Opportunity Manager
Why does the role exist? The Opportunity Manager (OM) is a sales leader for the Corporate Accounts team, working with the extended Microsoft partner sales force. In SMS&P, the mjority of revenue is generated thru channel partners (whether they are resellers, solution or services partners), but there are key opportunities where Microsoft needs to engage directly and assist our partners in delivering the best solution for our customers. The Opportunity Manager is a key contributor to the Corporate Accounts sales process to drive large, strategic or complex opportunies with our partners to closure while ensuring our customer satisfaction. How does the role add value? The Opportunity Manager is a senior sales role that will help drive SMSP Corporate Accounts sales growth with a primary focus on the solution aspect of new enterprise license agreement sales (Enterprise Agreements, Select) and Renewals. This role will orchestrate with partners and other Microsoft sales resources in selling the value of Microsoft solutions and renewing the highest potential and or most strategic opportunities for the Corporate Program Managed (CPM) segment. How is role unique from other roles? Thanks to a deep sales and industry knowledge and experience, this role is unique in its ability to engage with Senior Executives in SMSP Corporate Accounts and assist Microsoft partners in fulfilling the right Microsoft solution/technology. They will be the key orchestrator with other Corporate Accounts sales resources to ensure these customers receive the support they need and the opportunities move through the sales cycle to close. As an example, they will engage the Licensing Sales Specialist to help the customer receive the best licesing program when it is time for the customer to buy. What are key challenges facing this role over the next six months to three years and how will they address those challenges? Coroprate Accounts revenue growth will come from increasing annuity penetration and our capacity to support and educate our partners in selling Microsoft solutions (core and category products) to our customers. The Opportunity Manager is instrumental in addressing these kinds of opportunities and building deeper relationships with our customers – connecting with our IT Decision Makers and Business Decision Makers via partners to develop trusted relationships with them to fulfill the best Microsoft solutions. The OM is responsible for ensuring the customer understands the value of the solutions Microsoft offers and how those solutions can help customer save money and meet their long term needs. They will need to use opportunity and pipeline processes and standards to follow leads to close and should leverage Specialist and Partner Resource sharing with EPG. Responsibility/Activity Estimated Annual % of Time Partner Development Working with the Partner team, drive partner business and solution development and planning with customers for key opportunities. Coach partners on solution selling, on using appropriate tools for pipeline management, and on reviewing solution pipeline and forecast. 20% Demand Generation Drive lead generation of designated high value opportunities (EA, Select & Renewals), focused on the Microsoft product solution value, in the CPM accounts and prioritize within set ratio as defined by subsidiary (recommend ~1:75 opportunitites per OM for ~250 CPM accounts). Engage in co-selling and sales support activities with partners and customers for assigned opportunities relating to the solutions customers are interested in. Orchestrate partner and Microsoft resources (Tele, Licensing Specialilst, etc.) to drive opportunities to closure. Ensure customers are profiled via partners using IO discovery work. 40% Opportunity Management Using sales excellence techniques, ensure all commercial and public sector opportunities managed are tracked in pipeline tools through to closure (using CRM system – PSM/Siebel). Build high trust relationships with Corporate Accounts executives and business decision makers working with partners. Constantly check and validate customer and partner satisfaction of OM involvement in sales cycle and do win/loss review against every opportunity. Orchestrate movement of opportunities through sales cycle working with various roles – for example, engage with Licensing Sales Specialist for any licensing program questions the customer may have as they are trying to decide on renewing an EA. 40% Qualification Description of What’s Needed Experience Knowledge, Skills, and Abilities · 3-5+ years experience in consultative solution selling role with proven results in a scalable environment · Knowledge of service industry and enterprise customer pains & needs · Partner experience understanding how MS partners market/sell to enterprise sized business customers § Successful and proven performance in leveraged sales or business development. § Teamwork and communication skills are critical. § Knowledge of Microsoft’s products & channel model. § Experience in selling to Business Decision Makers a plus · Demonstrable experience devising sales programs to meet the needs of partners and customers · Passion for driving results and seeing projects through to completion
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