Job Category: Sales
Location: Singapore, SG
Job ID: 774455-66727
Division: Sales This sales territory includes Singapore, Malaysia, Hong Kong, Thailand, Indonesia, Taiwan, and Philippines.
The Office365 Sales Team is part of the WW EPG organization and has the charter to build the foundation for scaling the Microsoft Online business worldwide in FY12 and beyond. Office365 is a strategic Cloud Services initiative for our company and is a key growth engine for Microsoft’s Enterprise Business globally. The Asia Time Zone sales team is composed of “Global Black Belt” (GBB) Solution Sales Specialists who are responsible for selling Office365 cloud services to our Enterprise and Public Sector customers in a direct sales model while working in partnership with STU, ATU, Enterprise Services, Partners, WWLP, LCA, and Corporate entities. The Office 365 Sales Team will engage and win deals in our largest, most complex, and most competitive accounts. We specialize in engaging versus Google and IBM while helping to secure the Microsoft productivity platform. Lastly, we provide Office 365 commercial and engineering feedback to corporate stakeholder on behalf of the Asia time zone while sharing best practices with our subsidiary colleagues.
The Office365 services are hosted in Microsoft datacenters on behalf of our customers. These public cloud services differ from traditional outsourcing in that we do not transfer assets or people from the customer. Rather, we migrate workloads from the customer to our datacenter environment, upgrade their existing technology when needed, and once migrated, provide an up-to-date Software + Service experience with committed service levels for a monthly fee. Customers are choosing to move from existing on-premises implementations of our technology (and competitive platforms) to hosted, fully managed implementations of our technology.
Main responsibilities of the GBB Sales Specialist role include:
1. Securing Customer Commitments to Office 365:
-Selling Office 365 thru world class execution of the “Customer Decision Framework” (CDF) as the standard sales process for Office 365 sales pursuits.
-Partnering with Microsoft’s Enterprise (EPG) subsidiary leadership and account teams to profile, segment and prioritize opportunities.
-Working with the local subsidiary leadership to identify the Office365 opportunities the GBB will be expected to lead and close as the opportunity owner.
-Being accountable for achieving assigned user scorecard targets in each subsidiary and exceeding assigned user and revenue targets.
-Working with STU “Local Black Belt” SSP and TSP colleagues to help them efficiently qualify in/out and win Office 365 deals.
-Building a strong pipeline.
-Modeling great sales discipline.
-Attaching services to every deal.
-Securing BPOS to Office 365 transition commitments.
-Leading/participating in customer sales briefings as needed and assisting in the development of cloud presentations.
-Identifying and capturing RFP/RFI processes and determining the probability to affect/influence the RFP authoring process to best position Office365.
-Driving Sales Excellence: pipeline management, reporting, accurate forecasting, landing of Cloud Principles, CDF, etc. at a local level.
2. Developing the Office 365 Ecosystem in your territory:
-Driving competency and accountability with Local Black Belt, STU, and ATU colleagues.
-Being the Office 365 playbook and CDF mentor/coach. Proactively transfer knowledge with internal & external constituents.
-Supporting channel development efforts.
-Importing and exporting best practices.
-Being responsible for developing regional-specific contacts & expertise required to replicate sales and further penetrate identified EPG markets.
-Engaging with senior management roles in the field and at corp to help drive alignment to deliver results.
Candidates should have a minimum of 15 years’ experience in IT sales and/or consulting in the Enterprise segment, deep insight across Enterprise marketing, partner and IT services functions, and be familiar with field needs to successfully drive a new program. Ideally, the candidate should have experience selling Office 365 and/or BPOS. Also desired is experience in the Outsourcing/Hosting/SaaS/Telco space including related sales processes, customer and partner requirements and being deeply familiar with EPG’s field roles and challenges.
Demonstrable skills in the following areas are critical:
-C-level consultative selling
-Engine building, project management and operational excellence
-Strategic leadership combined with strong ability to execute and drive for results in ambiguous environment; confident executive engagement and communication to C-level
-Deep competitive knowledge and a thorough understanding of the development of winning sales strategies
Travel throughout the territory to engage customers, support STU/ATU colleagues, and attend training events is required. Travel is expected to be a minimum of 50% of your time.
This role is based in Singapore.
Job Segments: Cloud, Consulting, Data Center, Direct Sales, Engineer, Engineering, Pre-Sales, Project Manager, RFP, Sales, Sales Management, Technology
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