Individuals in Professional Services Sales are responsible for increasing the Services business in their assigned accounts by consistently meeting customer requirements and by ensuring the deployment\/adoption and productive use of Microsoft technologies. They establish relationships, develop account strategies and plans, and manage a pipeline of Services opportunities while overseeing solution deployment and support. Success is measured by satisfied customers, long-term revenue potential in the account, and achievement of the annual quota.
\nThe Services Executive (SE) is the end to end Services account relationship owner for 4 -15 key Microsoft customers in Major and Corporate (CFAM) accounts..<\/p>\n
The SE:
\nIs the single point of contact for all Services in their assigned accounts (internally with EPG and externally with customers\/partners)
\nAdvises customer Business and Technology Decision Makers (BDM\/TDM) how to best realize the value of their Microsoft technology investment through strategic business alignment, innovation, implementation, productive use and support.
\nIs responsible for strategy, planning, marketing\/positioning, crafting and selling our entire services portfolio (advisor, consulting and support) across assigned account\/s or territory.
\nIs accountable for attaining the agreed invoiced revenue quota for Product Groups (PGs) 1,2 and 3 in assigned account\/s
\nOversees the delivery of all contracted services to ensure account team alignment, customer connection and high overall satisfaction<\/p>\n
Qualifications:
\nBachelor\u2019s degree\/equivalent (required) or MBA degree (preferred)<\/p>\n
Experience:
\nProfessional Services Sales, Software\/Solution\/Product Sales, Customer Relationship Management, Business Development, IT Consultation, Enterprise Architecture Planning, Project Management, IT Solution Development, IT Solution Delivery and Implementation, IT Service Delivery, Operations and Support.<\/p>\n
Career Stage 3 requires 1-3 years of related experience
\nCareer Stage 4 requires 3-5 years of related experience
\nCareer Stage 5 requires 5-8 years of related experience<\/p>\n
Competencies:
\nBuilding Customer Partner Relationships, Confidence, Cross-Boundary Collaboration, Drive for Results, Impact and Influence, Interpersonal Awareness, Product & Technology Expertise, Strategic Sales Planning, Team Leadership, Value Selling<\/p>\n
Training and certification:
\nSales: Sales Management, Account Management, Account Based Marketing, Complex Sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, TAS – Target Account Selling, etc.), Sales Methodologies (equivalent to MSSP), Sales tools – Account Planning, Customer Relationship and Opportunity Management (e.g. Siebel, GSX or other), Complex Deal structuring (e.g. QADC)
\nBusiness: Territory Planning, Business development, Negotiation, Financial analysis, Pipeline Management
\nInformation Technology: IT Governance (e.g. COBIT), Enterprise Architecture fundamentals, methods and concepts (e.g. Zachman framework, OMG\u2019s model driven Architecture framework etc.), Business process management, IT Implementation (e.g. CMM and CMMI),
\nDelivery: IT Service delivery and support management (e.g. ITIL Foundation), Project Management fundamentals (e.g. PMI, Six Sigma )<\/p><\/div>\n
<\/div>\n
Apply Online<\/strong><\/a><\/div>\n","protected":false},"excerpt":{"rendered":"Job Category:\u00a0Services & Consulting Location:\u00a0South Africa, South Africa – Non Location Specific Job ID:\u00a0781749 Product:\u00a0(Not Product Specific) Division:\u00a0(Not Division Specific) Individuals in Professional Services Sales are responsible for increasing the…..<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_newsletter_tier_id":0,"footnotes":"","jetpack_publicize_message":"","jetpack_is_tweetstorm":false,"jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false}}},"categories":[17],"tags":[404],"jetpack_publicize_connections":[],"yoast_head":"\n
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