Territory Sales Manager & Sales Manager for Microsoft (Kazakhstan)

Scope of job: 

Why does the this role exist?  

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:

·         Inspiring customers with our current and future roadmap for the Productivity Platform by delivering the vision and customer value proposition.

·         Creating and maintaining solution opportunity generation plans that contribute to Account Planning efforts.

·         Developing a healthy pipeline of qualified opportunities for Office 365, Office, Exchange Server, SharePoint and Lync delivered either as Software deployed on-premise, or delivered on-line.

·         Ensuring the Large Enterprise group Scorecard metric is green every quarter by developing a healthy pipeline of opportunities.

·         Ensuring handoffs to and engagements with the appropriate resources (within the Account and Sales Technical Units, to partners and/or Services) at the appropriate phase of the Microsoft Sales Process.

·         Bringing customers to agreement on the Productivity Platform.

·         Working with Account Unit 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

·         Contributing to the recruitment, engagement and readiness of partners who can help the SSP PRODUCTIVITY role scale in capacity.

·         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:

·         Its ability to deliver Microsoft’s productivity Vision and articulate business value of the same for customers

·         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 develop on-premise or on-line and the challenges they face with these applications.

·         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 and our  Productivity value proposition

·         Its ability to leverage a core set of partners and their applications and/or implementation expertise into a business value solution for specific customers. 

Candidate profile: 

·         Bachelor’s Degree (Preferable field of studies: Business, Information Technology, Computer Studies).

·         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.

·          Knowledge of Microsoft products: Productivity line. Understanding of competitors products.

·          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.

·         Developed presentation skills, effective marketing tactics, negotiation skills, financial analysis, Line of Business applications.

·         Professional trainings: Microsoft Productivity product line in general and Portal, Unified Communications (OCS, Exchange) specifically, business process consulting or automation, CRM (Siebel or other). Complex sales trainings (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.).

·         Fluency in English is a must. 


Territory Sales Manager

Scope of job: 
The Partner Territory Manager (PTM) is a geo-based field sales role, designed to lead and direct a strategic territory sales focus on non-managed and tele-managed partners. They are the focal point for company to the local channel and serve as the “business evangelist” who activates partners in their assigned territory through a range of 1:many sales engagement activities. This critical partner facing sales role is based in local / branch offices, with accountabilities for attaining SMB (small-medium business) territory revenue goals. 
 

The PTM focuses on the following key responsibilities:

 

·         Driving the business and holding accountability for target attainment in their assigned territory, with primary focus on the non-managed and tele-managed resellers, and local disti engagement. Establishing and executing a Geo Engagement Business Plan is crucial to the success of this role.

·         Growing the business though sales coaching, analysis and gap closure strategies, and developing partners’ sales and licensing capabilities, recruiting new partners;

·         Cultivating key business relationships through predictable 1:many engagements and outreach.

·         Driving partner satisfaction through sales expertise and evangelizing the Partner Network and self-service resources.

·         Driving sales opportunities and partner development initiatives within their territory.

The key traits of a world class PTM include a deep working knowledge of the Partner Ecosystem; expertise at developing relationships with broader partner audiences; driving predictable 1:many sales-focused engagements in assigned territory; providing sales leadership across partners, field, and Corp team members; and demonstrating expertise in sales operations to exceed sales plan and correct any gaps. 

 

Candidate profile:

 

• Bachelor’s Degree (Preferable field of studies: Business, Information Technology, Marketing, Sales, Legal, Economics or computing related).
• Sales/Business Development/Partner Management Experience.
• Experience from IT vendor will be an advantage.
• Demonstrated cross group collaboration abilities.
• Strong negotiation and conflict resolution skills.
• Good English (intermediate/upper-intermediate).

• Please send your resumes to Yana on Kazakhstan_cv@hotmail.com. In case you experience matches our requirements for the position, we will contact you directly immediately.