a general advisor to the Microsoft SEA business leadership on legal and corporate affairs issues, in many instances addressing novel legal, regulatory and policy questions as technologies evolve.

? The Director plays an active role in ensuring compliance of SEA personnel with all relevant laws and regulations as well as with Microsoft policies.

? The Director serves as first point of contact on legal matters for Area business executives and for subsidiary managers. The Director also oversees the SEA legal team and coordinates with Microsoft subject-matter specialists and outside experts to ensure coverage of legal matters, including matters relating to commercial transactions, litigation and disputes, and activities aimed at reducing the level of software piracy across SEA.

? The Director fosters relationships with government officials as well as with industry, academia, civil society and other third party organizations in connection with Microsoft’s public policy objectives.

Specific corporate affairs responsibilities include the following:
* Plan and implement strategies on public policy issues to promote Microsoft’s business.
* Support country Citizenship teams, and play a leading role in public policy outreach relating to Citizenship initiatives.
* Serve as a primary interface between Microsoft and senior levels of SEA governments on legal and policy issues. Manage SEA Corporate Affairs Directors and work with them to coordinate and integrate policy and government relations work with the Area and subsidiary Public Sector and other government relations teams, with the Regional and National Technology Officers, and with the Public Relations leads.

? As manager of the Microsoft SEA LCA team, the Director takes special care for the supervision and development of each member of the SEA LCA team.

? The Director participates on the Asia-Pacific and Japan Legal and Corporate Affairs Leadership team and contributes to regional initiatives and projects.

¦ Candidate Profile

Key Experiences

? At least ten years of experience in the legal department of an international company (or similar experience in a law firm).

? A combination of private and public sector work experience.

? A strong understanding of business issues and a pragmatic, commercial orientation, preferably with relevant experience in the IT sector.

? Experience building and managing relationships with government officials and those who influence them.

? Experience managing a team of talented and ambitious professionals.

? Experience dealing with diverse cultures.

? A record of professional growth and success.

Qualifications

? Ten years of relevant professional activity.

? Law degree.

? Fluent written and spoken English.

The Successful Candidate Will:

? Solve complex issues working through a team.

? Help grow business opportunities through application of public policy and legal support.

? Coordinate work across legal and corporate affairs functions to enable and support Microsoft’s priorities in SEA.

? Adapt to a changing environment with creative solutions in support of SEA business directions and trends.

? Actively manage the continued professional development of the SEA LCA team.

? Foster effective collaboration across LCA and business teams.

? Have a sense of humor.

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The new organization will include a new Central Marketing Organization, which is responsible for both commercial and consumer audience marketing and all Area marcoms (excluding Xbox) , with a primary focus on consumer and digital marketing and planning/executing marketing campaigns. Accountable for key marketing outcomes related to share and perception notably with Consumer and Breadth audiences. (eg: Office 365 Trials, Hotmail Reach, etc). Leader of marketing execution across the Area. Specific Responsibilities include:
Manage overall integrated marketing communications strategy and execution across Business Groups (BGs) and Segments within the Area with specific focus on consumer marketing for PC-Phone-Web
Lead and evangelize the distinct Microsoft value proposition across products and audiences - internally and externally, including shaping the consumer story with the Consumer Channels Group (CCG) leader
Responsible for marketing innovation in a services-led digital world and improving the strength of digital marketing capabilities
Own long-term Microsoft brand awareness and perception strategy on the local market
Ensure Marketing’s contribution to Microsoft’s objectives of growing market share across products, services and audiences
Align annual plan and individual marketing activities to maximize the impact on the Area business goals and worldwide initiatives; supports the achievement of the Area scorecard
Align execution of corporate and locally driven product and audience campaigns, and lifecycle marketing
Manage the all up Area marketing governance process (including marketing spend) and accountable for Area marketing budget
Responsible for Area marketing infrastructure, tools and customer data strategy
Manage Marketing agencies
Deploy Marketing hub for the Area (where applicable)
Act as Area Privacy Lead

Key Measures of Success:
Business impact: Demonstrated positive impact of effective marketing on business outcomes measured by 3 Operating Mechanisms
Scorecard Performance: Green M&O Marketing Scorecard
Marketing Efficiency: Marketing spend and execution efficiency measured by improved ROI and Area/Corp predefined KPIs for Marketing Hub
People Leadership : Marketing talent development, succession planning, overall health and morale of team
Fiscal Discipline: Marketing budget quarterly accountability

Key Required Capabilities:
Customer Insight: Depth and track record in consumer mktg required, commercial mktg experience ideal; Deep understanding of and demonstrated experience in leveraging customer insights + data analytics to drive marketing decisions
Marcom Expertise: Proven and substantive track record in formulating and driving marketing communications through integrated engines targeting multiple audiences; Understanding of Consumer Marketing and Digital engines (Display , Search, Social ) is required
People and Org: Experience in managing marketing professionals/teams and developing marketing talent; Experience in managing #and developing AOR marketing agencies required
Executive presence: Ability to engage with CxO audiences, present to large groups and be a spokesperson for Microsoft
Organizational Agility, Impact and Influence and Cross Boundary Collaboration are requir

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This is a senior partner-facing role working directly with key senior executives and practice directors within our solution-based partners. This role focuses on developing presales and delivery capacity as well as understanding a partner’s highest priority business needs for practice development. The Partner Technology Advisor (PTA) helps develop compelling Microsoft solutions and assists in building solution delivery practices to meet a partner’s defined business needs and to successfully position Microsoft against our competitors. To be successful, a PTA must not only have passion around technology, but have passion for the partner space as well.

The PTA is involved in the entire IT lifecycle but is most critical in the discovery, design, and delivery phases. Areas of focus may include enterprise, industry, platform, and solution areas. Key deliverables and associated activities include:

1.Partner Consulting:
•Work with field managed System Integrators to align technology to their most critical business opportunities and needs
•Identify how our competitors are engaged in these business processes and how Microsoft can best be positioned to meet partner needs and grow mind and market share by building key solutions and delivery practices and capabilities
•Determine the technology sales capacity and maturity of Partners by using a consistent assessment process.
•Support Microsoft Partners in the competitive sales engagement process

2Business Strategy and Solutions:
•Provide guidance to partners’ practice management
•Help develop business and market solutions and strategies for targeted workloads
•Support partner sales teams in architect-driven pre-sales initiatives
•Align with and support Microsoft product and strategy teams

3Successful Practice Development:
•Ensure proper business value and partner satisfaction
•Provide quality assurance over partner sales opportunity and project delivery processes
•Engage and lead interaction between Microsoft resources and benefits and partners for targeted workloads.
•Apply an established set of criteria to provide a foundation for the Microsoft Partner’s development plan, and establish “gives and gets” with the Partner to enable execution.
•Help support the Partner business planning process, partner portfolio development, sales pipeline reviews, periodic business reviews, as well as other areas where the PTA’s knowledge of the Partner could be of assistance in impacting the Partner business and relationship, especially in regard to targeted workloads.

4.Grow and Mentor Others
•Proactively share best practices with the PTA community
•Develop PTA-type talent within the partners
•Create and champion technical community within assigned set of Partners

5.Operational Excellence and Innovation
•Drive IP development and reuse initiatives within the Partners
•Drive best practice and architectural awareness initiatives within the Partners

Requirements:
1.5 - 8 years of related experience
2.Bachelor degree/MBA in Computer Science or Engineering or equivalent work experience. Higher relevant education preferred.
3.Professional Training/certifications : must have industry leading depth knowledge of subject area, and have demonstrated analysis and communication skills connecting technology and business problems.
4.Knowledge, skills and abilities:
•At least 5-8 years related technology experience
•Work experience should involve technical consulting, solution design, project envisioning, planning, development, deployment, and management.
•Must have a proven record of delivering business value.
•Some business process and people management skills or related experience required.
•Candidates must have a deep understanding of markets, customers and related technology; have the background to provide leadership in the practice and a demonstrated effectiveness in consulting and client management.
•Candidates must have deep understanding of customer and partner business and IT environment, and have demonstrated skills architecting and deploying technology to solve business problems.

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Why does the STU Lead - Manager of Managers role exist?
The STU Lead role adds value to Microsoft by delivering growth through cross segment solution sales leadership. Success is measured by all-up workload/solution area revenue and team member workload/solution area revenue that meet or exceed year-end growth projections (+/-5%); x% increase in win rates/competitive wins in both workloads and solution areas; an appropriately 90-day weighted pipeline by workload/solution area, with +/-5% forecast accuracy; and positive feedback or scores/ratings on Manager Feedback, WHI (Workgroup Health Index) and LHI (Leadership Health Index).
The STU Lead role adds value to customers and partners by providing cross segment solution vision and leadership. Success is measured by improved customer and partner perceptions of Microsoft as a People-Ready Business, and year-over-year increases in customer and partner satisfaction as measured by NSAT scores and anecdotal feedback.

How does the STU Lead - Manager of Managers role add value?
The STU Lead role adds value by:
1.Leading a consistent and predictable business where Specialist Managers and Team Members are enabled to perform at their best.
2.Developing high-performing STU teams, Specialist Managers and Team Members who are considered to be the best sales assets in the market.
3.Providing a solution vision and leadership for customers and partners of Microsoft’s technology roadmap and the impact on the market, customers and partners.
4.Driving integration and orchestration within the Leadership team.
5.Defining an STU cross segment business plan that contributes to the overall strategy and clearly shows an alignment to IO step movement plans.

How is the STU Lead - Manager of Managers role unique from other roles?
The STU Lead role is unique in:
1.Its leadership of a team of specialized Managers and Individuals who drive solution sales through knowledge of customer pains and opportunities and the ways in which different technologies can overcome these challenges and impact their respective businesses.
2.Its ability to provide a bridge between account teams and marketing, and account teams and the partner business.
3.Its positioning and leadership of Microsoft as an Enterprise provider of Innovation Portfolios of solutions that span multiple technologies.
4.Its ability to drive business partnerships with account teams, partner teams and partners at the subsidiary or district level.

What are the key initiatives and challenges facing the STU Lead - Manager of Managers role over the next 6 months to 3 years?
The key initiatives and challenges facing the STU Lead role are:
1.Continuing to drive sales effectiveness of Specialist Managers in a CoS (Cost of Sale) model and measuring this through pipeline velocity, opportunity ownership and partner attach rates.
2.Driving the mindsets and behaviors of team members that position the STU for growth through sales excellence in execution to better meet customer needs across all levels of the customer organization and drive competitive wins.
3.Developing and retaining a highly specialized team of competitive sales and sales management assets, and maintaining a pipeline of hiring talent to meet growth needs.
4.Continuing to advocate/drive sales excellence at a cross segment level for all teams

View the original article here

Role Purpose:
The Partner Technology Manager (PTM) is responsible for managing the technical sales engagement between Microsoft and PC OEMs in APAC. As the PTM you are responsible for setting and executing technical strategy with the OEMs based on Microsoft platforms and technologies. You will build strategies to manage partners across the region/countries in effective way to build relationship with key stakeholders that scale from executives down to hardware and software engineers and establish a trusted advisor status enabling you to impact product roadmaps to align with Microsoft strategy.

In addition to partnering deeply with our OEMs in APAC, you will work closely with Microsoft internal partners including the Account and Marketing Managers for your OEMs, counterparts in Redmond(HQ), as well as various Microsoft business groups including Windows, Windows Phone, Office and Interactive Entertainment & Business (IEB).

Best of all - you will get access to the latest and greatest new PC technologies before they even come to market!

Key Responsibilities:
· Assist with development & management of the OEM partner strategy
· Execute design in/wins per the Fiscal Year target to drive Windows adoption and ensure Microsoft product/technology readiness
· Technical engagement management (Technical Account Plans, Quarterly Technical Reviews, Windows Planning Engagement)
· Local relationship management - become the trusted technical advisor for assigned partners
· Partner education (Whitepapers, presentations, formal training and instruction, Microsoft technologies)
· Microsoft product team liaison

Required Qualifications:
· Bachelor degree in Electrical Engineering, Computer Science or related discipline or equivalent experience. Advanced degrees are a plus.
· Minimum 8 years of industry experience related to systems engineering and product development (HW or SW).
· Experience in customer negotiation and expectation management.
· Experience managing executive level customer relationships
· A broad understanding of Windows Operating systems and PC hardware technologies (former Technical Account Management or Pre-sales Experience is highly preferred)
· Outstanding written and verbal communication skills in English.
· Fluent in Chinese and/or Japanese is highly preferred.
· Must be able to present Microsoft technologies to customers and large audiences.
· Strong background in Operating System concepts including knowledge, a good understanding of the client PC market place and new technologies and trends in the client PC space.
· Some international travel required to the US and APAC countries such as Australia, Singapore, Malaysia, Indonesia.

Personal Attributes:
· Naturally collaborative empathy for partner requirements and business drivers
· An innovative self-starter, willing and able to make independent decisions to drive technical adoption
· Strong technical, business, and analytical skills
· Strong interpersonal skills, with executive credibility
· A strong sense of teamwork
· Drive, enthusiasm, optimism and creativity
· Tact and diplomacy

Location: Tokyo (Shinagawa)

Microsoft is an equal opportunity employer and supports workforce diversity.

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This position is responsible for P&L management, driving productivity initiatives, establishing and maintaining internal controls, leading planning and forecasting processes, leading management and statutory reporting efforts, driving and managing activities related to business process outsourcing support (BPO) and end-to-end P&L management.

Primary Responsibilities
•Responsible for subsidiary P&L Management
•Responsible for managing all activities related to BPO
•Ensures internal controls are designed and working effectively
•Owns the compliance activities in the sub - education, awareness and internal controls.
•Responsible for cost control, efficacy and effectiveness activities
•Manages financial processes:
oHeadcount
oOpex processes
oSystem and tools - MAPPS, BIF
oBudgeting and forecasting processes
•Rhythm of Finance / Rhythm of the Business
•Partner with Finance Team in delivering end to end P&L management

Position Requirements
•Bachelors’ degree or equivalent with a minimum of 10 years of demonstrated experience in financial and accounting positions (CPA, CA or equivalent is preferred)
•Demonstrated ability to drive the effective implementation of procedures and policies to support operational business requirements across the subsidiary
•Experience with business processes and systems should include monthly and quarterly closing, planning, forecasting and awareness of procurement
•Experience in working in matrix organizations with emphasis on communicating and decision making, with demonstrated ability to show initiative
•Demonstrated experience in the understanding, implementation and monitoring of internal controls
•Strong understanding and experience in MNC financial operations with good understanding of GAAP

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Individuals in the Professional Services Sales discipline are responsible for growing the Services business in assigned accounts by consistently meeting customer requirements and ensuring the deployment, adoption and productive use of Microsoft technologies. They establish and nurture customer relationships, develop account strategies and plans, and manage a pipeline of Services opportunities while overseeing solution deployment and support. Success is measured by satisfied customers, long-term revenue potential in the account, and achievement of the annual quota.

The Services Executive (SE) is the end to end Services account relationship owner for our top tier Microsoft customers (typically in the Global or Major and Corporate Account Managed-Enterprise customer segments).

The SE:
•Is the single point of contact for all Services in their assigned accounts (internally with EPG and externally with customers/partners)
•Advises customer Business and Technology Decision Makers (BDM/TDM) how to best realize the value of their Microsoft technology investment through strategic business alignment, innovation, implementation, productive use and support.
•Is responsible for strategy, planning, marketing/positioning, crafting and selling our entire services portfolio (Enterprise Strategy, Consulting and Premier Support) deep into assigned account/s.
•Is accountable for attaining NWS (New Work Sold) targets and the agreed invoiced revenue quota for Product Group 1 (MCS) and Product Group 2 (Premier) in assigned account/s
Oversees the delivery of all contracted services to ensure account team alignment, customer connection and high overall satisfaction

Qualifications:
Bachelor’s degree/equivalent (required) or MBA/Master’s degree (preferred)

Experience:
Professional Services Sales, Software/Solution/Product Sales, Customer Relationship Management, Business Development, IT Consultation, Enterprise Architecture Planning, Project Management, IT Solution Development, IT Solution Delivery and Implementation, IT Service Delivery, Operations and Support.

Competencies:
Building Customer Partner Relationships, Confidence, Cross-Boundary Collaboration, Drive for Results, Impact and Influence, Interpersonal Awareness, Product & Technology Expertise, Strategic Sales Planning, Team Leadership, Value Selling

Training and certification:
Sales: Sales Management, Account Management, Account Based Marketing, Complex Sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, TAS - Target Account Selling, etc.), Sales Methodologies (equivalent to MSSP), Sales tools - Account Planning, Customer Relationship and Opportunity Management (e.g. Siebel, GSX or other), Complex Deal structuring (e.g. QADC)
Business: Territory Planning, Business development, Negotiation, Financial analysis, Pipeline Management
Information Technology: IT Governance (e.g. COBIT), Enterprise Architecture fundamentals, methods and concepts (e.g. Zachman framework, OMG’s model driven Architecture framework etc.), Business process management, IT Implementation (e.g. CMM and CMMI),
Delivery: IT Service delivery and support management (e.g. ITIL Foundation), Project Management fundamentals (e.g. PMI, Six Sigma )

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In Microsoft Services, we help businesses around the world to accelerate the power of Microsoft products and technologies. Working with 60,000 partners worldwide on some of the largest and most complex technological challenges around, we provide technical consulting and support services to 54 million customers.

If you’re a talented sales person with the persuasive skills needed to sell professional services to some of the biggest global brands, join us at the top end of the technology market and become the face of one of the world’s leading IT companies.

We know the amazing impact that our technology can have on a business. Here you’ll use your significant sales skills to help paint that picture for our clients. With a winning combination of business development, account management and commercial acumen, you’ll bring Microsoft’s enterprise product set to life.

Helping customers to realise and visualise the value of technological investment, you’ll bring in IT consultants to walk your talk and define the solution. So whilst you won’t be delivering the resulting project, as with most relationship sales roles, you’ll want to make sure it all runs smoothly. Generating promising leads and solid sales, you’ll establish relationships, develop account strategies, create contracts, handle pricing and negotiate with the large organizations on our enviable customer list. In short, doing all you can to make sure our clients are all smiles.

It’s your chance to:

- Work with a multinational player at the top of the market
- Join an expert team and become a primary point of contact on big projects for large, interesting customers
- Learn a lot through training and living out our sales methodologies, built on best practice
- Sell Microsoft as a brand - as well as our professional services and technology

The Services Solution Sales Professional (SSSP) is primarily responsible for positioning, crafting and selling specific Services solutions or offerings into targeted Microsoft customer accounts.

The SSSP is:

- An overlay sales role providing a specialty sales capability at the sales location level
•Advises customer Decision Makers how to best realize the value of their Microsoft technology investment through innovation, implementation and productive use
- Responsible for marketing, positioning, crafting and selling specific consulting type service lines and offerings (advisor and consulting business areas) across accounts in a given sales location (could also be at the world-wide and area level)
- Accountable for attaining the agreed invoiced revenue quota for Product Groups (PG)
- May oversee the delivery of services to ensure high overall customer satisfaction

Qualifications:
Bachelor’s degree/equivalent or MBA/Master’s degree (preferred)

Skills:
- An appreciation and understanding of what IT can do for your customers, but not necessarily detailed operational knowledge
- Strong sales skills and the ability to ask the right sales questions, from why change is needed to budgets to the decision-making process
- Ability to navigate a complex business to get the answers you need
- Tenacious sales instinct yet able to nurture client relationships

Training and certification:
Complex/Solution Sales training, Sales Methodologies, negotiation skills

View the original article here