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Job Category: Sales
Location: Reading, GB
Job ID: 776296-68052
As a Service Executive in the Communications Sector this role has responsibility for developing and managing strategic services engagements between Microsoft, our Partners and our Communications Sector customers. To deliver a great customer/partner experience leading to effective product purchase, deployment and re-purchase. To develop market moving opportunities in your sector that will lead to adoption of new MS products and technologies. To work with Business Managers, Alliance Managers and the partner group to produce successful Go To Market partners. To build long term relationships with key Communications Sector customers and to manage those relationships before, during and after Microsoft Consulting Services (MCS) engagements.
Working closely with the account virtual teams for your customers you will be responsible for:
Creating and build upon key relationships within your customers
Develop and in depth understanding of your customers
Use services to:
Increase MS product adoption
Drive successful deployment of MS Technology
Increase customer satisfaction
Assist alliance partners in executing on their go-to-market strategies with Microsoft.
Team/ Department Mission
Microsoft Services Mission:
To make MS the platform of first choice for:
Customers - who regard MS as truly enterprise credible and choose MS as their default platform
Partners - who believe in our technology and have trusted working relationships with us that ensure we are the first choice for their accounts
Influencers (universities, think tanks, analysts, etc.,) who regard us with renewed enthusiasm and trust
Market Leadership -
Create a reputation for leadership & expertise within the given market segment & be considered the market expert & contact by customers, partners & colleagues.
Provide leadership for MS role in an industry/marketplace in terms of strategic direction, focus & clear decision-making.
Working in close cooperation with all members of the appropriate virtual teams, represent MS at senior levels in clients in the marketplace on Services & Support policy, issues & delivery & gain commitment to MS technology through client interaction, discussions & presentations.
Winning and Retaining Customers -
Act as a senior point of escalation for customer issues within your marketplace & participate in the executive/management call plan with customers & relevant partners in order to deliver great Customer & Partner Experience.
Manage all pre&post sales service provision to the allocated industry/marketplace.
Analyse business opportunities & develop effective marketing & sales strategies that will maximise potential for MSO to deliver lifecycle services & high-impact projects directly or by engaging key partners.
Contribute to & participate in account reviews & Targeted Account Selling (TAS) based sales campaigns.
Deliver accurate & timely services business forecasts & appropriate reporting
Knowledge, Skills and Experience
1) Essential Experience
Understanding of Sector's market place.
Proven work experience in consulting Sales &/or Enterprise Sales
Sell & manage customer delivery of complex projects.
Define high-level project structures & assess overall commercial risks.
Ability to lead & work in virtual teams.
Assertively winning & growing business in a targeted market place.
Ability to present compelling propositions to an executive-level audience.
Understanding of channel & Partner relationships.
Passion for & expertise in MS technology.
Exposure to corporate executives & business critical situations.
Proven business management experience (i.e. Profit & Loss responsibility, budget holding).
Project management experience
Knowledge & experience of all up to date ICT Architectures.
High level understanding of information security issues.
Understanding of basic Commercial and Contractual Law.
A degree in a technical subject, or substantial equivalent industry experience.
Salary Range: 60,000 to 80,000 plus sales bonus and excellent benefit package.
Location: Reading with frequent travel to customer locations
Closing date: ongoing
Microsoft is an equal opportunity employer and supports workforce diversity
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