The Solution Sales Professional (SSP) Productivity adds value to Microsoft by delivering the vision & customer value proposition around the Microsoft Information Worker platform, creating and progressing solution opportunity revenue and growing market share through new and/or leveraged investments in Microsoft technologies.
How does the SSP PRODUCTIVITY role add value?
The SSP PRODUCTIVITY role adds value by:
1. Inspiring customers with our current and future roadmap for the Productivity Platform by delivering the vision and customer value proposition onsite or through the CIE experience.
2. Creating and maintaining solution opportunity generation plans that contribute to Account Planning efforts within the ATU.
3. Developing a healthy pipeline of qualified opportunities for Office, Exchange Server, SharePoint and Communications Server delivered either as Software deployed on-premise, or delivered on-line. Working with the ATS during Account Planning/IO Discovery to
1) complete customer profiles relative to Business Productivity Infrastructure Optimization,
2) target key influential wins, and
3) identify online opportunities based on targeting guidance.
4. Ensuring the SharePoint Scorecard metric is green by developing a healthy pipeline for servers. Extending server usage across workloads both existing and new, such as Search & Internet Business.
5. Engaging with incubation sales (BP Search) to prospect and develop Productivity Search opportunities through customer workshops and programs.
6. Ensuring the UC Lighthouse Scorecard metric is green by working with the incubation sales (Voice TSP/SSP) to identify target accounts to build a healthy pipeline.
7. Landing the value of archiving and voicemail to drive upgrades of the Exchange 2003 install base to Exchange 2010 / Exchange Online.
8. Ensuring the Notes Desktops Switcher Scorecard metric is green by proactively engaging MCS/Partners on target accounts.
9. Driving cost savings conversations with customers to find opportunities to surround the PBX with voicemail and conferencing.
10. Identifying Unified Communications compete gaps for both on-premise and online scenarios within targeted accounts and the ways in which Microsoft can dislodge the competition or augment the share of Microsoft technologies within accounts.
11. Enabling customers to deploy and leverage the value of Office 2010 in conjunction with the various workloads and the choice of on-premise and online.
12. Ensuring handoffs to and engagements with the appropriate resources (within the ATU or STU, to partners and/or Services) at the appropriate phase of the Microsoft Sales Process (MSSP) and in the BPOS Sales process.
13. Bringing customers to agreement on the Productivity Platform.
14. Working with ATU team members, partners and/or Services to close deals by acting as an interface between customers and Partners/Services by reinforcing the business value of the platform and solution
15. Contributing to the recruitment, engagement and readiness of partners who can help the SSP PRODUCTIVITY role scale in capacity.
16. Delivering reference able and satisfied accounts, including competitive wins, that can be leveraged in future sales engagements.
How is the SSP PRODUCTIVITY role unique from other roles?
The SSP PRODUCTIVITY role is unique in: a. Its ability to deliver Microsoft's productivity Vision and articulate business value of the same for customers b. Its in-depth knowledge of targeted customers' Line of Business decision-makers (VPs of Sales, Operations, HR, Marketing, etc.), the business applications they use and/or deploy on-premise or on-line and the challenges they face with these applications. c. Its focus on articulating the on-premise or on-line value proposition of developing and/or implementing applications on the Microsoft Platform and how these applications fit into the Microsoft stack d. Its ability to leverage a core set of partners and their applications and/or implementation expertise into a business value solution for specific customers.
ROLE CONTENT
Detailed Solution Opportunity Generation Plans that Contribute to Overall Account Planning: 10%
Tasks include creating opportunity generation plans that are based on the identification of current BPIO maturity status, capability enhancement opportunities, competitive situation and maintaining lists of, and building relationships with, key contacts within targeted accounts. Success is measured by the extent to which the SSP's gap analyses and initial power mapping drive successful prospecting opportunities.
Healthy, Valid Solution Opportunity Pipeline: 10%
Tasks include monitoring the pipeline and its health through team reviews, inputting into the appropriate tools and identifying stalled or disengaged opportunities. Success is measured by maintaining adjusted pipeline coverage greater than 125% each quarter, quota that is met or exceeded, a 60% partner attach rate to all opportunities in pipeline, and the accuracy of information shared with team members and input into tools.
Prospected and Qualified Opportunities: 15%
Tasks include qualifying prospects into opportunities using BPIO profiling, BPOS opportunity qualification and other tools, identifying a sponsor and the sponsor's pain and handing off opportunities as appropriate. Success is measured by the SSP's ability to negotiate access to power and obtaining agreement from the customer on the sponsor letter.
Effective Opportunity Development: 20%
Tasks include determining the appropriate solution to address the customer's pain or opportunity, pulling together an effective v-team and evaluation/engagement plan, sourcing opportunities to the appropriate partners and/or Services. Success is measured by the effectiveness of the v-team, the customer's agreement to the phases of the evaluation/engagement plan and lowered cost-of-sale.
Customer Agreement that Solutions Demonstrated Provide Business Value: 20%
Tasks include delivering (solution presentations/briefings) or coordinating sales engagements (e.g., ADS, POC, etc. led by STU team members) and communicating back to customers and internal team members and resources after all engagements. Success is measured by engagements and solutions that meet or exceed customer expectations, and customer agreement or commitment to deploy.
Closed Deals in Collaboration with ATU/STU Team Members, Incubation Sales, Partners and/or Services: 10%
Tasks include developing and presenting proposals to customers, monitoring the procurement process, facilitating discussions/negotiations between partners and/or Services and making recommendations on additional products or offerings to move deals to close. Success is measured by a signed contract or agreement from the customer.
Engaged, Committed and Readied Solution Partners: 10%
Tasks include working with PAMs to identify and qualify partners who can deliver high-quality, high-value for Microsoft customers, developing an opportunity passing strategy for partners, assessing their performance and providing feedback, and providing or facilitating the provision of readiness activities for partners. Success is measured by partner satisfaction, customer satisfaction with partners, and the reinforcement of the Microsoft partner value message.
Referenced Accounts/Satisfied Accounts: 5%
Tasks include working w/ customers on both formal and informal reference relationships and plans, escalating issues raised by customers to the appropriate resources, and feeding enhancements back to Microsoft product and product/solution marketing groups. Success is measured by x# of referenceable wins and x# of customer evidence submissions, and customer satisfaction (as measured by NSAT scores).
Hiring Profile
• Strong, proven track record of consistently holding or exceeding quota using a consultative/solution selling approach, focused on solving Enterprise customer problems with Line of Business solutions, within customers and markets that require a “break the mould” approach (e.g., size of transactions, complexity of sales, shifts in perception, etc.).
• Demonstrated experience and expertise selling technology to senior business decision-makers by reinforcing the value of the technology to the customer's overall business pain and/or strategic opportunities.
• Proven record of effective account management, including Account Planning, Opportunity Generation and Management, Communication Plans, and Business Management Excellence.
• Is a resourceful problem-solver, leveraging internal and partner resources where and when needed to do what's right for the customer and for the organization.
• Working effectively within a virtual team, taking strategic direction from opportunity owners and considering inputs from team members.
• Listening to customers (as opposed to telling/selling), probing for business process pains and opportunities, in an effort to meet or exceed their expectations.
• Leveraging partner-facing readiness activities to continuously find ways to scale capacity within a territory or vertical.
Candidate Profile
5-8 years of related experience
Professional Training and Certification
Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.), sales methodologies (equivalent to MSSP), presentation skills, effective marketing tactics, negotiation skills, financial analysis, Line of Business applications, IW product line(s) in general and Portal, Unified Communications (OCS, Exchange) specifically, business process consulting or automation, CRM (Siebel or other), MCSE
Non-Microsoft Prior Work Experience
• Sales or consulting position within an IT Consulting or Services company such as Accenture, EDS, IBM Global Services, HP or the equivalent.
Sales or consulting position in a competing or partner company, particularly Oracle, SAP, IBM or Cisco (see below for full list of competitors/partners), or a software com
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