Solution Sales Professional (SSP)

  • Company: Microsoft
  • Posted: March 06, 2017
  • Reference ID: 1017894
This Job is eligible for the following work arrangements: Telework

Microsoft has experienced tremendous interest in our first party hardware business, making the Surface brand of products a vibrant and exciting sales opportunity. Scaling the execution of Surface through select commercial channel partners helps us to accelerate the interest and adoption of our products even further. The Partner Surface SSP role is focused on the Commercial sales of Surface in the U.S. through dedicated Authorized Device Resellers (ADRs). Performance is measured against the targets and goals established in our commercial channel business plan for Surface and reviewed on a regular basis as part of the account business rhythm (for example, during Monthly/Quarterly Business Reviews).

This Surface SSP is expected to work cross segment with ADRs, and internally with field sales, marketing and the broader channel team to lead the planning and engagement to accelerate sales. They are accountable for establishing/managing each ADR business plan, and meeting the goals that have been agreed to within it, as well as insuring that Microsoft meets the Conditions of Satisfaction (COS) established with their ADRs. Ultimately the Surface SSP is expected to drive sales of Surface and meet the objectives associated to Surface through partners.

The Candidate can expect to:

• Build an overarching Surface business plan with ADRs, and manage its execution
• Own the total Surface Commercial unit and revenue performance for their dedicated ADRs
• Land and inspect sales planning processes; including targets, KPIs, investments and activities
• Develop Surface selling motions (pull through, attach, competitive switching) across all segments
• Drive local Microsoft engagement on top opportunities
• Land and manage investment in marketing and sales programs
• Drive pipeline management and own Surface Commercial forecasting for their territory
• Manage ADR guidelines enforcement and business accountability (price, etc.)
• Manage exceptional opportunities through the Business Desk
• Support issue escalation to ensure customer and Partner satisfaction, partnering with BG, Ops & CSS
• Manage funded resources within ADRs focused on sales engagement and accelerating results
• Gain mindshare of ADR sellers to promote Surface to their customers

Success for the SSP role includes:

• Meeting target goals for Surface across dedicated ADRs, includes effective pipeline management and forecasting
• Ramping the ADR Sales forces to be the best device sellers for Microsoft
• Creating an environment that drives partner profitability, excitement for Surface, and deep partner engagement; work cross segment and with the business groups to grow as One Microsoft
• Using learnings to gain insights and strengthen the Surface business;
• Be a sales leader and champion on how to grow the Surface business in the US

The successful candidate must have:

• Strategic focus and the ability to anticipate and develop business opportunities and priorities for future action
• Demonstrated business acumen and learning agility in a fast-paced sales environment
• Experience implementing, monitoring, forecasting and tracking sales execution strategies through and with partners
• Continual focus on achieving concrete results
• An understanding of how to operate, communicate, and engage at an executive level, both internally and externally
• Customer/partner focus, be responsive and prepared to take action to meet customer/partner needs while maintaining a positive, professional image of Microsoft
• Strong communication skills
• Proven track record for identifying trends (opportunities/threats) within a business
• Creatively developed original ideas, approaches and solutions to typical, unusual or difficult situations or problems
• Excellent conflict management and negotiation skills
• An understanding of how to get things done, overcome obstacles, and achieve objectives within and across groups
• The ability to navigate complex organizations
• Senior level organizational agility and execution
• Sales discipline to effectively execute sales goals and strategies
• Business management excellence including managing effective internal/external communication rhythm

Requirements and Skills/Qualifications:

• Proven, successful Sales experience
• Device sales experience preferred
• 10+ years total Sales, or equivalent business, experience
• Strong knowledge of Channel
• Proven track record of achieving results, through leading by influence
• Excellent relationship building, networking and cross team collaboration skills
• To be successful in this role, candidates must be able to balance outstanding execution and attention to detail with a keen sense for strategic resource and budget optimization, as well as develop and maintain strong relationships with Microsoft partners
• The ideal candidate will be located in Southern California
• BA/BS required, MBA or equivalent preferred Travel 25% +

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, political affiliation, or any other characteristics protected by local laws, regulations, or ordinances.

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