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Job Description
Job Category: Sales
Location: Lagos, NG
Job ID: 804802-89724
Division: Sales
Would you like to have an impact on one of the fastest
growing SMSG segments for Microsoft? The SMSP segment represents a significant
opportunity for Microsoft to become the market leader in revenue, share and
customer satisfaction. This role requires outstanding sales and business
leaders who want to make an impact.
As a Large Opportunity Manager, you will lead the sales
process for Strategic / high value opportunities, working with customers and
partners, driving deals to closure. Your actions will have immediate results on
Microsoft’s revenue, market share and customer & partner satisfaction. Your
key responsibilities will include:
(Strategy) Strategic Opportunity Sales Plan - proactively
drive the planning and orchestration of key strategic opportunities in assigned
territories to meet scorecard and revenue goals. Align resource investments
(specialist, partner, BIF, etc.), ensure sales pipeline is full, and scorecard
strategies with identified territory revenue opportunity are identified.
Identify strategies to take share from Microsoft’s top competitors, including:
Google, Oracle, Open Source/Linux, Salesforce.com, VMWare. This planning will
produce an Opportunity Map with prioritized strategies and approaches to focus
efforts to achieve operational and sales goals faster.
(Working with Others) Collaboration - taking ownership for
driving Microsoft towards trusted advisor status with partners and customers
and building relationships with key executives. Fostering relationships
internally in Microsoft and externally with partners and customers, coaching
internal teams and partners on key Microsoft offerings including EA, EAP, ECI,
and Online Services. Collaborating with internal teams & partners to
maximize opportunities and drive velocity in customer engagements. Co-sell with
partners, coaching them throughout the sales cycle, and enabling them to
represent Microsoft to mid-market customers.
(Execution) Opportunity Management - Own execution of large
opportunities that are valued over $50K USD or strategic sales efforts in
assigned territories through closure for Commercial and Public Sector
customers. Partner with Inside Sales & Marketing counterparts to engage top
net new annuity targets, qualify opportunities, and ensure healthy sales
pipeline. Ensure internal and external resources are engaged appropriately,
co-selling with partners, and using sales excellence techniques to ensure all
opportunities are tracked in pipeline management tools through to closure and
conducting win/loss reviews. Evangelize Microsoft’s innovation roadmap by
aligning customer business priorities to Microsoft value offerings, such as:
How Microsoft Can Save Customers Money, Hosting Solutions, Software + Services Solutions,
and Industry Solutions. Introduce Software Asset Management to customers and
uncover any Unlicensed PCs. Uncover Dynamics cross-sell opportunities to
increase Revenue per Socket per Account. Support CPE initiatives within your
assigned account list Maintain accurate pipeline & forecast.
The Large Opportunity Manager engages and owns Licensing,
Infrastructure, Application Platform, and Business Productivity Optimization
sales efforts from the Develop (20%) through Close (100%) stages of MSSP for
Commercial and Public Sector, large or strategic opportunities including Online
Services within SMS&P. Large Opportunity Manager engagement is recommended
for opportunities that are valued over $50K USD or that strategically improve
Microsoft’s competitive position in the market (e.g., the customer is
recognized as a leader in their industry and where there is considerable
up/cross-sell opportunity or the opportunity would result in a high-profile and
reference-able competitive win). LOMs might only need to be engaged on key
strategic Education CPM accounts based on capacity, this should be agreed to in
advance.
When engaged, Large Opportunity Managers takes full
ownership of individual opportunities; driving opportunity planning,
resourcing, and execution in accordance with MSSP with partner and Microsoft
resources (PAM, Tele, LSS, SSP, etc.) and ensuring opportunity data is updated
in the pipeline management system (Seibel, PSM, or GSX). Large Opportunity
Managers are leading the Opportunity for Microsoft, while keeping partners in
the forefront to maintain the ongoing relationship with the customer.
Experience: 5 - 8 years of related experience
Education: Bachelor’s Degree (B.S./B.A.) / MBA
Knowledge / Skills: Translating technology into business
value across a wide variety of solutions (UC, BI, CRM/xRM, IT desktop/systems
management, IT Security, business process automation). Resource management to
ensure target ROI on sales engagement. Strategic negotiations.
Company Description
AMAZING THINGS HAPPEN HERE!
At Microsoft, we're about helping customers realize their
potential. From gamers to governments, moms to mega-corporations, we serve just
about every kind of customer, all over the globe.
Many people think Microsoft = software. We do do
software-but we also do hardware, services, research, and more. We work on PC
operating systems and applications-like Windows and Windows Live. Products for
IT professionals and developers-like Windows Server and Visual Studio. Online
services such as Bing and MSN. Business solutions like Office and Exchange. And
devices like Xbox, keyboards, webcams, and mice. We're passionate about what we
do.
What this means if you come to work here is opportunity-to
do things that make a real difference in millions, even billions, of lives. To
reach your potential. So why not take a closer look at Microsoft? We think
you'll find that amazing things really do happen here.
Additional Information
Type: Full-time Experience: Not Applicable Functions: Sales
Industries: Computer Hardware, Computer Software, Information Technology and Services
Employer Job ID:804802-89724Job ID:3536578
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