At Microsoft, we're motivated and inspired every day by how our customers use our software to find creative solutions to business problems, develop breakthrough ideas, and stay connected to what's most important to them. Founded in 1975, Microsoft (Nasdaq "MSFT") is the worldwide leader in software, services and solutions that help people and businesses realize their full potential.
We run our business in much the same way, and believe our five business divisions offer the greatest potential to serve our customers. They are:
Windows & Windows Live Division: Includes the Windows product family and is responsible for our relationships with personal computer manufacturers as well as online software and services through Windows Live.
Server and Tools: Software server products, services and solutions, including Windows Azure, SQL Azure, Windows Intune, the Windows Server operating system, Microsoft SQL Server, Visual Studio, Silverlight, System Center products, Forefront security products, Biz Talk Server, and Microsoft Consulting Services.
Online Services Division: Consists of an online advertising platform with offerings for publishers and advertisers, and online information offerings such as Bing and the MSN portals and channels.
Microsoft Business Division: Includes the Microsoft Office and Office 365 suites, desktop programs, servers, and services and solutions; Microsoft Dynamics; and Unified Communications business solutions.
Entertainment and Devices Division: Consists of the Xbox video game system, including consoles and accessories, Xbox Live operations, Zune digital music; Mediaroom, mobile and embedded device platforms, Surface computing platform, and Windows Automotive. We seek qualified candidate for the below position.
Job Title: Corporate Technology Specialist Healthcare
Job Category: Sales
Location: Netherlands, Schiphol
Job ID: 761458
Division: Sales
The Corporate Technology Specialist drives sales across the Microsoft technology platform by forming high impact, technical
advisory relationships on a 1:1 and 1:many basis with CAM accounts. The range of technologies will include Cloud as well as
those supported through Microsoft#s traditional on-premise solutions. The CTS role is supportive to the account manager
and acts as a technical relay between C level executives (main contact Account Manager) and the functional owners in the
organization. The CTS oversees all Microsoft solution areas and is able to use a customer IT roadmap to set priorities in
developing the customer from Basic to a Dynamic IO profile.
Key responsibilities:
- Work in the Healtcare ATU to develop customer engagement plans ranging from 1:1 to 1:many engagements
- Identify those customers where providing technical portfolio guidance will accelerate annuity business and/or deployment od Microsoft technology
- Using GSX as the input tool, contribute to the IT Profiles on customers, including using Account Discovery and profiling as the base
- Identifying the gaps in IO, BPIO, APIO and Deployment within customer accounts and contributing to opportunity generation plans to address the gaps.
- Defining IT Infrastructure and Client solutions that address customer pains and/or opportunities.
- Ensuring handoffs to, and engagements with, the appropriate resources (within the ATU or SSP or PAMs or to Partners and/or Services).
- Delivering presentations, briefings or technology reviews that reinforce the IT Infrastructure for Microsoft value propositions.
- Ensuring that customers are aware of the Microsoft Enterprise Product Roadmap and the benefits of a Microsoft-centric technology stack.
Key accountabilities:
Technical guidance across the breadth of the Microsoft technology portfolio. This results in accelerated sales and expanded
deployments of Microsoft technology in targeted accounts for a given period.
Success in this job deliverable is measured by revenue targets that are met or exceeded, an increase in EA contracts being
signed and an increase in deployments. (defined in commitments)
Use Customer engagements to contribute to Account Intelligence and the customer IT Profile:
Tasks include
- Working on an ongoing basis with the AMs to develop a customer engagement plan ranging from 1:1 engagements through 1:many events organised with other cross segment functions.
- Where it is required support the AM in validating aspects of the account plan. Include in this a regular review of deployment plans and goals being driven by a named partner.
- For every short duration 1:1 customer engagement contribute to the customer account discovery profile with intelligence gathered. Short duration can be taken to mean those engagements, where as a result of territory planning it has been agreed to give particular focus to a customer in support of an existing compelling event or to create a compelling event. The actual amount of time spent will be agreed with the AM and other members of the account team as there will be a constant balance with such a large number of accounts being engaged. Short duration, high impact 1:1 and 1:many technical level relationships with customers: Tasks include development of technical relationships within the territory. The depth of these relationships will vary across the customer set and change over time according to where the CTS has been focusing based on territory planning.
It will include:
- Assisting other account team members on the technical input required to develop and expand customer contacts within all accounts.
- Driving at least 3x 1:many technical events per quarter across the account territory
- Develop relationships with partners who have trusted advisor relationships in your customer set.
Assisting Customers realize value from the Microsoft platform:
Tasks include:
- Communicating the optimization model to CAM customers and partners, building Microsoft#s credibility in the marketplace.
- Use 1:1 and 1:many briefings describe the Microsoft technology roadmap and create the desire for the customer to engage directly or with partners to build a capability vision.
- Work with the AM to identify customer life cycle actions in EA customers. Agree with the AM's which of those you will take accountability for to ensure execution in order to support renewal, up-sell and long-term customer satisfaction.
- Through 1:1 and 1:Many engagements, support customers to describe to them the benefits of Microsoft cloud technologies and how to implement a secure and well managed on premise Microsoft platform.
Competitive displacement resulting in key platform wins
Tasks include:
- For those accounts that require 1:1 interaction understand the environment to the extent that you understand the most significant competitive threats in the account
- During 1:Many interactions, articulate the benefits of the Microsoft portfolio including BPOS, relative to competing products.
- With the account team help identify opportunities to generate compelling proposals for new customers and up-sell proposals for renewal customers.
- Determine roadblocks affecting successful competitive wins and communicate the Microsoft value propositions to assist in their removal.Valid, healthy IT infrastructure pipeline and deployment plan
Tasks include:
- Working with the AMs determine on a quarterly basis which accounts warrant greater depth attention (as opposed to broader engagements) to accelerate BPOS and EA opportunities. Use the Microsoft Solution Sales Process.
- Identify key capability opportunities that are aligned with the customer#s priorities.
- As customers cycle in and out of deeper focus, ensure those where the cycle is in deeper focus have deployment plans in place and are active (as previously stated make use of other Microsoft resources in this respect e.g. services)
Key Success Criteria
- Contribute to CTM Revenue & EA penetration goals
- Input to positive CPE NSAT through customer engagements and feedback from events
- Driving of key Big Bet areas through increased customer awareness leading to direct opportunity
Knowledge, Skills and Experience
1. Technology passion and drive, showing technical aptitude and understanding of the Microsoft stack, at an architectural
level, demonstrated through relevant pre-sales or consulting experience in a Microsoft environment.
2. Proven ability to sell complex technology solutions to customers through mapping business requirements to technology
capabilities
3. A self-starter with proven relevant experience of influencing senior stakeholders in external organisations - experience in
the solution partner channel is a plus
4. Strategic thinking
5. Ability to engage at Board Level
Click here for more information's and how to apply on Microsoft career site
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