Solution Spec PDW, Sales in Redmond, WA


TitleSolution Spec PDW
CategorySales
LocationRedmond, WA
DivisionSales
Date AddedJanuary 29, 2015
Open Positions1

Microsoft Analytics Platform System "APS" - Formerly known as PDW - "Parallel Data Warehouse"

Are you excited about an opportunity to drive data warehouse, big data and business analytics sales and work with emerging technologies? Are you interested in the Data Warehousing space and the opportunity to be part of Microsoft's growth engine? If so, then the Incubation Sales - Analytics Platform System (APS) SSP role is right for you!

Data Warehousing, Big Data, BI\Analytics, appliance and cloud based solutions represents key growth areas for the SQL Server Platform, and is a strategic priority for Microsoft.
Key attributes for candidates:
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.

1. Account Planning:
o Works with the Microsoft Field sales account teams in preparing the account planning documents.
o Formulates a unified account strategy across Microsoft and key Microsoft partners.
o In-depth knowledge of DW\Big Data competitors - Traditional DW appliance vendors like Oracle Exadata, Teradata, EMC Greenplum and IBM Pure Data (Netezza) - and Cloud solutions like Amazon Redshift or Google Big Query.

2. Opportunity Management:
o Jointly creates the evaluation plan with the customer and orchestrates the virtual team.
o Facilitates the Envisioning and Architecture Design sessions.
o Creating the deliverables (final presentation, solution specification and value proposition).
o Presenting the final deliverables to the customer.
o Demonstrated project management skills.
o 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.
o Working effectively within a virtual team, taking strategic direction from opportunity owners and considering inputs from team members.
o Listening to customers (as opposed to telling/selling), probing for business process pains and opportunities, in an effort to meet or exceed their expectations.
o Leveraging partner solutions to continuously find ways to solve customer needs.

3. Communicates effectively:
o Constructs and communicates compelling arguments that convince others to take a desired action.
o Demonstrates the ability to present ideas, goals, problems, outcomes, and processes in a fashion that is understood by a diverse audience.
o Provides examples of and demonstrates communication capabilities with presentations, articles, whitepapers, etc.

4. Understands the customer's business:
o Actively researches customer to determine business issues.
o Asks "High yield" questions to draw out customers issues.
o Differentiates symptoms from root cause problems.
o Helps customer prioritize issues to derive high value initiatives.
o Understands, describes, and executes a business process.
o Describes the function of a business process and logically and coherently walks you through the process end to end.
o Demonstrates and describes successfully using a process in a previous business role, along with the outcome(s) of that process.

5. Builds and leads teams through influence:
o Demonstrates from experience, the ability to recruit and convince others to participate in achieving group goals.
o Keeps the group working toward a common shared outcome or goal.
o Effectively utilizes and leverages virtual team resources.

6. Problem solver:
o Demonstrates the ability to apply people, process, and technology to solving complex business problems.
o Effectively describes how to apply which type(s) of technology to solve or mitigate specific business problems.
o Is familiar with and can describe to varied audiences in their business terms for Microsoft's solutions.

7. Focused:
Keeps the desired and agreed to outcome in mind while striving to complete the job and achieve the desired outcome.

8. Organized and analytical:
o Works well in an unstructured environment and creates a common thread through seemingly dissimilar facts and/or events.
o Organizes disparate facts and events, discovers causes and effects, and explains them to others.

9. Trusted Advisor
o Works effectively with all levels in the customer organization helping them understand and solve their business problems.
o Becomes the "go to" person the customer seeks out when new business problems must be solved.
o Is welcomed by top customer management to discuss new ideas and approaches.

10. Creative:
o Identifies opportunities to solve problems in a new and different way.
o Independently and unprompted creates solutions and shares those solutions with customers and peers.
o This position involves significant executive level interaction and involvement including presentations, etc.

30-40% travel can be expected for this role

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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