Account Technology Specialist                                                     Click here to apply

The Account Technology Specialist will be responsible for assisting the Account Managers in managing an assigned account in India. This position will help drive the overall sales strategy in the assigned account.

Responsibilities:

Understand the current and future technical challenges for assigned customer segment, and based on that understanding, formulate and execute an overarching technical strategy with specific and detailed tactics to evangelize Microsoft’s products and technologies leading to customer-specific solutions
Understand Microsoft and competitive technologies and strategy and formulate plans to address competitive sales efforts. Create, manage, and own sales of Microsoft solutions to CXO-level and technical architect level customers. Integrate and plan for partners and Microsoft Services in efforts to ensure successful transition from pre-sales to deployment
Develop and support the sales of solution offerings relevant to the infrastructure and application servers, knowledge workers, and developers
Positively impact on customer satisfaction. Build and maintain technical relationships between Microsoft and key technical personnel within assigned accounts, their systems integrators and Microsoft partners and use your technical knowledge and skills to influence these decision makers
Provide technical consultation on sales calls, Executive Briefing Center visits and other account related activities by the account team executives
Coordinate efforts with other Microsoft and partner personnel, and leverage their activities to help achieve sales objectives
Conduct one-to-many presentations, demonstrations, and proof-of-concepts
Identify customer requirements and counsel account executives and management regarding how to best approach as opportunities. Provide feedback as appropriate
Own and drive closure to sales opportunities within the accounts.

Requirements:

Strong technical background with more than 8 years pre-sales and technology experience
Experience in the Professional Services industry preferred
Strong communication and presentation skills with the ability to articulate the advantages of Microsoft technology to senior business and technical decision makers as well as front-line technologists
Degree in Computer Science or related technical discipline, with preferably an MCSE or equivalent professional certification
Expertise should include broad and/or in-depth knowledge in the following Microsoft products and technologies: Windows 2000 Server family, Active Directory, Internet Information Server, Office 2000, Windows 2000 Professional, SQL Server 2000, Exchange 2000, and Visio Studio .NET
The candidate must be a self-starter who can take ownership of opportunities, working independently and/or by assembling and leading Microsoft partners, other Technical Specialists and Microsoft consultants as needed

Job Title:  Architect Advisor                                                      Click here to apply

Reports to: Director Partners

Job Profile:

Microsoft India’s Developer and Platform Evangelism is looking to hire Eight Architect Advisor’s (AA) for the System Integrator Team.

The Architect Advisor is responsible for increasing the size, satisfaction and loyalty of Microsoft’s developers and architects world wide. Work with SI Key Architects and influence them to adopt and offer Microsoft based products and solutions to their customers worldwide.  The SI team focuses on the top Indian System Integrators (Infosys, Wipro, TCS for example) and the multinational SIs in India (Accenture, HP for example). 

The ideal candidate will have depth knowledge about SI Organization and Offshoring.  Candidates must be aware of specific business processes and to a large extend be familiar to Offshore SI organization structures.  Depth knowledge of developer tools and technologies combined with sound architectural capabilities are required for this position.  The AA needs to build long-term and deep relationship with key architects in SI organizations. The AA needs to articulate technology intelligently and enthusiastically to business decision makers, technical decisions makers, architects and developers. Passion, technical width and depth, exceptional communication and presentation skills are required.  The candidates must have delivered large projects for reputed global customer organizations in the capacity of practice lead, solutions and/or technology architect and must possess sound knowledge of competitive technologies. The candidate should have participated in customer technical briefings for pre-sales and/or delivery.

Responsibilities Include:

• Building and strengthening relationships between Microsoft and architects, TDMS, and BDMs by developing and staging useful and compelling face-to-face engagements and online/offline events.
• Identifying and building high value relationships with key influencers in the SI organizations
• Increasing the awareness and augment the adoption of Microsoft Technology within the SI Organization
• Influencing the Technology roadmap, Technology adoption, Migration from other platforms of the SI Customers by working with the SI Partners
• Generating thought leadership around creation, management and delivery of the above items.

Competencies:

• Building and developing architects’ community in SI
• Building deep and long term relationship with key SI Architects, TDMs and BDMs
• Width and depth knowledge of Microsoft and competitive technologies such as IBM and LAMP
• Excellent communication and presentation skills
• Understand the SI pain points and requirements and show value proposition through use of technology efficiently.
• Collaborate effectively across industry influencers

Candidate Profile:
Applicants should have 10+ years experience working in software development as Practice Lead, Chief/Lead Architect, Technology Manager, Lead Solutions Architect.

Candidates should have worked as the lead in a practice, managed large projects which are deployed in reputed global organizations and can be used as a reference to discuss.  The person should be currently performing a role of an architect engaging in customer interfacing roles. Knowledge of UML or any other modeling tool is preferable.  Candidates must be able to learn and maintain knowledge in a breadth of the MS products, platform and tools.  They must have strong experience in software designing and development with sound understanding of security coupled into it.  They must also have a good understanding of the competitive software development stack and how to differentiate Microsoft from its competitors.

A BS in Computer Science, Business, Engineering, or related discipline is required. MS or MBA is preferred.

Job Title: Influencer Marketing Manger – Enterprise                  Click here to apply

Reports to: Director, Enterprise Marketing

Location: Delhi

Job Profile:

Responsibilities:

Competencies:

• Program Leadership
• Confidence
• Cross-Boundary Collaboration
• Customer and Partner Connection
• Impact and Influence
• Integrated Marketing Excellence (including Online)
• Interpersonal Awareness
• Market Analysis and Opportunity Identification
• Positioning, Branding, and Messaging
• Technology Advocacy

Competency/Job Skill Attribute:
               Proficiency Level

Candidate Profile:
Qualifications (field of study); BS with an MBA
Experience:

•  5-10 years of experience, a substantial portion in at least one of the following areas: b2b program management; enterprise technology; influencer marketing; managing campaigns and budgets
• Demonstrated ability to impact pipeline, both in terms of opportunity creation and opportunity velocity
• Demonstrated ability to work effectively in a matrix environment where virtual teams are more or as important than reporting lines
• Demonstrated creativity in terms of ways to target and engage customers (senior corporate leaders)
• An excellent sense of humor and camaraderie, a positive “can-do” attitude” and demonstrated resourcefulness
• Good presentation, communication and interpersonal skills. (In this job you will work closely with key stakeholders and influencers in the corporate/business arena.)
  Ideally, they will also have:
•  Knowledge of the Microsoft stack and/or the Application Platform space
•  A demonstrated ability to work in a large company with many automated processes
  

Job Title: Corporate Account Manager                                            Click here to apply

Reports to: Corporate Sales Manager

Job Role
The role involves managing business in a set of named accounts in a territory. Core responsibility would involve managing relationships with senior decision makers in the account, managing revenue and growth objectives, being accountable for customer and partner satisfaction.

Responsibilities Include:

• The primary responsibility is to ensure attainment of revenue and associated targets for the territory
• Drive effective territory and account planning for the assigned customer base and ensure that plans are aligned to both revenue and strategic outcomes for business.
• Drive customer and partner satisfaction through understanding customer needs, providing responsive service to customer issues, integrating partners into the sales process and building relationships with key customer contacts.
• Ensure that CRM tool is kept up to date with account activities, opportunities and contacts details
• Identification and qualification of product and solution opportunities leads within managed accounts
• Crisp articulation of Microsoft’s vision, products, solutions & capabilities to key contacts within accounts
• Identify, plan and implement reaction to competitive activity as identified through relationships with accounts and partners.

Competencies, behaviors & Skills:

1. Relationship management skills - Talks and acts with customer service in mind. Builds relationships with senior decision makers in accounts.
2. Good communication and presentation skills
3. Result oriented –
4. Solution selling skills - ability to understand customer business issues and position appropriate solutions to solve business pain.
5. Leadership and team skills - Is proactive in building and maintaining a network of effective relationships with people inside and outside his/her group. Serves as a role model
6. Business acumen–Able to analyse business, identify new areas for growth, build related engagement models  and execute on them
7. Key values – honesty, integrity, passion for customers and technology, ability to take big challenges.

Educational Qualifications and Experience:
Minimum work experience of 7 years preferably with leading MNC’s in an IT sales function. Candidate should have managed relationships with large enterprise customers for atleast 4 to 5 years.
      Candidates with an engineering degree and/or a MBA degree/ diploma from renowned institutes would be preferred though not a pre-requisite.

Standard Title: Channel Development Manager                                 Click here to apply

Short Job Description
Drives channel development and breadth sales activation of Web VARs, SBSC, compete partners, breadth SPs and Breadth ISVs, work with Distis to drive tailored offers to recruit targeted segments.  Reach, frequency and cross-sell offers across all Some IT customer campaigns.  Drive connection to Breadth ISVs.
Breadth Sales Activation

• Increase sales activation of non-managed partners through engagement with partners selling through disti and involved in SBSC, competitive programs, action pack, and Empower.

Channel Development

• Drive perception of partnering value proposition broadly to the channel.
• Drive competitive partner evidence to support breadth campaigns as well as all partner recruitment activities. Work with distis on breadth recruitment.
• Drive recruitment and activation of SBSC channel. Work with distis/disti PAMs.
• Drive breadth ISV planning and execution framework
• Recruit breadth ISVs in appropriate licensing programs (ISV Royalty & SPLA)
• Drive competitive recruitment and activation of channel. Work with disti’s/Disti PAM’s.

Job Deliverables

• Sales offers in market
• Offer uptake report
• Competitive case studies
• Creation of competitive offers

Key Interdependencies
Disti-PAM, Channel Audience Manager, Partner Skills Development Manager, Partner Programs Manager, BMO, PAM SCDM, Partner Marketing Manager, OEM (SBC)

Commitments

1. Grow OPEN revenue through campaign based sales activation to including developing offers, promotions in Some IT.
2. Build partner sales capacity and increase channel reach thru targeted recruitment and activation campaigns via Disti/OEM/ISV – particularly SBSC
3. Increase channel frequency by creating new offers, training and sales resources and time-bound promotions.
4. Increase channel yield by cross-sell and up-sell offers (ex:  Symantec partners targeted via Forefront offer).
5. Increase channel velocity in P2P through cross partner offers (ex: US ISV partners to MPAN).

Accountabilities

1. Increase OPEN Reach 10%, frequency 3%, yield 5%, X% penetration of SBSCs selling OPEN.
2. Net new partners selling OPEN, SPLA, ISV Royalty.
3. Offer uptake, # of partners utilizing sales and licensing resources, and x% increased frequency via SBSCs and competitive partners.
4. SBSC recruitment numbers and capacity planning
5. Competitive recruitment numbers and capacity planning
6. Cross-sell and up-sell offer uptake, competitive offer uptake, average deal size, and x% increased yield via SBSC.

7. Grow ISV Royalty and SPLA.

Position: Developer Evangelist                                                        Click here to apply

Microsoft India Sales, Marketing and Services Group

SMSG oversees Microsoft's sales, marketing and services initiatives, conducts customer and partner programs and provides product support and consulting services. The focus of this group includes market development through strategic partnerships and local alliances, e-governance, education, product localization and developer community growth. Through our partnerships with ISVs and solution providers, Microsoft also delivers value to the vertical markets of banking and finance, manufacturing, government, health, and ISPs.
Microsoft provides support and services to its Indian customers locally through its offices in New Delhi, Mumbai, Bangalore, Kolkata, Pune, Chennai and Hyderabad. Microsoft supplies software products for different user groups - Consumer; Enterprises; and Developers. These products fall into different categories like Windows Client, Information Worker, Server and Tools, Mobile and Embedded Devices and Home and Entertainment

The Role – Developer Evangelist

D&PE group is responsible for driving broad platform adoption and cultivating a vibrant ecosystem of customers, partners and developers loyal to, excited about, and satisfied with, MS.  D&PE focuses primarily on early adoption of Microsoft’s emerging platform technologies, building momentum until adoption reaches critical mass.
          Developer Evangelist (DE). DEs are responsible for driving platform adoption and satisfaction of Microsoft’s developer audience in the country. Developer Evangelists are Subject Matter experts on various Microsoft products, not only externally but also internally.

• Technology Evangelism and Platform Adoption – As a subject matter expert on MS technologies such as .NET, Share point, Open XML and MS Office Developer platform, you should be able to drive technology adoption in some of the flagship projects with some of the biggest customers in India.
• Audience Appropriate Presentations – Armed with Deft presentation skills, you would be involved in facilitating or driving technology seminars across the country. You will also be required to present at Industry Forums and Microsoft Events
• Fostering strong Relationships – You would be responsible in fostering stronger ties with the developer community and industry stalwarts thus gaining their mind share
• Community Participation: Interfacing with Microsoft Communities and contributing to healthy community practice through a mix of online and offline modals

Candidates Profile

• 6-10 years of experience in software development with strong understanding of the entire SDLC
• Expertise in MS technologies such as .NET and SharePoint
• Excellent communication coupled with ability to make high impact audience appropriate presentations
• Strong Relationship skills
• A Bachelors in Computers or related discipline
• Should be able to display strong passion for technology

Critical Exposure Areas

• Passion for technology
• Excellent Communication skills
• Presentation skills
• Relationship management

Reporting to: Director, Technology Evangelism

Microsoft Internal Job Description
Regional Partner Account Manager (RPAM)

Overview :
The Regional PAM role exists to manage the relationship between Microsoft and their assigned portfolio of Regional partners and regional entities of managed partners to assist Account Team Units (ATU) team members and Licensing Specialists to extend their reach in their engagements with the  partners and meet 100% revenue target in that region.

Key responsibilities:

1. Coverage: Developing and maintaining broad and deep external partner relationships with regional partners and regional teams of EPG managed partners who support customers around Microsoft licensing programs and solutions.
2. Ensuring that Microsoft account team members are well-orchestrated with their partners and leveraged around accounts and opportunities in that region, by communicating the vision and strategy for each account, handing off opportunities to team members and providing feedback as needed.
3. Managing a healthy and predictable partner-driven pipeline that includes qualified opportunities in tier -2 accounts of EPG via regional partners and all other opportunities in tier-1 accounts via regional teams of Enterprise managed partners or regional partners.
4. Closure of opportunities in tier-2 accounts by visiting the customer along with partner.
5. Researching and sharing intelligence on partners’ capabilities and markets in that region.

Qualifications:

Candidates must have about 10 years experience with a mix of Business development, Sales & Partner management.  The successful candidate should also present a mix of strong analytical capabilities combined with a clear/succinct communication style. He/she should have demonstrated success in developing and leading segment-based sales and marketing strategies and programs. In addition, this position requires an excellent understanding of different partner business models and the partner engagement lifecycle (recruitment, business planning, readiness/enablement, demand generation, sales model, service/retain). Candidates should feel comfortable driving collaboration across groups/divisions and influencing with indirect authority and be self-sufficient and confident with ambiguity. A technical undergrad degree  and  an MBA with strong financial and quantitative skills are preferred.

Job Title:Product Technology Specialist (Database)                        Click here to apply

Reports to: Manager, Technical Specialist Team

Job Profile:

• Will be based in Mumbai as database technology expert for pre-sales activities covering West Region (Maharashtra, Gujarat, Goa).
• Will be goaled on SQL Server revenue in West Region.
• Activities include –
  • Conduct proof of concepts and accelerate sales opportunities.
  • Win against competition and work with customers to extend existing Microsoft database platform.
  • Train and nurture partner sales and technical resources. Build and drive revenue through the partner ecosystem.
  • Engage with System Integraters and endorse SQL Server as database of choice in LOB applications and implementations.
  .
  • Adopt solution selling approach and demonstrate business value leveraging the Microsoft platform.
  • Follow Microsoft sales process to drive opportunities and effectively team with all units to orchestrate deals.
  • Assist customers and partners in all situations related to SQL Server and build their confidence.

Responsibility/Activity:

• Driving opportunities                                                                           40%
• Self learning and technology skill upgrade                                            10%
• Making product and solution presentations to customers                      20%
• Building relationship with partner organization                                      20%
• Others                                                                                               10%

Technology Skills:

• Proven in-depth knowledge of database platforms (SQL Server, Oracle or DB2)
• Good knowledge of SQL Server, if from competitive database background
• Skilled in selling, deploying and/or supporting LOB applications, data warehousing, enterprise reporting and business intelligence solutions
• Exposure to project management in database application deployment
• Exposure to .NET or JAVA based IDE for developing database applications
• Involvement in database evaluation and migration projects
• Understanding of Microsoft infrastructure platform (Windows, AD, etc.) is a plus

Others Skills:

• Should have inclination for sales environment and take on sales targets
• Good presentation skills and capability to engage with senior management
• Must enjoy meeting customers and presenting technology solutions
• Should be an excellent team player
• Must be able to take a creative approach and think out of the box
• 8+ years of experience

Candidate Profile:

• Engineering graduate preferred
• Microsoft certifications are a plus
• Certifications in any leading database technology is a plus
• Technical sales experience is a plus

Position Title: Large Opportunity Manager (LOM)                        Click here to apply

Reports To: Regional Lead

Job Profile:

• The Mid Market workgroup manages the Medium Business Segment to maximize revenue and revenue growth, and customer and partner satisfaction. This includes demand creation, sales force planning and opportunity pipeline management. The team oversees the Customer Relationship Marketing execution for New and Existing Customers and ensures Customers retention and nurturing.
• The LOM is responsible for managing Large Opportunities. These LOs will typically be created either by the Telesales team or by a Partner and will involve complex infrastructure, MBS products, competitive situations, license compliance situations, EA or complex solutions involving Server and solution selling. The LOM will engage with both customers and Partners to ensure that the LO in managed in the correct way through to closure. The LOM is “partner independent” and will recommend the best partner for the customer environment working with other MM resources to do this. It is expected that a substantial proportion of the LOM’s time is customer facing.

Responsibilities include:

• Managing LOs created and handed over by Telesales or Partners through to closure
• Manage large opportunities so that we close the revenue within agreed timeframe and the customer is satisfied with the sales process – showing the customer Microsoft “skin in the game”
• Manage competitive sales situations and engage the right resource to win the deal for Microsoft.
• Manage complex opportunities where Server and/or ISV solutions are involved based on our platform.
• Manage larger license compliance issues where necessary.
• Manage EA and complex license renewals
• In all of the situations above the LOM must work with other resources in the MM team and also across the organization so that customer and partner satisfaction are maximized. Within the MM team the LOM must ensure that the customer is not “touched” by many points of contact from Microsoft – this is demonstrating clear ownership and engaging other resources where necessary and in agreement with the customer.
• Managing is based on an opportunistic model NOT a customer Account Management model. This means that clear expectations must be set with the customer up front. Opportunity management means that the opportunity is “owned” by the LOM from the moment of hand off from TS or Partner through to closure of the opportunity – the point at which the customer purchases licenses from Microsoft.
• Managing relationships between LOM customers and Partners
• Ensure that the LO customer is assigned the right Partner to assist them in their project and liaise with the relevant PAM and/or PEM to make sure this relationship works. Where the customer chooses a non-managed Partner the LOM is expected to work with the partner to make sure they provide the right support for the customer and have access to the right tools from Microsoft to do their job.
• Administrative
• Utilize CRM tools (Siebel, etc.)
• Attend meetings, trainings, airlifts, summits, conference calls
• Month end reporting
• Competencies:
  • Keen understanding of consultative solution selling skills, knowledge of service industry, and high medium business acumen a must.
  • Successful and proven performance in leveraged sales or business development.
  • Teamwork and communication skills are critical, particularly in matrix management organization.
  • Provides high-level value in helping groups plan, organize, and coordinate their work effectively.
  • Educational Qualifications and Experience:
  • 5 - 8 years of relevant experience.
  • The ideal candidate will have a BS/BA degree or equivalent work experience combined with a minimum of 5 years relevant sales experience in medium complex customer account environments. Candidate must have a history of successful and proven performance working with companies, dealing with CXO level, and consistently exceeding objectives.
  • Required Bachelors Degree (BS/BA) in Business, Marketing or computer-related
  • Knowledge of Microsoft’s products & channel model.

Partner Account Manager - Reseller                      Click here to apply

Job Profile:

Workgroup’s Purpose - Establish and maintain real two-way partnerships (not just vendor - partner) with managed partners through excellence in partner sales, marketing and relationship engagement and execution.
Job’s Purpose - The PAM is responsible for managing the relationship with Microsoft’s SMB key Reseller partners. This person will drive business planning, sales development initiatives, support partners in selling Microsoft, and manage opportunity pipeline.

Responsibility/Activity:

Analyzing and selecting go-to-market priorities - Work in conjunction with the Subsidiary/District leadership team to analyze the local priorities that will drive the growth for your Subsidiary/District in FY’03 and map your partners to these priorities.

Select, build, and maintain partners - Build go-to-market portfolio of partners and partner offerings by solution area based on local market analysis and solution priorities that will drive growth.

Review current mix of partners against sales priorities to determine if the partner mix will sufficiently address the needs of marketplace.

Profile partners according to their capabilities and commitment to Microsoft

Develop gap analysis for completeness of solutions and technical capabilities, and plan for resource allocation for recruitment of new partners and development of existing partners.

Review the partner portfolio and re-calibrate at the beginning of each quarter and communicate to the partners impacted.

Manage partner opportunity pipeline: broker partners into opportunities; leverage existing field and telesales efforts to drive partner business opportunity; resource and support partner driven sales efforts.

Drive revenue target associated with assigned Reseller partners.

Qualifications:

8+ years of related experience
The ideal candidate will have an MBA degree or equivalent work experience combined with a minimum of 5 years relevant sales experience in the technology industry. Candidate must have a history of successful and proven performance working with small and/or medium companies, dealing with CXO level, and meeting objectives.

Job Title:  Partner Technical Specialist Infra                     Click here to apply

Job Profile:
The PTS acts as technical resource to SMS&P partners, One-on-one for named partners (generally no more than a one-to-twenty ratio at any given time), and one-to-few/many for other partners via breadth events.
The PTS role complements the sales process via the effective transfer of technical knowledge vis-à-vis product and solutions, as well as delivery of pre-sales support to SMS&P partners.
The purpose of the PTS role is to develop a self-sustaining partner technical sales capacity.
The focus is on educating and coaching the partner in engagement, with the goal of achieving partner self-sufficiency, and the continuous cycling of new partners into and through the one-on-one coaching process.
It is focused primarily on the Create Demand and Sell phases of the Partner Business Lifecycle.
The PTS is a critical component in the partner account management ecosystem and works closely with the PAM and Readiness teams to assist partners in the sales cycle.
In certain instances, the PTS will specialize around a technical solution set and/or a partner type (ISV’s, services, resellers &system builders). 

Responsibilities Include:
Developing partners

• Transfer of product and solution technical knowledge
• Provide in-depth technical training to named partners
• Coach named partners on the solution selling process
• Lead technical assessment and readiness planning, engagement for named partners
• Assist with account planning, development of campaigns and strategies for named partners in collaboration with the Partner Account Management team
• Educate and evangelize around new products/solutions, positioning and business value Provide all of the above 1:many via breadth events, the portal, and monitored newsgroups
• Assist named partners to prepare, plan and coordinate their sales initiatives with MS breadth marketing/GTM campaigns

Co-selling with partners

• Deliver one-to-one pre-sales and joint selling support to named partners; in terms of process.
• Support named partners in competitive selling situations
• Support Corporate Account Sales/Enterprise sales engagement

Broad events

• Transfer product and solution technical knowledge
• Coach partners on the solution selling process and strategies
• Teach technical assessment and readiness planning strategies
• Educate and evangelize around new products/solutions, positioning and business value
• Communicate MS sales initiatives and breadth marketing/GTM campaigns
• Own and manage collaborative workspaces on the extranet portal as well as monitor newsgroups

Professional development (internal and external training time)

• Demo and event preparation
• Attend meetings, trainings, airlifts, summits, conference calls

Administration

• Manage marketing and BIF funds effectively
• Utilize CRM and PRM tools (Siebel, etc…)
• Month end reporting

.

Competencies:

• Understanding of Business Decision Sales Cycles and the sales process – applies appropriately as it relates to delivering Microsoft solutions to customers
• Understanding of Microsoft's Technical Vision, how to solve business problems with working knowledge of the Microsoft Infrastructure Technologies
• Understanding of technical requirements in integrating a services partners existing application with Microsoft offerings, either in terms of the technical platform architecture for a partner’s application, or enterprise application integration.
• Delivers articulate, effective, and audience-appropriate presentations/ demonstrations for Microsoft products/technologies, strategies, and initiatives

Qualification and Experience:

• Master’s Degree/ Bachelor’s Degree (B.S./B.A.), Business, Computer Science or computer-related
• Current MCSE, MCSD, or MCDBA
• 5 – 8 years of related experience
• Technical Experience in MS Technology

Job Title: Industry Solution Specialist (Applications)                    Click here to apply

Reports to:     Manager, Solution Sales
As an Industry Solution Specialist (Applications), you will be a member of a specialized team of worldwide sales professionals responsible for delivering the Business and Platform value proposition around solutions built on Windows Server System, as well as category products such as Microsoft SQL Server, Biztalk Server, Content Management Server, Sharepoint Portal Server to Business Decision Makers in Sales, Operations, HR, Marketing, etc and Technical Decision Makers (CIOs, IT Managers, IT Professionals)  in an identified Industry vertical in our Enterprise accounts. You will have a national focus and interact with key customers in this vertical across the country.  

Responsibilities:

• Understand the current and future challenges for the identified Industry Vertical and based on that understanding, formulate and execute an overarching business strategy with specific and detailed tactics to evangelize Microsoft’s products and technologies leading to customer-specific solutions.
• Develop in-depth understanding of these products and related solutions and the value they bring in solving business problems. Quantify ROI.
• Own and drive closure of large strategic and competitive opportunities in accounts belonging to this industry vertical.
• Develop and engage with solutions partners (either directly or through Partner Account Managers) early in the sales cycle. Own activity of engaging partners until solution is mature to be owned by other teams. Coordinate efforts with other Microsoft and partner personnel and leverage their activities to help achieve sales objectives.
• Understand Microsoft and competitive technologies and strategy and formulate plans to address competitive sales efforts. Create, manage, and own activity of selling business value of Microsoft solutions to CXO-level and business level customers.
• Conduct one-to-many presentations, demonstrations, and proof-of-concepts
• Identify customer requirements and counsel account executives and management regarding how to best approach as opportunities.  Provide feedback as appropriate

.

Requirements:

• Good understanding of domain – IT Services or Finance/ Insurance, solutions for the vertical
• Strong, proven track record of solution selling, based on business value principles, including 8-12 years of experience focused on selling solutions to solving Enterprise customer problems based on technology
• History of holding and consistently exceeding quota
• Proven record of effective account management, including Account Planning, Opportunity Management, and Business Management Excellence and working as part of a larger virtual team
• Strong objection handling skills
• Demonstrated ability to perform beyond the typical sales role, e.g. breaking the mold in terms of size transaction and complexity of sale
• Demonstrated ability to develop strong relationships with counterpart sales teams in key partners (SIs, Outsourcers, and ISVs)
• Dedicated to meeting the expectations and requirements of internal and/or external customers
• Problem Solver - Uses systematic approach to uncover true problem(s) and practical solution and can marshal resources to solve problem
• Meaningful  prior work experience at one of the following:
• IT Consulting or IT Services company

Candidate Profile: Qualifications
Engineer with MBA preferred

Solution Specialist IW(SSP-IW)                                                     Click here to apply

In the decade ahead, we have a unique opportunity to re-ignite enthusiasm for computer-based productivity by corporations and users alike by selling the importance of information worker productivity as critical to ongoing business success.  In order to define information worker productivity in a broader sense and set the stage for entering new categories of productivity, we building up our Business Productivity sales force, targeted at evangelizing the benefits and business value of investing in computer-based productivity to influential business decision makers.

As a Solution Specialist (Information Worker), you will be a member of a specialized team of worldwide sales professionals responsible for delivering the information worker value proposition around solutions built on Microsoft Office System, as well as category products such as Microsoft Project, Visio and SharePoint Portal Server to Business Decision Makers (VPs of Sales, Operations, HR, Marketing, etc) and Technical Decision Makers (CIOs, IT Managers, IT Professionals)  in our CAS (Corporate Account Segment) accounts.  You will own a sales quota for Office , Project, Visio, SharePoint and their related solutions.  Your job responsibilities will be to:

• Drive EA renewals and new Enterprise agreements (EA’s) into the Corporate Accounts space based on Microsoft OfficeSystem and platform value proposition
• Build and manage a sales pipeline for the products on your quota working with account unit team members and other specialist sales roles.
• Accelerate adoption  of GTM solutions based on Microsoft Office System to achieve customer satisfaction and reference accounts / case studies for future sales
• Develop in-depth understanding of these products and related solutions and the value they bring in solving business problems
• Developing and engaging with solutions partners (either directly or through PAM’s)  early in the sales cycle 

Requirements and Skills/Qualifications: 

• Strong, proven track record of solution selling, based on business value principles, including 5-7 years of experience focused on selling solutions to solving Enterprise customer problems based on technology
• History of holding and consistently exceeding quota
• Proven record of effective account management, including Account Planning, Opportunity Management, and Business Management Excellence and working as part of a larger virtual team
• Strong objection handling skills
• Demonstrated ability to perform beyond the typical sales role, e.g. breaking the mold in terms of size transaction and complexity of sale
• Demonstrated ability to develop strong relationships with counterpart sales teams in key partners (SIs, Outsourcers, and ISVs)
• Dedicated to meeting the expectations and requirements of internal and/or external customers
• Problem Solver – Uses systematic approach to uncover true problem(s) and practical solution and can marshal resources to solve problem
• Meaningful  prior work experience at one of the following:
• IT Consulting or Services company
• IT department at large industrial company
• Large competing software companies
  

Compensation:  Quota for sales of Office, Visio, Project, SharePoint.  MBOs for Customer-Partner experience, competitive success, EA renewals and solution selling success.

                                                                                                                 Click here to apply

Are you passionate about product marketing ? Are you willing to create innovative new marketing strategies and take Microsoft to a whole new level of customer connection?  Are you deeply familiar with the PC hardware market and inspired to change the landscape ? Do you like working with partners to position products and services? Do you want to be a key driver of the $400M Windows Client business - Microsoft’s flagship franchise?
If the answer is yes, then you are the individual we are looking for.

Reports to:  Director – Windows Client Business Group

Job Profile
The Windows Client Business Group plans, develops & executes strategic marketing and business initiatives to drive unit, revenue & market share objectives for the Vista product family.  One of the key charters for the Business Group is driving sales and marketing for Windows through Original Equipment Manufacturers (OEMs). The Windows Product Marketing Manager (OEM) provides strategic leadership and oversight to the channel campaigns for the windows desktop and drives a cross-subsidiary v-team chartered with increasing attach with local PC manufacturers including OEMs and System Builders.

Responsibilities

• Develop strategies and plans which maximize revenue/share and partner preference for the Windows brand. Execute campaigns and offers to increase windows adoption in key customer segments Develop marketing strategies and plans which shift market perceptions and preference for Windows across audience segments.
• Develop and execute innovative marketing plans that engage with the broad partner community
• Drive optimal product mix to support revenue , adoption and segment penetration goals
• Create channel education and enablement plans to enhance readiness, skills and market addressability
• Partner with other stakeholders to execute company-wide initiatives to increase awareness of intellectual property rights and reduce software piracy among partners
• Execute marketing campaigns to drive customer preference for partner offerings
• Build business strategies for increasing O/S adoption in high volume market segments.

Key Accountabilities

The Windows Product Marketing Manager (OEM) is responsible for driving product adoption and marketing strategies with Original Equipment Manufacturers and System Builders across all Windows products 

The primary accountabilities for the role are:

• Unit / revenue growth and share for the product family
• O/S share of PC shipments and
• Product mix

In addition, the Windows Product marketing Manager (OEM) also oversees

• Channel capability and capacity including Online and offline readiness initiatives
• Segment Support to the sales team engaging with OEMs and SBs
• IPR awareness and adoption with Channel partners

Success Criteria

• Balance of technical and business acumen
• Skilled in translating ideas into clear, high impact marketing messages
• Strong combination of financial, product and business capabilities
• Organizational agility and credibility – strong influencer
• High personal accountability for self and others
• Demonstrated track record of exceeding established goals on a consistent basis

Candidate Profile

• MBA or Masters in Management / Computer Science / Engineering / Maths or finance.
• 10-14 years of related experience with demonstrated leadership skills and the ability to motivate a diverse group of people
• Good understanding of channel / market trends and Microsoft’s products.  Possess excellent leadership, communication (verbal and written) and interpersonal skills, as well as the ability to analyze and interpret market research and financial data. Effective market strategist with the ability to understand and articulate key opportunities for Microsoft Products and related applications. 
• Passion for technology and innovation, self-motivated, creative and innovative individual, with the ability to think out-of-the box. Ability to work with people, and leverage other resources to achieve goals.
• Good cross-group collaborator, creative thinker, effective marketer and technology evangelist in spirit
• Knowledge of the IT / software industry.