Principal Solution Specialist Resume Samples

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O Botsford

Orie

Botsford

912 Gibson Ville

Chicago

+1 (555) 522 7277

912 Gibson Ville

Chicago

Phone

p +1 (555) 522 7277

Experience Experience

Boston, MA

Principal Solution Specialist

Boston, MA

Gottlieb LLC

Boston, MA

Principal Solution Specialist

Create and develop long term relationships with customers at CxO level with the empowerment to decide on cloud strategies within accounts
Develop a healthy pipeline of qualified opportunities using Education flexible workstyle campaign
Helping the Acct Teams in assigned accts (EPG/SMSP) to build its “contact list” through effective networking
Bring customers to agreement on the IT Infrastructure for an Education flexible workstyle proposition of proven Microsoft solutions
Being welcomed by top customer management to discuss new ideas and approaches
Own consumerization and Education Flexible work story to ITDM and BDM to drive enterprise solution offerings
Ensure a consumption plan is built for all wins, the plan is executed, and Azure consumption targets are met

Boston, MA

Principal Solution Specialist Azure

Boston, MA

Mante Inc

Boston, MA

Principal Solution Specialist Azure

Manage escalations to local sales management to request critical support to secure wins
Establishing deep relationships with key business and technical stockholders that have the power to drive long-term cloud adoption within their company
Ensure a consumption plan is built for all wins, the plan is executed and Azure consumption targets are met
Establish deep relationships with key business and technical stakeholders that have the power to drive long-term cloud adoption within their company
Developing and maintaining a healthy pipeline of business
Develop and maintain a healthy pipeline of business
Working effectively with all levels in the customer organization helping them understand and solve their business problems

present

Los Angeles, CA

Azure Principal Solution Specialist

Los Angeles, CA

Schoen Group

present

Los Angeles, CA

Azure Principal Solution Specialist

present

Identify accounts that have high potential for rapid cloud adoption and significant Azure revenue
Establish deep relationships with key business and technical stockholders that have the power to drive long-term cloud adoption within their company
Develop customer’s buying vision for how Microsoft Azure can help them reduce costs and increase business agility
Create and execute sales and consumption plans to ensure fiscal year and long term revenue and consumption goals are achieved
Develop and maintaining a healthy pipeline of business
Lead Public Cloud discussions with our customers and help optimize their IT environment and investments
Interface with both the generalists and specialists in the MSFT sales and delivery teams (including partners, services, Internal Microsoft Product / Service organizations) focused on revenue AND consumption of the Azure platform in high potential accounts

Education Education

Bachelor’s Degree in Target Industry

Brigham Young University

Bachelor’s Degree in Target Industry

Skills Skills

Ability to connect technology with measurable business value
Demonstrated ability to step in and take control of highly competitive and tense situations in collaboration with local sellers
Ability to drive sales through a complex multi-level selling environment
Strong track record of solution selling, based on business value principles, including substantial experience selling cloud or cloud related solutions
History of holding and consistently exceeding quota Proven track record of driving decisions collaboratively, resolving conflicts and ensuring follow through Understanding of cloud computing technologies, business drivers, and emerging computing trends
Strong track record of solution selling, based on business value principles, including 5 years of experience selling Cloud or Cloud related solutions
Demonstrated experience and expertise selling technology solutions to senior business and IT decision makers by reinforcing the value of the technology to the customers overall business pain and/or strategic opportunities
Demonstrated experience and expertise selling technology solutions to senior business and IT decision makers by reinforcing the value of the technology to the customer’s overall business plan and/or strategic opportunities with history of holding and consistently exceeding quota Understanding of cloud computing technologies, business drivers, and emerging computing trends with ability to connect technology with measurable business value
Demonstrated experience and expertise selling technology solutions to senior business and IT decision makers by reinforcing the value of the technology to the customer?s overall business pain and/or strategic opportunities
Experience and expertise selling to senior business decision makers by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria

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Principal Solution Specialist Resume Examples & Samples

Developing a healthy pipeline of qualified opportunities for Microsoft Azure with Microsoft Consulting Services and partner attach
Working with the Account Manager, Account Technology Strategist (ATS), TAM, CA teams and other roles during Account Planning to complete customer profiles relevant to the Cloud
Working with the EPG/SMSP teams to identify Azure management and compete gaps within assigned accounts and the ways in which Microsoft can dislodge the competition or augment the share of Microsoft technologies within these accounts. Ensuring the next project gets into Azure vs. competitive technology
Identifying high potential accounts where accelerated adoption of azure can be delivered
Create and develop long term relationships with customers at CxO level with the empowerment to decide on cloud strategies within accounts
Researching assigned accounts’ total Cloud technology spend and driving a strategy that earns Microsoft a significant percentage of that spend
Helping the Acct Teams in assigned accts (EPG/SMSP) to build its “contact list” through effective networking
Contributing to solution opportunity generation plans for Azure that contribute to overall Account Planning efforts with the Account Teams (EPG/SMSP), resulting in new revenue, renewal and upsell of Azure thru licensing programs and offers. 9. Ensuring handoffs to and engagements with the appropriate resources (to key roles, such as Account Managers, Account Technical Specialists and Technical Solutions Professionals, TSS, to partners and/or Services) at the appropriate phase of the Microsoft Sales Process (MSP), with measures in place to track the total cost-of-sale
Bringing customers to agreement on the investment they should make for private, hybrid or public cloud solutions based on MS technology
Working with account team members (EPG/SMSP), partners and/or Services to close deals by reinforcing the business value of cloud and acting as an interface between customers and partners/Services
Contributing to drive usage of new Azure Workloads (e.g. HD insights, SAP on Azure, ExpressRoute, RemoteApp)
Contributing to the engagement and readiness of partners who can help the SSP Datacenter role scale capacity
Delivering reference accounts that can be leveraged in future sales engagements
Own the Azure Deployment Plan for each of their accounts. Review and Update quarterly in partnership with MS and partner teams as well as with Customer validation
Support the Cloud Solution Architect (CSA) in driving new projects that will result in increased Azure
5-8 years of related experience is needed,

Azure Principal Solution Specialist Resume Examples & Samples

Identify accounts that have high potential for rapid cloud adoption and significant Azure revenue
Create and execute sales and consumption plans to ensure fiscal year and long term revenue and consumption goals are achieved
Lead Public Cloud discussions with our customers and help optimize their IT environment and investments
Strong track record of solution selling, based on business value principles, including 5 years of experience selling Cloud or Cloud related solutions
History of holding and consistently exceeding quota
Proven track record of driving decisions collaboratively, resolving conflicts and ensuring follow through
Becoming the “go to” person the customer seeks out when new business problems must be solved

Principal Solution Specialist Resume Examples & Samples

Establish deep relationships with key business and technical stockholders that have the power to drive long-term cloud adoption within their company
Develop and maintaining a healthy pipeline of business
Report to customer as business objectives / business value conditions are met

Principal Solution Specialist Azure Resume Examples & Samples

Establish deep relationships with key business and technical stakeholders that have the power to drive long-term cloud adoption within their company
Develop customer’s buying vision for how Microsoft Azure can help them to reduce costs and increase business agility
Develop and maintain a healthy pipeline of business
Interface with both the generalists and specialists in the MSFT sales and delivery teams (including partners, services, Internal Microsoft Product / Service organizations) focused on revenue and consumption of the Azure platform in high potential accounts

Principal Solution Specialist Resume Examples & Samples

Develop a healthy pipeline of qualified opportunities using Education flexible workstyle campaign
Work with the Account Managers (AM) and Account Technology Strategists (ATS) during Account Planning and IO Discovery to complete customer profiles relative to devices, and especially regarding the Datacenter Services, management and Security capabilities for desktop and devices
Work with AMs and ATS’ to identify gaps and compete scenarios within targeted accounts created by proliferation of devices and the ways in which Microsoft can dislodge the competition or augment the share of Microsoft technologies within these accounts to drive windows share of devices and upside for enterprise client portfolio for all devices that includes Windows (CDL), System Center, MDOP, Windows Intune and RDS
Research targeted accounts for devices usage including PCs, Tablets and Smartphones and virtualization, management and identity and security technology spend and driving a strategy that gives Microsoft a significant percentage of that spend
Contribute to solution opportunity generation plans for enterprise client solutions portfolio that includes Windows (CDL),System Center, MDOP, Windows Intune and RDS that contribute to overall Account Planning efforts with the Sales Account Manager resulting in renew and upsell of our technologies
Ensure handoffs to and engagements with the appropriate resources (to key roles, such as Account Managers, Account Technical Specialists and Technical Sales Professional, to partners and/or Services) at the appropriate phase of the Microsoft sales model, with measures in place to track the total cost-of-sale
Bring customers to agreement on the IT Infrastructure for an Education flexible workstyle proposition of proven Microsoft solutions
Work with account team members, partners and/or Services to close deals by reinforcing the business value of Education Flexible workstyle solutions and acting as an interface between customers and partners/Services
Contribute to the engagement and readiness of partners who can help the SSP client role scale capacity
Deliver referenceable and satisfied accounts that can be leveraged in future sales engagements
Own consumerization and Education Flexible work story to ITDM and BDM to drive enterprise solution offerings
Support the Datacenter SSP and TSP in setting footprints in each account thru Datacenter Deployments for VDI

Principal Solution Specialist Resume Examples & Samples

System and Application Platforms
Solutions Architecture
Private, Public and Hybrid Cloud architectures
In-depth knowledge of data platform and cloud computing competitors
A sales track record in Software Solutions with Enterprises

Principal Solution Specialist Azure Resume Examples & Samples

Contribute to the recruitment, engagement and readiness of partners who can help the business to scale in capacity
Previous experience with solution selling, based on business value principles, with strong objection handling skills. Deep knowledge and insights in customer collaboration scenarios, business workflows, tools and resources used by customers
High degree of collaboration with multiple Microsoft sales personnel, as well as Microsoft partners. Building our partner ecosystem via enablement and readiness assistance
Understanding of IaaS and data center based solutions will be an added advantage
Strong understanding of cloud computing technologies, business drivers and emerging trends as well as the impact of these on partners and customers
Account Management and prioritization excellence. Identify and propose specific strategies, initiatives and remedies necessary to align Microsoft technology with corporate objectives
Ability to effectively present and sell to a wide range and size of audiences from IT Pro to CxO to business decision makers. To develop and deliver solution & technical presentations with customers and to tailor content to audience as appropriate
A modern understanding of issues surrounding deployment, management, security and integration of technologies and solutions is also required
Negotiation skills, deal-strategy with financial analysis. Strong objection-handling skills
Strong, track record of solution selling, based on business value principles, including 5 years of experience focused on selling Cloud or Cloud Related solutions
7+ Years of solutions sales experience
Successful candidates will have a BS/BA degree (or higher) along with equivalent work experience

Principal Solution Specialist Resume Examples & Samples

Proven record of effective account management, including Account Planning, Opportunity Generation and Management, Communication Plans, and Business Management Excellence
Excellent communication and cross-group collaboration skills are mandatory
Knowledge of competitive solutions including Oracle, DB2, open source, and emerging cloud technologies
BA/BS or MS degree in Business, Computer Science or related discipline is highly desired. MBA is preferred. This role will be based out of the Irvine office. No relocation assistance is available

Principal Solution Specialist Resume Examples & Samples

In-depth knowledge of competitors
Demonstrated project management skills
Listening to customers (as opposed to telling/selling), probing for business process pains and opportunities, in an effort to meet or exceed their expectations
Leveraging partner solutions to continuously find ways to solve customer needs

Principal Solution Specialist Resume Examples & Samples

Works with the sales team (E.g. Account Managers, Account Technology Strategists, Datacenter, Azure, Incubation, Services, etc.) to develop account plans to drive the above outcomes, and to pursue identified opportunities, formulating a unified account strategy which aligns Microsoft and key Microsoft partners based on identified opportunity parameters
5-10 years’ selling to Public Sector Customers (Preferably Ontario Government)
Strong knowledge of enterprise software solutions and platform competitor landscape - especially Oracle and AWS
Keeping the group working toward a common shared outcome or goal

Principal Solution Specialist Resume Examples & Samples

Needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and
Deal negotiation
Understanding of Microsoft server products and/or complementing solutions. The position requires the ability to articulate and present the
Business value of Microsoft's solutions and have a firm understanding of Microsoft's strategies and products relative to major Microsoft
Competitors

Principal Solution Specialist Resume Examples & Samples

Experience leading multi-million-dollar deals requiring orchestration of large, dispersed, virtual teams composed of industry, solution, technical, licensing and legal team members - competitive Selling experience required (Google, AWS, Etc.)
Depth of competitive knowledge and a thorough understanding of the development of winning sales strategies for cloud services
Demonstrated leadership through effective coaching of field sales teams across management and Individual Contributors
Demonstrated ability to step in and take control of highly competitive and tense situations in collaboration with local sellers
Proven ability to engage with key stakeholder groups internally and externally to remove blockers to customer and sales success and help continuously improve Microsoft’s impacts with our customers
Passion for driving tangible customer business success through their adoption of our cloud services

Data Platform Principal Solution Specialist Resume Examples & Samples

8+ years' experience selling business solutions to large/global enterprise customers with a focus on data platform technologies
Gain deep understanding of the customer’s business to identify key value drivers and have the ability to coordinate complex sales cycles, leading matrix sales teams to deliver solutions based on Microsoft and partner products
Works with the sales team to develop account plans to drive the above outcomes, and to pursue identified opportunities, formulating a unified account strategy which aligns Microsoft and key Microsoft partners based on identified opportunity parameters

Principal Solution Specialist Financial Services Resume Examples & Samples

Ability to orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams through influence based on
Demonstrated experience related to the ability to recruit and convince others to participate in achieving group goals
Ability to apply people, process, and a broad range of platform technologies (on-prem, private, and public cloud) to creatively solving complex business problems

Principal Solution Specialist Resume Examples & Samples

Leading Public Cloud discussions with our Partners and helping them understand the business opportunities that are available with Public Cloud with Microsoft
Driving the partner to build or migrate their service offerings, solutions and applications onto Windows Azure for global distribution
Driving the partners to create and execute, a Go To Market sales and deployment plan, to ensure fiscal year and long term revenue and consumption goals are achieved. This includes monitoring that the partner has a healthy pipeline of business and ensuring the partner is hiring or readying the right technical and sales resources
Reporting to partner as business objectives / business value conditions are met
Business development with Partners

Principal Solution Specialist PS Resume Examples & Samples

Identifying accounts that have high potential for rapid cloud adoption and significant Azure revenue. -Establish deep relationships with key business and technical stockholders that have the power to drive long-term cloud adoption within their company
Develop customer’s buying vision for how Microsoft Azure can help them reduce costs and increase business agility
Proven track record of driving decisions collaboratively, resolving conflicts and ensuring follow through -Understanding of cloud computing technologies, business drivers, and emerging computing trends -Ability to connect technology with measurable business value
Understanding Government Compliance and Security Requirements
Understands the customer’s business
Cloud Solutions Architecture

Principal Solution Specialist Resume Examples & Samples

Identify accounts that have high potential for rapid cloud adoption and significant Azure revenue. ? Establish deep relationships with key business and technical stockholders that have the power to drive long-term cloud adoption within their company. ? Develop customer?s buying vision for how Microsoft Azure can help them reduce costs and increase business agility. ? Create and execute sales and consumption plans to ensure fiscal year and long term revenue and consumption goals are achieved ? Develop and maintaining a healthy pipeline of business ? Lead Public Cloud discussions with our customers and help optimize their IT environment and investments ? Interface with both the generalists and specialists in the MSFT sales and delivery teams (including partners, services, Internal Microsoft Product / Service organizations) focused on revenue AND consumption of the Azure platform in high potential accounts ? Report to customer as business objectives / business value conditions are met ? Ensure a consumption plan is built for all wins, the plan is executed and Azure consumption targets are met
Demonstrated experience and expertise selling technology solutions to senior business and IT decision makers by reinforcing the value of the technology to the customer?s overall business pain and/or strategic opportunities
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

Principal Solution Specialist Resume Examples & Samples

Develop customers buying vision for how Microsoft Azure can help them reduce costs and increase business agility
Develop and maintaining a healthy pipeline of business Lead Public Cloud discussions with our customers and help optimize their IT environment and investments
Demonstrated experience and expertise selling technology solutions to senior business and IT decision makers by reinforcing the value of the technology to the customers overall business pain and/or strategic opportunities
History of holding and consistently exceeding quota Proven track record of driving decisions collaboratively, resolving conflicts and ensuring follow through

Principal Solution Specialist Resume Examples & Samples

History of holding and consistently exceeding quota Proven track record of driving decisions collaboratively, resolving conflicts and ensuring follow through Understanding of cloud computing technologies, business drivers, and emerging computing trends
Ability to connect technology with measurable business value Proven experience in the following key areas: o Needs analysis and envisioning, in-depth knowledge of competitors, understanding of the customer’s business, system and application design, cloud solutions architecture
Being welcomed by top customer management to discuss new ideas and approaches o Acting as a mentor for less experienced Azure sellers

Principal Solution Specialist Resume Examples & Samples

Identifying accounts that have high potential for rapid cloud adoption and significant Azure revenue
Establish deep relationships with key business and technical stockholders that have the power to drive long-term cloud adoption within their company
Develop customer's buying vision for how Microsoft Azure can help them reduce costs and increase business agility
Creating and executing a sales and deployment plans to ensure fiscal year and long term revenue and consumption goals are achieved
Developing and maintaining a healthy pipeline of business
Leading Cloud discussions with our customers and help optimize their IT environment and investments
Interfacing with both the generalists and specialists in the MSFT sales and delivery teams (including partners, services, Internal Microsoft Product / Service organizations) focused on revenue AND consumption of the Azure platform in high potential accounts
Reporting to customer as business objectives / business value conditions are met
Ensuring plan execution and Azure consumption targets are met
Strong, track record of solution selling, based on business value principles, including 5 years of experience focused on selling Cloud or Cloud Related Solutions
Demonstrated experience and expertise selling technology solutions to senior business executives and IT decision makers by reinforcing the value of the technology to the customer's overall business pain and/or strategic opportunities
History of holding and consistently exceeding quota
Proven track record of driving decisions collaboratively, resolving conflicts and ensuring follow through
Understanding of cloud computing technologies, business drivers, and emerging computing trends
Ability to connect technology with measurable business value
Needs Analysis and Envisioning
Understanding Compliance and Security Requirements
In-depth knowledge of competitors
Understands the customer's business
System and application design
Cloud Solutions Architecture

Principal Solution Specialist Resume Examples & Samples

Develop customers buying vision for how Microsoft Azure can help them reduce costs and increase business agility
Reporting to customer as business objectives / business value conditions are met. Ensuring plan execution and Azure consumption targets are met
Strong, track record of solution selling, based on business value principles, including 5 years of experience focused on Cloud or Cloud Related solutions
Demonstrated experience and expertise selling technology solutions to senior business executives and IT decision makers by reinforcing the value of the technology to the customers overall business pain and/or strategic opportunities
Proven experience in the following key areas: Needs Analysis and Envisioning, Understanding Compliance and Security Requirements, In-depth knowledge of competitors, Understands the customer’s business, System and application design, Cloud Solutions Architecture

Principal Solution Specialist Azure Resume Examples & Samples

Extensive banking domain expertise and expertise working in Business roles at a company in the banking 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
Experience being a customer Trusted Advisor as demonstrated by frequent invitation to present and advice senior BDMs

Principal Solution Specialist Resume Examples & Samples

5+ years of experience selling business solutions to large/global enterprise customers with a focus on data platform technologies
Works closely with the customer decision makers to identify solution decision criteria, orchestrates the virtual team to identify and execute the plan to deliver against the criteria
Facilitates deeper account/opportunity engagements to accelerate solution opportunities and ensure that supporting technical and consulting resources are driving solutions targeted to key solution decision criteria
Creates and presents deliverables targeted to address identified customer needs

Principal Solution Specialist Resume Examples & Samples

5 years cloud based solution selling
A strong track record of solution selling, based on business value principles
Demonstrated experience and expertise selling technology solutions to senior business and IT decision makers by reinforcing the value of the technology to the customer overall business pain and/or strategic opportunities
Proven experience in the following key areas: needs analysis and envisioning, in -depth knowledge of competitors, understanding of the customer business, system and application design, and cloud solutions architecture
Experience being a Trusted Advisor for customers by: Working effectively with all levels in the customer organization helping them understand and solve their business problems

Data Platform Principal Solution Specialist Resume Examples & Samples

Strong, proven track record of consistently holding or exceeding quota using a consultative/solution selling approach, focused on solving Enterprise customer problems with Line of Business solutions, within customers and markets that require a “break the mold” approach (e.g., size of transactions, complexity of sales, shifts in perception, etc.)
Solutions Architecture o Needs Analysis and Envisioning
Excellent executive communication skills, strong writing and presentation skills, a comprehensive knowledge of key partners and applications, and the ability to direct efforts of cross-functional teams
20-40% travel is required

Principal Solution Specialist Resume Examples & Samples

Ensure a consumption plan is built for all wins, the plan is executed, and Azure consumption targets are met
5 years of experience selling Cloud or Cloud related solutions
Strong track record of solution selling, based on business value principles
Understanding of cloud computing technologies, business drivers, and emerging computing trends to connect technology with measurable business value

Principal Solution Specialist Azure Resume Examples & Samples

Identifying new areas within your accounts that have high potential for rapid cloud adoption and significant Azure revenue
Establishing deep relationships with key business and technical stockholders that have the power to drive long-term cloud adoption within their company
Developing the customer buying vision for how Microsoft Azure can help them reduce costs and increase business agility
Leading Cloud discussions with our customers and help optimize their IT environment and investments
5 years of experience focused on selling Cloud or Cloud Related solutions required
Strong, track record of solution selling, based on business value principles preferred
Preferred demonstrated experience and expertise selling technology solutions to senior business and IT decision makers by reinforcing the value of the technology to the customer overall business pain and/or strategic opportunities
History of holding and consistently exceeding quota preferred
Proven track record of driving decisions collaboratively, resolving conflicts and ensuring follow through preferred
Preferred understanding of cloud computing technologies, business drivers, and emerging computing trends
Preferred ability to connect technology with measurable business value
Cloud sales
In-depth knowledge of cloud competitors
Up to 40% travel

Principal Solution Specialist Resume Examples & Samples

Leading Public Cloud discussions with our customers and help optimize their IT environment and investments
Demonstrated experience and expertise selling technology solutions to senior business and IT decision makers by reinforcing the value of the technology to the customer
Overall business pain and/or strategic opportunities
Proven track record of driving decisions collaboratively, resolving conflicts and ensuring follow through Understanding of cloud computing technologies, business drivers, and emerging computing trends
Understands the customer business

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