Solution Spec, Sales in Chevy Chase, MD

TitleSolution Spec
LocationChevy Chase, MD
Date AddedMarch 25, 2015
Open Positions1

The Solution Specialist (SSP) Datacenter adds value to Microsoft by driving opportunities from 10-100% for Cloud Computing, Management and datacenter products (including System Center, Windows Azure, Windows Server, Identity and Access) and driving incremental revenue and market share to Microsoft.

The Corporate Accounts Specialist Team is seeking a motivated and self-driven sales professional to fill a key role of a Data Center Solution Specialist. As a Solution Sales Professional (SSP) you will lead a virtual team of technical, marketing, and partner resources to advance the sales process and achieve/exceed quarterly budget targets in your territory. The ideal candidate will have a proven track record of developing new business, building strong business relationships, driving Windows infrastructure, Virtualization and Private Cloud, System Center management solutions and partner integration to drive deployments. The ability to effectively present to a wide range and size of audiences from IT Pro to CxO to business decision makers is a must. A good understanding of issues surrounding deployment, management, security and integration of Private Cloud and Datacenter management technologies and solutions is required.

Key responsibilities include:
Develop a healthy pipeline of qualified opportunities and Partner attach.
Work with the Account Team to identify server management and cloud compete gaps within assigned accounts and the ways in which Microsoft can dislodge the competition or augment the share of Microsoft technologies within these accounts. Ensure the next workload gets virtualized on Hyper-V vs. competitive technology.
Contribute to solution opportunity generation plans for the datacenter products that contribute to overall Account Planning efforts with the Account Executive, resulting in new revenue, renewal and upsell of the Microsoft datacenter solution thru licensing programs and offers.
Create and execute a business plan to ensure your product's revenue and unit goals are achieved including developing a healthy Cloud Infrastructure and Datacenter Management Solutions pipeline of qualified opportunities.
Effectively work through Partners to scale reach to customers evangelizing the Microsoft Private Cloud messaging.
Contribute to the recruitment, engagement and readiness of Partners who can help the Solution Sales Professional drive business.
Understand Microsoft strengths relative to competition and effectively communicate those strengths to customers in a positive manner, knowledge of VMWare, Novell, Altiris, Symantec, Linux, and other Unix technologies is a plus.

Requirements and skills for this position include:
Strong, proven track record of solution selling, based on business value principles, experience focused on selling solutions to solving Enterprise customer problems thru technology.
Demonstrated experience and expertise in selling technology solutions to senior business and IT decision makers by reinforcing the value of the technology to the customer's overall business pain and/or strategic opportunities.
History of holding and consistently exceeding quota - Strong communications, presentation, negotiation and interpersonal skills.
Practical knowledge and experience of Microsoft Server Platform Technologies, customer operational issues and 3rd party integration with the windows platform is preferred.
Ability to articulate the business value of the Microsoft platform by positioning Windows Client, Windows Server, Windows Azure, Private Cloud, Management Servers (OM, CM, DPM, VMM) and Security products (Forefront/TMG/UAG/FIM) in competitive scenarios.
Account Management and Prioritization Excellence: Demonstrated strategic time management and multitasking skills. Effectively manages sales pipeline with predictable business results that exceed revenue targets.
High degree of collaboration with multiple Microsoft sales personnel, as well as Microsoft Partners will be required for success.
Strong objection handling skills.

Successful candidates will have a BS/BA degree or equivalent work experience (MBA Preferred)
7-10 Years of enterprise software sales experience. Some travel is required. This position will be based in the Chevy Chase MD or Reston VA Microsoft office.

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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