Principal Solution Spec APPLT, Sales in Bentonville, AR


TitlePrincipal Solution Spec APPLT
CategorySales
LocationBentonville, AR
DivisionSales
Date AddedFebruary 19, 2015
Open Positions1

South Central District Platform team is looking for a Principal Solution Specialist (PSS) who will drive large or complex Tier 1 application and cloud opportunities (in many cases mission critical) in a given set of targeted Retail industry customers. This will be done by focusing on the CIO, Business Decision Maker (BDM) and Business Unit IT communities within the targeted account(s). The PSS approach will be consultative in nature, but also provide an in-depth solutions architecture capability that will be based on a specific customers' business needs. While balancing the customer's needs within the Microsoft portfolio of products and the Microsoft ecosystem (ISV/SI solutions), the PPS will drive a long term strategy within the account to ultimately drive a deeper Microsoft platform footprint. This strategy will manifest itself in a large product and solutions pipeline and large Tier 1 solution wins. The focus of this PSS role will be on targeted large Retail customers in Arkansas and Dallas, Texas. Responsibilities include: 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 mold" 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. Proven experience in the following key areas: System and application design Solutions Architecture Needs Analysis and Envisioning In-depth knowledge of competitors Demonstrated project management skills 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 solutions to continuously find ways to solve customer needs. 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 and the challenges they face with these applications. Communicates effectively: Constructs and communicates compelling arguments that convince others to take a desired action Demonstrates the ability to present ideas, goals, problems, outcomes, and processes in a fashion that is understood by a diverse audience. Provides examples of and demonstrates communication capabilities with presentations, articles, whitepapers, etc. Understands the customer's business: Actively researches customer to determine business issues Asks "High yield" questions to draw out customers issues Differentiates symptoms from root cause problems Helps customer prioritize issues to derive high value initiatives Understands, describes, and executes a business process: Describes the function of a business process and logically and coherently walks you through the process end to end Demonstrates and describes successfully using a process in a previous business role, along with the outcome(s) of that process Builds and leads teams through influence: Demonstrates from experience, the ability to recruit and convince others to participate in achieving group goals. Keeps the group working toward a common shared outcome or goal Effectively utilizes and leverages virtual team resources Works effectively with all levels in the customer organization helping them understand and solve their business problems Becomes the "go to" person the customer seeks out when new business problems must be solved Is welcomed by top customer management to discuss new ideas and approaches Key requirements: Minimum 4 to 8 years of consultative selling experience primarily in the Retail Industry around software or cloud related solutions for large enterprise accounts. Experience with selling solutions that leverage public cloud capabilities preferred. MBA preferred Professional training and certification in sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.), sales methodologies, Six Sigma, ITIL, CMC etc. certification a plus, or equivalent experience, presentation skills, effective marketing tactics, negotiation skills, financial analysis, Line of Business applications, business process consulting or automation, CRM (Siebel or other), MCSE Experience with a Consulting or Services company focused on solution sales and solving business problems such as Microsoft, McKinsey, Accenture, EDS, IBM Global Services, HP or Industry Solution Vendor. Travel Requirements: Selected candidate will travel requirements can be up to 50% depending on account assignments and opportunities.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.
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