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26-08-2008, 09:40 PM
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|  Solution Sales Pr App Plat&Dev - Microsoft - Barcelona Spain
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----------------------------------------------------------------------------- : Solution Sales Pr App Plat&Dev Company: Microsoft Location: Spain, Barcelona
_________________________________________ Description: The Solution Sales Professional App Plat & Dev (SSP) adds value to Microsoft by delivering App Plat & Dev solution opportunity revenue and market share through new and/or leveraged investments in Microsoft technologies. App Platform comprises the following scenarios-technologies (UX-User Experience, SOA and Process Platform, Data Management, Business Intelligence, Application Lifecycle Management) The SSP App Plat & Dev role for Barcelona is responsible for delivering solution opportunity revenue through new and/or leveraged investments in Microsoft technologies for companies in Industry and Banking verticals. The SSP App Plat & Dev role is responsible for performing application platform and development environment compete gap analyses, developing opportunity generation plans, and developing evaluation/engagement plans. These plans contribute to the overall Account Planning process. How does the SSP App Plat & Dev role add value? The SSP App Plat & Dev role adds value by: Developing a healthy pipeline of qualified opportunities. Identifying application platform and development environment compete gaps within targeted accounts and the ways in which Microsoft can dislodge the competition or augment the share of Microsoft technologies within accounts. Researching targeted accounts’ total application spend and driving a strategy that gives Microsoft a significant percentage of that spend. Creating and maintaining solution opportunity generation plans that contribute to Account Planning efforts within the ATU. Ensuring hand-offs to and engagements with the appropriate resources (within the ATU or STU, to partners and/or Services) at the appropriate phase of the MSSP, with measures in place to track the total cost-of-sale. Bringing customers to agreement on the business value of proven solutions. Closing deals by reinforcing the business value of solutions and acting as an interface between customers and partners/Services. Contributing to the recruitment, engagement and readiness of partners who can help the SSP App Plat & Dev role scale capacity. Delivering referenceable and satisfied accounts that can be leveraged in future sales engagements. Leveraging knowledge gained to propose/promote industry/vertical solutions. Educating ATU AMs on how to identify potential AppPat & Dev opportunities. Key Skills for the position: 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. Good knowledge in the principal Line of Business or functional applications used in targeted industries (Health Care, Local and Regional Government, Central Government Agencies) Good knowledge of the tools and resources used by customers and their Lines of Business (e.g., financial metrics and statements, industry and analyst reports, executive dashboards, etc.) Good knowledge and positioning in most of the following products/companies: Database: DB2, Oracle, Informix, mySQL, Unix SOA and Process Platforms: SAP NetWeaver, BEA, IBM WebSphere Business Intelligence: Hyperion, Business Objects, Cognos, Microstrategy Developer Environments: J2EE/LAMP (Linux, Apache, mySQL, Pearl) knowledge of ERP applications, especially SAP, Siebel, Oracle, JD Edwards, PeopleSoft, specific vertical application providers We specifically look for a professional with experience in selling projects related to the technologies exposed above, with project management experience. Mature communication skills and high level representation of the company. Leadership skills are key for the position as he’ll be responsible of developing these business with people and teams not reporting directly to him. Great relationship skills, empathy. Public presentations skills are key for the role as he’s the Microsoft representative in marketing events and press meetings.
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