Microsoft Corporation Principal Solution Spec in Beijing, China

  1. Joining The Microsoft Team Means…

Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be and taking their careers places they simply couldn’t anywhere else. This is a world of more possibility, more innovation, more openness, and sky’s-the-limit thinking – a cloud-enabled world.

Our mission is to empower every person and every organization on the planet to achieve more. This mission is ambitious and at the core of what our customers and employees care deeply about. We have unique capability in harmonizing the needs of both individuals and organizations. We deeply care about taking our ideals and vision global and making a difference in lives and organizations in all corners of the planet.

We are always learning. Insatiably curious. We lean into uncertainty, take risks, and learn quickly from our mistakes. We build on each other’s ideas, because we are better together. We stand in awe of what humans dare to achieve and are motivated every day to empower others to do more and achieve more through our technology and innovation. Together we make a difference.

The goal of the Industry Principal Solution Specialist (I-PSS) is to drive client Digital Transformations based on deep understanding of their industry and its drivers. The role of I-PSS is designed to align individuals who possess established industry experience, expertise and credentials with client business line needs in order to generate more ‘demand pull’ for C+E industry solutions. It is a customer facing role that positioning Microsoft and our partners’ C+E industry solutions, as business solutions that directly resonate with client needs, in the language of customers. The seniority of the role evidences to clients Microsoft’s deep understanding of their issues, context, challenges and strategic direction (both client, and the industry in which they operate) and forms a key part of the industry POD and allows the POD and account teams to build trusted advisory relationships with client business decision-makers and influence their decisions. The role of the I-PSS enhances client awareness of Microsoft as a solution provider beyond traditional client-side IT Decision Makers, and repositions market perception of Microsoft as a trusted partner for industry solutions. An I-PSS leads a industry pure POD team of technical, partner and consulting resources to advance the sales process and achieve/exceed quarterly Azure consumption and CRMOL/ERPOL usage targets in their industry territory.

  1. The Impact You’ll Be Making…

A. Lead the Solution Business Planning and Development – 10% time spent:

• Manage a 3-year Digital transformation business plan, based on C+E Industry Solutions, for assigned accounts, addressing win/compete, and total revenue growth, consumption growth and market perception

• Deliver an annual assigned account C+E Industry Solution sales plan that lands in the POD partner plans and assigned account plans

B. Lead Solution Sales Execution – 70% time spent:

• Develop, maintain and leverage deep account knowledge and BDM relationships in assigned accounts in close cooperation with the POD members and AEs

• Develop and quality control the business priorities and industry solution/section in the assigned account plans based on the solution sales plan (with AE) and land C+E Industry Solutions

• Identify, qualify and generate Industry Solution “Light house” wins in assigned accounts positively changing market perception closely cooperating with the POD members

• Drive orchestration of technical resources including the SAs + WW ISMs + SAs + Engineering/Services at the assigned accounts to drive the full cycle from sales through deployment and consumption

• Have industry knowledge/expertise, locally recognized in high demand by the ATU’s engagements

• Engage with the right partners in close cooperation with other POD members

C. Drive the Solution Performance Management – 10% time spent:

• Directly generates new Industry Solution opportunities in MSX

• Milestone-driven Rhythm of the Business (ROB) with POD and aligned account teams and key partners

• Drive Industry Solution pipeline management with strong coverage ratio and f/c accuracy to 100% win

D. Lead People and Self Development – 10% time spent:

• Continuous investment in self-learning and development based on development plan, REP and Career Coach support

• Educate POD and aligned sellers on industry topics and best practices, so they can deliver the industry PoV, and multiple solutions stories to increase credibility with BDMs/ITDMs and sales

• Contribute best practices to WW industry communities

3.Who we’re looking for…

Experiences Required: Education, Key Experiences, Skills and Knowledge:

• 10+ years Industry domain expertise and expertise working in Business roles at a company in the target industry

• 5+ years with strong track record of industry solution selling to BDMs, based on business value principles, including 5 years of experience selling cloud industry solution, with history of consistently exceeding quota

• Understanding of cloud computing technologies, business drivers, and emerging computing trends with ability to connect technology with measurable business value

• Proven experience in the following key areas: needs analysis and envisioning, in-depth knowledge of competitors, understanding of the customer’s business, system and application design, cloud solutions architecture

• Experience being a customer Trusted Advisor as demonstrated by frequent invitation to present and advice senior BDMs

Education:

• MS degree

• MBA +

• MS degree in target industry +

Sales