Solution Spec Resume Samples
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Solution Spec Resume Samples
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OH
O Hansen
Ona
Hansen
579 Hoeger Street
Dallas
TX
+1 (555) 334 7413
579 Hoeger Street
Dallas
TX
Phone
p
+1 (555) 334 7413
Experience
Experience
Houston, TX
Solution Spec
Houston, TX
Stokes-Auer
Houston, TX
Solution Spec
- Developing and sharing best practices to drive pipeline velocity and compelling events to close
- Driving Sales Excellence: pipeline management, reporting, forecast accuracy, landing of Cloud Principles, CDF, etc. at a local level
- Share insights learned with the various corporate teams at Microsoft: engineering, marketing, EPG sales, etc
- Ensure partner readiness by developing a plan to build partner marketing, sales, integration and support capabilities
- Creating and executing a sales and deployment plans to ensure fiscal year and long term revenue and consumption goals are achieved
- Proven track record of leading complex sales and exceeding quota
- Developing and managing a healthy pipeline of qualified opportunities for both Billed Software revenue as well as Azure Consumed revenue
Houston, TX
Principal Solution Spec
Houston, TX
Kilback-Homenick
Houston, TX
Principal Solution Spec
- Create and execute sales and consumption plans to ensure fiscal year and long-term revenue and consumption goals are achieved
- Being welcomed by top customer management to discuss new ideas and approaches
- Ensure a consumption plan is built for all wins, the plan is executed, and Azure consumption targets are met
- Develop and maintaining a healthy pipeline of business
- History of holding and consistently exceeding quota
- 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
- 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
present
Houston, TX
Principal Solution Spec Azure
Houston, TX
Wolf-Lowe
present
Houston, TX
Principal Solution Spec Azure
present
- Create and execute sales and consumption plans to ensure fiscal year and long term revenue and consumption goals are achieved
- Ensure a consumption plan is built for all wins, the plan is executed and Azure consumption targets are met
- Working effectively with all levels in the customer organization helping them understand and solve their business problems
- Developing and maintaining a healthy pipeline of business
- Establish deep relationships with key business and technical stockholders that have the power to drive long-term cloud adoption within their company
- Developing customer’s buying vision for how Microsoft Azure can help them reduce costs and increase business agility
- Develop customer’s buying vision for how Microsoft Azure can help them reduce costs and increase business agility
Education
Education
Bachelor’s Degree in Business
Bachelor’s Degree in Business
University of Cincinnati
Bachelor’s Degree in Business
Skills
Skills
- 100 Level knowledge of basic Microsoft platform technologies
- Excellent communication skills, and the ability to persuade others through presentations, demonstrations, and written communications
- Self-starter with the ability to think and act independently and do what’s appropriate to meet the customers’ expectations
- Knowledge of enterprise software solutions and platform competitor landscape
- Demonstrated ability to successfully manage and grow revenues within a diversified territory
- Ability to orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams -- through influence
- Effectively managing sales pipeline with predictable business results that exceed revenue targets
- Previous experience with solution selling based on business value principles, with strong objection handling skills
- Strong verbal and written communication, presentation, and organizational skills
- Demonstrated ability to identify, lead, and efficiently close large-scale, complex deals
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1
Solution Spec Applt Resume Examples & Samples
- Strong, proven track record of consistently delivering against quarterly quota metrics using a consultative, collaborative, solution selling approach
- Demonstrated experience and expertise selling technology to Enterprise accounts. Adept at aligning technology business value to the customer’s business pains and priorities
- Proven record of effective account management, including Account Planning, Opportunity Generation, Pipeline Management, Communication Plans, and Business Management Excellence
- Data Management, Integration and Architecture
- Solutions Architecture, Needs Analysis, and Envisioning
- Database and analytics competitive landscape
- Analytics, Big Data, Business Intelligence, Data Warehouse
- Team-based solution selling, incorporating multiple roles into a sales campaign
- Is a resourceful and assertive problem-solver, leveraging internal and partner resources where and when needed to do what’s right for the customer and for the organization
- Works effectively within a virtual team, leading the strategic account direction by owning opportunities, and coordinating execution with numerous team members
- Listens to customers, probing for business process pains and opportunities, in an effort to meet or exceed their expectations
- Leverages partner solutions to continuously find ways to solve customer needs. In-depth knowledge of targeted customers’ Line of Business decision-makers (VPs of Sales, Operations, HR, Marketing, etc.), the business applications they use and/or develop and the challenges they face with these applications
2
Solution Spec Prod Resume Examples & Samples
- Solution Selling Experience: Proven success with enterprise customers, working knowledge of solution-selling strategies and tactics and business value selling
- Prioritization Excellence: Demonstrated strategic time management and multitasking skills. Effectively manages sales pipeline with predictable business results that exceed revenue targets
- Demonstrated ability to perform beyond the typical sales role, e.g. breaking the mold in terms of size transaction and complexity of sale
- Demonstrated ability to develop strong relationships with counterpart sales teams in key partners (SIs, Outsourcers, and ISVs)
3
Solution Spec Proj Resume Examples & Samples
- Growing the online and on-premises Project business by prospecting, qualifying opportunities, Driving evaluations, proposing solutions and closing deals
- Closing business by reinforcing the business value of solutions and acting as an interface between customers and Partners/Services
- 5-10 years of related sales experience in the project management domain and BS/BA degree is required. MBA preferred. This position will cover Microsoft's Mid-Atlantic States District, with location in our Chevy Chase, MD office. Requires approximately 30%-40% travel
4
Solution Spec Project Resume Examples & Samples
- Growing the online and on-premises Project business by prospecting, qualifying opportunities, driving evaluations, proposing solutions and closing deals
- Exhibiting outstanding operational excellence - including monthly/quarterly forecasting, CRM entry and hygiene, opportunity management and virtual team orchestration
- Bringing customers to agreement on the business value of proven solutions - including detailed financial analysis such as Total Cost of Ownership (TCO) and Return on Investment (ROI)
- Successful track record prospecting, developing, and closing complex sales directly with decision makers in major accounts
- Deep experience and understanding of the Project and Portfolio management business including understanding the drivers and the connection to business collaboration, innovation management, application lifecycle management and product management is desired. Candidate is preferably PMI certified or a member of MPUG
- Knowledge and experience in working with Cloud offerings, SaaS
5
Solution Spec Prod Resume Examples & Samples
- 200 to 300 Level knowledge in business workflows, customer collaboration scenarios, business process integration within customers’ Lines of Business and/or within specific industries or verticals
- 200 Level knowledge of the tools and resources used by customers and their Lines of Business (e.g., financial metrics and statements, industry and analyst reports, executive dashboards, etc.)
- 200 Level knowledge in significant IW & Collaboration enterprise products: Microsoft Office, InfoPath, OneNote, Project EPM, Project Standard, Visio, Exchange Server, SharePoint Portal Server, Lync, and Exchange including the ways in which these products are interconnected
- SalesForce.com (Chatter)
- Previous versions of Microsoft IW & Collaboration products and solutions
- Strong objection-handling skills
- 7-10 Years of software sales experience. This position will be based in the San Francisco bay area market. Some travel is required
6
Principal Solution Spec Resume Examples & Samples
- Demonstrated experience and expertise selling technology to senior business decision-makers by reinforcing the value of the technology to the customer’s overall business pain and/or strategic opportunities
- Extensive (10+ years) experience in selling Platform Solutions to large enterprises
- Demonstrated track record of success in selling complex solutions to large companies. In addition, solution selling experience with ERP and/or Business Intelligence solutions is also a plus
- Demonstrated the ability to develop and maintain CxO-level and senior business line executive relationships with Enterprise customers and map IT and development goals to business initiatives
- Experience in working with a virtual sales team, Solution Integrators (SIs) and Independent Software Vendors (ISVs) to identify customer problems, opportunities and requirements and to prospect, qualify and drive opportunities to closure
- Solid understanding of Microsoft server products and complementing solutions
- Knowledge of competitive solutions including Oracle, DB2 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 San Francisco or Mountain View offices. No relocation assistance is available
7
Dir Solution Spec Project Resume Examples & Samples
- Engaging directly with Microsoft’s Enterprise (EPG) local senior leadership and account teams to profile, segment and prioritize the business
- Being responsible for developing regional-specific contacts & expertise required to replicate sales and further penetrate identified EPG markets in the targeted geography
- Drive strategic Partner joint planning, developing greater scale from current partner channel, developing joint go-to-market plans that will dramatically increase sales and selling capacity of strategic partners. Includes work with SI’s, Resellers, and LARs as appropriate
- Driving pipeline management, reporting, accurate forecasting, landing of Cloud Principles, CDF, etc. at a local level
- Engaging with senior management roles in the field and at corp. to help drive alignment to deliver continuously improving results via a solid feedback process
- Leveraging the “Customer Decision Framework” (CDF) as a subject matter expert and assisting the local geography ATU & STU resources in developing their own skills/readiness
- Leading/participating in customer sales briefings, EBC’s, MTC’s as needed and assisting in the development of cloud and large strategic presentations. Developing and sharing best practices to drive pipeline velocity and compelling events to close
- Deep competitive knowledge and a thorough understanding of the development of winning sales strategies
8
Solution Spec Resume Examples & Samples
- Recruit, develop, enable and engage Surface Hub partners
- Develop partner business plans through joint planning to target new buyers and new influencers, along with sales target
- Meet or exceed revenue target
- Meet or exceed unit & accessories target
- Partner recruitment and plans
- Partner readiness
- Sales Excellence: Pipeline, Partner-led Revenue, GTM Plans
- SMSP Scorecard goals
- Customer & Partner Experience goals
- New partner insights
- Recruit, develop, engage, and enable Surface Hub device channel partners – focus on a new device channel
- Leverage the provided framework to develop partner internal readiness, sales structure and process as well as marketing
- Enable the managed partner to profitably transform their business model to include Surface Hub sales and support
- Develop the partner DNA to include Surface Hub attach during discussions including Collaboration & Communication (Skype
- Significant related experience
- Strong reseller partner experience
- Significant business development experience, including exposures to content and media (deal making)
9
Principal Solution Spec Azure 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
- 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
- Ability to connect technology with measurable business value
10
Principal Solution Spec Azure Resume Examples & Samples
- Ensure a consumption plan is built for all wins, the plan is executed and Azure consumption targets are met
- 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
11
Principal Solution Spec Resume Examples & Samples
- 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
- Understanding of cloud computing technologies, business drivers, and emerging computing trends
- 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
- Acting as a mentor for less experienced Azure sellers
12
Senior Solution Spec-reseller Resume Examples & Samples
- Develop reseller partner recruitment plan
- Develop partner business plans through joint planning to target new buyers and new influencers, along with sales target setting
- Manage plan through to success and meet joint business goals, revenue, unit & accessories targets
- Exceed revenue quota goals by delivering Hub revenue growth across managed partner portfolio
- Ensure partner readiness by developing a plan to build partner marketing, sales, integration and support capabilities
- Support partners ability to engage every customer on Surface Hub to identify group collaboration scenarios leveraging attach sales strategy
- Utilize field insight, data and case studies to support partners for Surface Hub sales attach
- Build new customer and partner ecosystems and partner fulfillment capabilities for Surface Hub
- Conduct quarterly business reviews with managed partners to understand sales blockers and discuss plans to overcome them
- Establish high partner satisfaction (CPE) by earning a “trusted advisor” status with senior executives down to the field rep level, driving positive outcome against Conditions of Satisfaction, and influencing partner business strategy & planning
- Meet or exceed revenue target (RBI)
- Meet or exceed unit & accessories target (CBI)
- Partner recruitment and plans (CBI)
- Partner readiness (CBI)
- Sales Excellence: Pipeline, Partner-led Revenue, GTM Plans (CBI)
- Meet Marketing & Sales KPI objectives
- Partner program adoption
- Account Category Share
- All up account relationship
- Audio/Visual & hardware sales, integration, collaboration experience
- Strong relationship building and negotiation skills
- Deep understanding of the current AV/, communications and collaboration markets preferred
13
Senior Solution Spec Resume Examples & Samples
- Inspiring customers with our current and future roadmap for the Productivity Platform by delivering the vision and customer value proposition onsite or through the CIE experience at MTC
- Creating and maintaining solution opportunity generation plans that contribute to Account Planning efforts within the ATU
- Developing a healthy pipeline of qualified opportunities for Office 365, Office, Exchange Server, SharePoint and Lync delivered either as Software deployed on-premise, or delivered on-line. Working with the ATS during Account Planning/IO Discovery to 1) complete customer profiles relative to Business Productivity Infrastructure Optimization, 2) target key influential wins, and 3) identify online opportunities based on targeting guidance
- Ensuring the EPG Scorecard metric is green every quarter by developing a healthy pipeline of opportunities
- Ensuring handoffs to and engagements with the appropriate resources (within the ATU or STU, to partners and/or Services) at the appropriate phase of the Microsoft Sales Process (MSSP)
- Bringing customers to agreement on the Productivity Platform
- Working with ATU team members, partners and/or Services to close deals by acting as an interface between customers and Partners/Services by reinforcing the business value of the platform and solution
- Contributing to the recruitment, engagement and readiness of partners who can help the SSP PRODUCTIVITY role scale in capacity
- Delivering reference able and satisfied accounts, including competitive wins, that can be leveraged in future sales engagements
- 200 Level Knowledge of Office 365200 level knowledge of Customer Decision Framework to help qualify out customers for our online offerings
- Real Time Collaboration technologies: VoIP and conferencing Technologies, Competing Voice Solutions, IBM/Lotus Notes, Cisco, Google
- Portals, Collaboration & Search: Point solutions or Suites from Google, IBM, CISCO, SAP & Oracle
14
Solution Spec Resume Examples & Samples
- Contribute and participate in the account planning with respective ATUs/STUs to build solid plans including opportunity generation to achieve and exceed quota for assigned workloads. Building and maintain relationships with key contacts within assigned territory. Monitor the pipeline and its health through team reviews, inputting into the appropriate tools and identifying stalled or disengaged opportunities
- Qualify prospects into opportunities by using consultative approaches such as risk diagnostics, explaining how customers can enable key Enterprise Application scenarios in their current Microsoft platform including both 1st and 3rd party solutions that contributes to Microsoft business
- Determine the appropriate solution to address the customer’s pain or opportunity, pulling together an effective v-team (ATU, STU, etc.) and evaluation/engagement plan, sourcing opportunities to the appropriate partners and/or Services
- Coordinating sales engagements with STU (e.g., ADS, POC, etc. led by Technical Sales Professional (TSP), Services, Engineering) and communicating back to customers and internal team members after all engagements
- Building and maintain solution selling skills through formal readiness activities and learning on the job for Cloud Platform solutions (including Microsoft Azure, Azure Media Service, Azure App Service and related)
- Solid understanding of Microsoft cloud 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
- Proven record of effective account management, including Account Planning, Opportunity Generation and Management, ITDM and BDM Communication, and Business Management Excellence
15
Solution Spec Resume Examples & Samples
- Wins/Attainment - Exceed quarterly OFFICE365 Customer Add and revenue attainment goals by…
- Readiness lead - Support the district readiness lead by sharing S+S readiness plan for your geography. Ensure that you’re driving attendance and awareness of readiness events in each ATU
- Maintain vTeam - Maintain a regular pipeline review rhythm with S+S focused incubation sales teams and your dedicated Office 365 sales resources throughout FY13. Participate in US EPG Office 365 Leads vTeam community calls and distribute guidance to key Office 365 offering sellers in your geography
- Own and drive All Mid-Atlantic Office 365 opportunities in CRM
- Exceed OFFICE365 Customer Adds goals for Mid-Atlantic District
- Achieve 3x pipeline for OFFICE365 Customer Adds
- Exceed Assigned User (AU) goals for Mid-Atlantic District
- Exceed Compete metric for Mid-Atlantic District
- Drive 100% of EBR’s to include Office 365 vision discussion
- Drive/Support 4 executive focused marketing events that focus on our Office 365 vision or related offerings
16
Solution Spec Resume Examples & Samples
- Drive customer transition to the cloud by capturing new O365 and O365 ProPlus seats or expanding current ones
- Drive upsell of advanced workloads by attaching (Skype for Business, Visio, Project and CRM Online) to all Office 365 opportunities
- Bringing customers to agreement on the business value of proven solutions - including detailed relevant BDM & Industry use cases, financial analysis such as Total Cost of Ownership (TCO), Return on Investment (ROI), and delivering on detail deployment/consumption planning
- Exhibiting outstanding operational excellence - including monthly/quarterly forecasting, building healthy pipeline, CRM entry and hygiene, opportunity management and virtual team orchestration
- Close business by reinforcing the business value of solutions and acting as an interface between customers, the virtual internal MS Team, Partners and MS Services as appropriate
- Effectively orchestrate supporting productivity resources (Global BlackBelts, TSPs, etc) to prove value, while ensuring quality handoffs with the ATU, MCS, and partners to drive consumption
- Deliver satisfied clients willing to provide references that can be leveraged in future sales engagement
- Have the ability, characteristics, and determination to compete effectively against skilled and diverse competition
- Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.), sales methodologies (equivalent to MSP/CDF), presentation skills, negotiation skills, financial analysis, Line of Business applications, Telecommunications/telephony, MOD product line, Unified Communications, business process consulting or automation, CRM, MCSE
17
Solution Spec Resume Examples & Samples
- 4 Years’ experience presenting technical solutions to all levels of technical and business stakeholders
- Collaborate with sales executives to ensure team exceeds product sales quota
- Help customers evaluate unified communications
- Develop pilots/proof-of-concepts supporting sales opportunities
- Work with prospective customers to help them drive unified communication solutions by addressing technical and process barriers
- Work with field sales teams to identify, qualify and strategize approaches to developing new business opportunities
- Effectively present technical solutions to a wide range and size of audiences including senior IT Leadership
- Develop and maintain a deep understanding of predictive or big data analytics scenarios across industries represented in the territory assigned
- Research competitors as needed to augment and present competitive tools and positioning materials provided by marketing so as to create effective responses to competitor challenges
- Develop detailed technical awareness regarding deployment and implementation of Skype for Business
- Craft responses to customer RFI/RFP's combining content from our RFP Repository, researching additional content, and crafting compelling responses combining them two
- Develop and present technical training as needed
- Build technical relationships with key customer & partner stakeholders
- Maintain strong communications, presentation, and interpersonal skills
- Demonstrated expertise in positioning and delivering technical sales engagements (Demonstrations, Technical Presentations, Design Sessions, Proofs of Concept) to technical audiences and IT decision makers
- Professional technical sales experience with a track record of consistently meeting or exceeding quota is preferred
- Deep technical understanding of unified communications technologies and solutions and continue to learn new technologies and solutions in an unstructured environment
- Demonstrated strategic time management and multitasking skills
- Creativity and resourceful problem solving ability enabling the candidate to leverage internal and partner resources where and when needed to meet customer needs
- Ability to work effectively within a virtual team, taking strategic direction from opportunity owners and considering inputs from team members
- Ability to listen to customers (as opposed to telling/selling), probing for business process pains and opportunities, in an effort to meet or exceed their expectations
18
Solution Spec Platform Resume Examples & Samples
- Extensive experience (12+ years) in selling software solutions to large enterprises (Fortune 20-500)
- 8+ years selling Database &/or Application Platform solutions
- Candidate must have a growth mindset
- Demonstrated consistent track record of success in selling complex solutions to large companies
- Proven ability to exceed quota and commitments
- Core understanding of Microsoft server products, cloud offerings 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
- Experience is delivering proactive proposals based on business and IT needs Experience in responding to and developing RFI/RFP proposals is desirable
- Some travel is required
19
Solution Spec Resume Examples & Samples
- Leading the selling effort for complex Cloud Productivity solution sales opportunities where Power BI and/or Delve Analytics are the key customer drivers, helping to exceed sales & consumption targets
- Engaging directly with Microsoft’s Enterprise (EPG) subsidiary/district leadership and account teams to profile, segment and prioritize the business
- Being responsible for developing regional-specific contacts & expertise required to replicate sales and further penetrate identified EPG markets in the territory
- Driving Sales Excellence: pipeline management, reporting, forecast accuracy, landing of Cloud Principles, CDF, etc. at a local level
- Developing and sharing best practices to drive pipeline velocity and compelling events to close
- C-level consultative selling
- Strategic sales leadership combined with strong ability to execute and drive for results in ambiguous environment; confident executive engagement and communication to C-level
- Deep understanding of the Business Intelligence and Analytics market space and solutions such as Tableau, Qlik, or similar products
- Hands-on experience with data modeling - connecting, transforming, and mashing up data
20
Solution Spec Prod Resume Examples & Samples
- Creating and maintaining solution opportunity generation plans that contribute to Account Planning efforts in partnership with the Account Team Unit based on targeted guidance
- Developing a healthy pipeline coverage of qualified opportunities covering all Productivity workloads including collaboration, document management, email messaging, real-time communications, enterprise social, and project management, delivered either as a service or software deployed on-premises
- Leading and owning Productivity opportunities through Microsoft Selling Process sales stage in Enterprise Accounts. This includes coordination of Microsoft and Partner resources to successfully close opportunities in alignment with forecast
- Experience selling Office 365 or more than 1 of the following workloads; Exchange, SharePoint, Yammer, OneDrive or Skype for Business
- 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 “Challenger Sales” approach (e.g., size of transactions, complexity of sales, shifts in perception, etc.)
- Ability to communicate effectively, and develop lasting relationships with “C” level executives, including senior business or technical leaders with the highest levels of business acumen and expertise
- Proven results leading teams to win complex sales cycles and negotiations. Prefer Microsoft or equivalent Productivity technologies and/or services
- Deep solution selling skills with the ability to understand the customer’s business and IT pains, and map to clearly defined business value. Must be able to identify risks, and translate the feature and function set into customer solutions, disqualify opportunities early in the sales cycle, and win against the competition
- Developing strong, strategic partners engaged in immediate and long-term strategic opportunities and committed to Microsoft
- Is a resourceful problem-solver, leveraging internal and partner resources in assigned opportunities where and when needed to do what’s right for the customer
21
Solution Spec DC Resume Examples & Samples
- Creating and executing a business plan to ensure your product's revenue and unit goals are achieved
- Articulating the private, hybrid, and public cloud value On-premises and Azure wins for Microsoft
- Developing in-depth understanding of the platform and related solutions and the value they bring in solving business problems
- Increasing deployment of Windows Server Platform in your customer set
- Driving customer and partner satisfaction for your products and solutions
- High degree of collaboration with multiple Microsoft sales personnel, as well as Microsoft partners
22
Principal Solution Spec Resume Examples & Samples
- Developing and maintaining a healthy pipeline of business
- 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 to Governments
- 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
23
Solution Spec DYN Resume Examples & Samples
- Customers who are interested in understanding and adopting a business solution
- Microsoft partners and MCS contacts who can assist with sales and/or solution development and deployments
- Analysts and consultants who can effectively influence customers & key decision makers
- Internal ATUs, STU, MTC, Dynamics and Federal Leadership
24
Solution Spec DC Resume Examples & Samples
- Developing and managing a healthy Azure, Server Virtualization and Management Solutions pipeline of qualified opportunities
- Increasing deployment of Windows Server Platform and Hyper-V in your customer set
- Practical knowledge and experience of Microsoft Cloud, Server platform technologies, customer operational issues and 3rd party integration with the Windows platform is preferred
25
Senior Solution Spec Resume Examples & Samples
- Driving high impact, “bet your business” type solutions (Tier 1 applications) that engage the customer, drive product revenue, and leverages the Microsoft eco-system
- Increases sales demand at the targeted accounts as measured by short and long term pipeline and revenue growth
- Solution Opportunity Revenue and Market Share through New and/or Leveraged Investments in Microsoft Technologies
- Meet or exceed Commitments (MBOs)
- Detailed Solution Opportunity Generation Plans that Contribute to Overall Account Planning
- Healthy, Valid Solution Opportunity Pipeline
- Prospected and Qualified Opportunities
- Effective Opportunity Development
- Customer Satisfaction as measured by Microsoft Customer Survey
- Customer Agreement that Solutions Demonstrated Provide Business Value: Closed Deals in Collaboration with ATU/STU Team Members, Partners and/or Services
26
Solution Spec DC Resume Examples & Samples
- Creating and executing a sales plan to ensure your revenue goals are achieved
- Bringing customers to agreement on the business value of Microsoft’s Datacenter solutions
- Leading Private Cloud discussions with our customers and help optimize their Datacenter environment
- Help lead customers to the cloud using products such as Windows Azure
- Close Enrollment for Core Infrastructure agreements as the primary licensing mechanism for the Datacenter
- Understanding of cross-platform management and integration into 3rd party systems
- Understanding of Microsoft’s competition in the datacenter
- Strong cross-boundary collaboration, drive for results with the ability to impact and influence
- Travel - The ability to cover a territory from Cleveland through Columbus and parts of Cincinnati (25-50% travel)
27
Dir Solution Spec STU Resume Examples & Samples
- Hire, motivate, coach and continuously develop highly-performing Productivity, Communications, and Project SSP/TSP teams to meet or exceed quota and win rates
- Lead team in creating new business plans that align resources, focus, and execution to exceed cloud productivity quota, scorecard, and share goals with efficient use of subsidiary and corporate resources
- Lead team opportunity generation plans that deliver healthy 180 day pipeline coverage
- Develop a resource allocation strategy that enables effective opportunity engagement and delivers healthy close rates and revenue across covered segments
- Develop, manage and accurately forecast a valid pipeline that covers at least 150% of targets through frequent inspection and deal-coaching and delivers healthy workload close rate and +/- 5% forecast accuracy
- Grow and maintain a healthy productivity partner ecosystem and partner seller community ensuring 70% of solution pipeline has partners attached
- Ensures high-quality deployment plans are in place in FastTrack portal for each STU owned Office 365, Project Online, Skype for Business, and CRM OL Opportunities
- Grow and nourish a set of local satisfied reference accounts that can be leveraged in future sales engagements
- Execute a structured Rhythm of the Business (ROB) delivering a sustainable and predictable business
- Year-over-year improvement in Workgroup Health Index (WHI) scores with strong team readiness plans in place that focus on solution/business selling knowledge while keeping up to date on newly released Office 365 roadmap capabilities
28
Solution Spec Ialist Resume Examples & Samples
- Creating and executing on a business plan to ensure your product's revenue goals are achieved
- Developing a healthy pipeline of qualified opportunities, while also driving opportunities to closure, and driving a consistently reliable business forecast
- Bringing customers to agreement on the business value of Microsoft datacenter and private cloud solutions (comprised of Windows Server and System Center Server Management Suite)
- Ensure appropriate resources are engaged to help customers evaluate proposed solutions
- Contribute to the recruitment, engagement and readiness of Partners who can help the Solution Sales Professional drive business
- Team effectively with other Account Managers, Account Technology Strategists, other SSP’s, Partners, Marketing, & other virtual team resources to meet your goals and customer needs
- Maintain a current understanding of Microsoft’s strengths relative to the competition and effectively communicate those strengths to customers in a positive manner. Knowledge of VMware, BMC, HP, IBM, and other datacenter management and private cloud technologies is a plus
- Secure references, and ideally case studies, relating to satisfied customers that can be leveraged in future sales engagements
- Strong, proven track record of solution selling, based on business value principles, experience focused on selling solutions to solving Enterprise customer problems thru technology
- Demonstrated experience and expertise in 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
- History of holding and consistently exceeding quota - Strong communications, presentation, negotiation and interpersonal skills
- Practical knowledge and experience with Microsoft Server Platform Technologies, customer operational issues and 3rd party integration with the Windows platform is preferred
- Ability to articulate the business value of the Microsoft platform by positioning Windows Server, Windows Azure, Systems Center Suites and Forefront Security products in competitive scenarios
- Account Management and Prioritization Excellence: Demonstrated strategic time management and multitasking skills
- Effectively manages sales pipeline with predictable business results that exceed revenue targets
- High degree of collaboration with multiple Microsoft sales personnel and leaders, as well as Microsoft Partners will be required for success
- History of meeting or exceeding quota
- Strong communication, presentation, negotiation and interpersonal skills
- Required Travel: - Based on business needs. Limited to the predominately to visiting customers within the Greater Toronto Area, with potential for up to two of three conferences and training events per year in the USA
29
Solution Spec Applt Resume Examples & Samples
- Demonstrated track level of success in selling complex solutions to large companies
- Experience with Solutions Oriented Architecture is highly desirable
- Solid understanding of Microsoft server products 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
- Skills required include: 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
- A BA/BS or MS degree in Business, Computer Science or related discipline is highly desired. MBA is preferred
30
Solution Spec Resume Examples & Samples
- Creating and executing a sales and deployment plans to ensure fiscal year and long term revenue and consumption goals are achieved
- Leading Device management and Enterprise Mobility related discussions with customers and helping them to effectively manage their mobility investments
- Strong, track record of solution selling, based on business value principles, including 5 years of experience focused on selling mobility, identity or virtualization management solutions
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Dir Solution Spec Resume Examples & Samples
- Blaze the trail to reproducible CRM Online sales success at scale to define a Playbook that can be rolled out to full Microsoft EPG Field
- Win key Marque/Domino Customers in prioritized markets as beach-head wins to accelerate share and revenue growth
- Field lead for integration of CRMOL with other cloud productivity solutions sales
- Lead must-win SFDC Compete deals and contribute to SFDC compete strategy
- Mainstream Sales Productivity with Productivity GBBs and SSPs to ensure they can discover and identify new Sales Productivity opportunities
- Partner with local TZ/Area/Sub Leadership across Dynamics and Segments to ensure CRMOL and Sales Productivity revenue and Net New Seat targets are met or exceeded
- Develop and share best practices for CRMOL for Customers, Sellers and Corp Stakeholders
- Lead/participate in key CRMOL customer sales briefings as needed and direct/assist in the development of Business Cloud presentations and overcoming cloud sales blockers
- 10+ years success in complex Line of Business solution sales, track record of exceeding quota
- Experience leading multi-million dollar business application deals requiring orchestration of large, dispersed, virtual teams composed of industry, solution, technical, licensing and legal team members - Cloud Selling experience required
- Demonstrated strong Line-of-Business Executive Selling experience
- Demonstrated experience in selling to global/multi-national companies
- Deep discipline driving sales processes across account planning, opportunity planning, deal negotiation, customer decision frameworks, evaluation plans and engaging in sophisticated business case discussions
- Ability to partner with senior corporate and engineering leaders to provide customer insight and evolve Microsoft’s Cloud offerings
- Executive maturity. Ability to develop and maintain relationships with senior leaders both within customers and MSFT. Demonstrated experience calling on business decisions makers and C-level executives
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Solution Spec Resume Examples & Samples
- Experience of selling “to the business”
- Proven results leading teams to win complex sales cycles and negotiations
- Preference is Microsoft, competitive or equivalent productivity technologies and/or services
- Deep solution selling skills with the ability to understand the customer’s business and IT pains, map to clearly defined business value. Must be able to identify risks, and translate the feature and function set into customer solutions, disqualify opportunities early in the sales cycle, and win against the competition
- Understanding of core infrastructure, Email design and migration with enterprise companies, and high level network design
- Developing strong, strategic partners engaged in immediate and long- term strategic opportunities and committed to Microsoft
- Bachelor’s Degree or equivalent preferred (but not essential)
- We need you to be a resourceful problem-solver, entrepreneurial and independent seller capable of leveraging internal and partner resources in assigned opportunities where and when needed to do what’s right for the customer
- Ability to communicate effectively with external and internal stakeholders, develop lasting relationships with “C” level executives, including senior business or technical leaders with the highest levels of business acumen and expertise
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Solution Spec Resume Examples & Samples
- This role requires a seasoned solution sales professional with a deep understanding of solution sales and the ability to solve customer business needs through the innovative application of cloud-based business solutions
- Broad industry knowledge is required along with a deep understanding of the technology platform and how to design solutions based on the Microsoft Cloud. Proven experience in driving complex solution sales in a competitive environment against Amazon Web Services (AWS), Google and industry competitors others is required
- Candidates will engage with Fortune 500 customers working with senior Business Decision Makers (BDMs) and Technical Decision Makers (TDMs). Candidates must be able to build trusted relationships, to understand customer business strategies, to position Microsoft cloud-based solutions, to present business value and return on investment (ROI), and new business strategies while being able to demonstrate value and impact of a Microsoft cloud-based solutions
- An in-depth knowledge of the sales motions that lead to successful deal pursuits combined with a demonstrated track record of closing large consulting/support deals and exceeding annual quota targets is vital
- Responsible for deal orchestration, deal structure, developing value based propositions, crafting and selling solutions mapped to customer business outcomes
- Orchestrate both Customer and Microsoft key resources in a virtual team environment to define solution vision and achieve desired business outcomes
- Candidates must have field-based knowledge of competing and winning against solutions and technologies from competitors
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Solution Spec Resume Examples & Samples
- Experience in selling Security, Enterprise Mobility or related solutions. Knowledge of the competitive landscape and how customers assess mobility solutions
- Strong academic background, interest and commitment to ongoing learning
- Industry competency in Consumerization of IT and BYOD strategies
- Comfortable in handling objections to cloud services by leveraging Microsoft’s industry leading position on security, data privacy and transparency
- Proven track record of leading complex sales and exceeding quota
- Challenger seller behaviours focused on business decision makers, robust business cases, clear stakeholder mapping and close plans
- Passion and evangelism for how our enterprise mobility offerings can help our customers
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Solution Spec Resume Examples & Samples
- Inspire customers to transform the way they deliver Productivity tools across their organizations, and enable them to provide their Information and Task Workers new exciting Productivity experiences including social, collaboration, and messaging as a service or on premises across all devices
- Create and maintain solution opportunity generation plans that contribute to Account Planning efforts in partnership with the ATU based on targeting guidance
- Develop a healthy pipeline coverage of qualified opportunities covering all Productivity workloads including Enterprise Social, delivered either as a service or software deployed on-premises
- Lead and own Productivity opportunities from 0% to 80% sales stage in Corporate Accounts and partner with v-team to successfully close opportunities in alignment with forecast
- Manage escalations to local sales management and Win-room to request critical support to secure wins
- Contribute to the recruitment, engagement and readiness of partners who can help the SSP PRODUCTIVITY role scale in capacity
- Deliver reference wins, including competitive ones that can be leveraged in future sales engagements
- 1 or more years of Solution Selling Experience: working knowledge of solution-selling strategies and tactics and business value selling
- 5-7 years sales and or/ consulting experience
- 1 or more years of Strong objection-handling skills
- 200 Level knowledge in significant IW & Collaboration enterprise products: Microsoft Office, InfoPath, OneNote, Exchange Server, SharePoint Portal Server, Lync, and Exchange including the ways in which these products are interconnected
- 200 Level knowledge of Microsoft Office365
- 100 Level knowledge of basic Microsoft platform technologies
- 100 to 200 Level knowledge of competitors and their products
- Google (Google Apps)
- IBM (LotusLive Platform)
- Cisco (Conferencing Products)
- Jive (Clearspace)
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Solution Spec Wwss Resume Examples & Samples
- Interfacing with both the generalists and specialists in the Microsoft sales and delivery teams (including Account Executives, ATS, Datacenter, Azure, Services, Partner etc) focused on consumption growth of the Azure platform in named AWS Reference Accounts and turning those customers into Azure references
- Orchestrate the efforts of matrix sales teams to deliver solutions based on Microsoft and partner products. Align with Microsoft’s mainstream field sellers, ISV and SI partners, Microsoft Consulting Services, Business Desk, and WW C+E to provide 360-degree coverage of opportunities. Ensure that supporting resources are driving solutions targeted to key solution decision criteria
- Provides sales coaching and guidance to the HiPo teams in collaboration with the Azure Landing Leads
- Participate in the area level Quarterly Compete Business Reviews with the Azure and Compete leads
- Engage with the field sales team on the prioritized compete escalations
- Prior work experience in a senior sales position and/or Strong knowledge of cloud computing competitor landscape - especially AWS
- Demonstrated 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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Solution Spec Resume Examples & Samples
- Passion for selling developer tools and cloud technologies
- Demonstrated ability to leverage strategic solution selling approach to solve customer‘s business challenges
- Solid track record of successfully overachieving revenue expectations
- Self-starter with the ability to think and act independently and do what’s appropriate to meet the customers’ expectations
- Strong verbal and written communication, presentation, and organizational skills
- Ability to effectively communicate and collaborate with the broader Microsoft Account Team, Partners, and customers to drive a common plan in a team environment
- Understanding of Microsoft .NET Framework and related Microsoft developer tool and cloud offerings
- Approximately 30% travel is required to support customers and fulfill role requirements
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Solution Spec Mobile Resume Examples & Samples
- Identifying accounts that have high potential for Enterprise Mobility, Virtualization and Client Infrastructure revenue
- 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 Microsoft Enterprise Mobility Suite
- Strong, track record of solution selling, based on business value principles, including 7 years of experience focused on selling mobility, identity or virtualization management solutions
- Knowledge of Microsoft Intune, System Center Configuration Manager, Active Directory Management, Rights Management Services, and desktop Virtualization
- Hybrid Identity Management
- Mobile Device & Application Management
- Desktop Virtualization
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Solution Spec Resume Examples & Samples
- Demonstrable relevant experience selling business solutions to large/global enterprise customers with a focus on data platform technologies
- Effective account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation
- Travelling to different locations to drive sales in the other global downstream organizations
- Ability to drive sales through a complex multi-level selling environment
- 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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Solution Spec Resume Examples & Samples
- Extensive experience (8+ years) in selling software solutions to large enterprises - particularly application solutions, Business Intelligence, Data Warehouse and other tier 1 solutions
- 8+ years selling Data Platform solutions
- Solid understanding of Microsoft server products 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
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Solution Spec Resume Examples & Samples
- Understand customer projects (customer led, led by Microsoft Consulting Services, or by a partner) and identify, position, and close Premier solutions that align to customer projects
- Engage with Fortune 500 customers working with senior Business Decision Makers (BDMs) and Technical Decision Makers (TDMs)
- In-depth knowledge of sales motions that lead to successful deal pursuits combined with a demonstrated track record of closing large consulting/support deals and exceeding annual quota targets is vital
- Proven ability in increasing Service footprint at their customers resulting from solid growth plans and strategies
- Ability to develop executive level relationships
- Rigorous opportunity management and ability to forecast business accurately
- Strong sales closing attitude and skill set
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Solution Spec Wwps EDU Resume Examples & Samples
- Act as a Regional Device Lead - work across local MS EMEA subsidiary teams, Partners, OEMs, Corp and other constituents to win deals
- Provide project management for opportunities, remove sales blockers and act as a resource broker to win deals in the EMEA region
- Work with colleagues in the WW Education Learning Delivery team to deliver Microsoft vision to help education systems deliver improved Student Outcomes through Innovative Teaching & Learning and Data-driven student success scenarios
- Manage a set of top regional opportunities on deal strategy, resource allocation, technical and business requirements in order to secure design wins for the Microsoft platform
- Provide education solution sales expertise to ensure proposed customer infrastructure is Windows and Office “ready” as a way to increase the adoption and penetration of Microsoft technologies within Education customers with 1:1 projects
- Contribute to the development of strategic bid/tender responses for 1:1 opportunities
- Ensure handoffs to and engagements with the appropriate resources (to key roles, such as Account Managers, Account Technical Specialists and Technical Sales Professionals), OEM partners, Publishers and/or services at the appropriate phase of the Microsoft Solution Selling Process
- Contribute to the engagement and readiness of OEM, OC, ISVs, Publishers and authorized hardware reseller partners who can help the scale the business through increased device and apps sales capacity
- Keep a scorecard of industry requirements that will be communicated to executive management and product management
- Provide solution and architectural guidance for “C” level line of business decision makers mapping achievable value from MSFT’s platform, services, solutions, data and devices to District/Institutional strategic goals across functional areas including IT, administrative and academic lines of business
- The Education Solutions Architect must have a deep understanding of the Education industry and technological landscape
- Community Management and Field Enablement
- Provide guidance and leadership for field and education community on the effective positioning and utilization of resources promoting Microsoft’s vision for digital transformation
- Enable the MSFT EDU sales team to position and land solutions that enable specific transformative initiatives focusing on specific critical industry drivers as well as broad solution sets that are dynamic and can be presented in complex heterogeneous environments consistently encumbered by multiple stakeholders, long and variable returns on investment and the digital divide
- Develop and provide critical IP for the field and education community crystalizing the Microsoft value proposition for enabling the transformation of the business of schools as it applies to industry trends and drivers across regions, classifications and missions
- Ensure alignment across technology and industry domains and foster community contributions that enable the growth and expansion of content, materials and solutions that incorporate consideration of the variation across districts, institutions and ministries worldwide
- Business Planning and General Management Take ownership and/or recommendation of the design and implementation of a particular solution offering
- Develop and execute a solution strategy and business plan that support product growth
- Spearhead technical and solution recommendations to product marketing and product development Subject Matter Expertise
- Act as visionary and strategist for solution product area
- Survey market landscape for solution insights, direction, vendors, and methods
- Work with technical writers to ensure quality internal and external client-oriented documentation Speak at trade conferences and seek authorship opportunities in trade publications
- Provide end to end solution and design details Methodology and Quality Assurance
- Lead development of formalized solution methodologies
- Build and maintain repository for deliverables, methodologies, and business development documents
- Collaborates with Project Managers and technical directors to provision estimates, develop overall implementation solution plan, and serve as a lead as required, to implement the installation, customization, and integration efforts
- Oversee aspects of project life cycle, from initial kickoff through requirements analysis, design and implementation phases for projects within the solution area
- Write, or direct the writing of white papers that add further insight and thought in the solution area
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Dir Solution Spec Resume Examples & Samples
- Help the regional teams meeting unit sales goals
- Support accounts managers and Devices sales leads and SSPs to close Surface specific opportunities
- Be the local sales expert - evangelize and support your subsidiary/region to scale
- Help provide support an d visibility to pipeline and forward demand signal for inventory management
- Relevant & Proven Experience: 5 + year's of device hardware sales to the commercial space
- Strong Team Player: Work effectively across teams to solve customer and partner issues, leverage best practices, & deliver results
- Strategic Thinking & Execution: Ability to develop sales and business strategy options, while also being able to successfully execute on complex opportunities
- Able to work to overcome and work around problems that are inevitable in new businesses - positive approach to problem solving and working in partnership with the Surface BG and sales leadership in local market to close big deals
- Strong Communications & Presentation Skills
- Great leadership and strong passion for building and driving a business
- Good understanding of Microsoft’s business model and sales model
- The successful candidate will be an experienced sales leader with a strong track record of results and global sales management experience, with a focus on landing execution through others. They will have experience working with the largest enterprise customers and partners
- The successful candidate will have a bachelor’s degree in business or similar, (MBA a plus) and at least 10 years of successful accomplishments in sales related roles within the high-tech software or services space
- The position requires excellent written and verbal communication skills, strong selling skills, strong execution skills, creativity and the ability to work effectively under deadlines and in complex business environments
- Exceptional cross-team collaboration, impact and influence, and business and strategy leadership competencies are needed for success. The position also requires excellent customer focus, presence and strong drive for sales results
- You must be a highly-motivated self-starter that will demonstrate initiative and ability to work as part of a global, virtual team that creates order out of chaos and demands excellence
- Lastly, this role will be interfacing with senior levels within Microsoft, our partners, clients and key influencers in the market. The candidate will be expected to drive very effective executive communication and have the executive presence necessary to drive joint business strategy and deliver results within Microsoft
- This role is based in Redmond, Washington. The role requires the ability to travel 30%-35% of the time. International travel is also required
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Solution Spec Resume Examples & Samples
- Orchestrate the efforts of matrix sales teams to deliver solutions based on Microsoft and partner products. Align with Microsoft’s mainstream field sellers, ISV and SI partners, Microsoft Consulting Services, Business Desk, and WW C+E to provide 360-degree coverage of opportunities
- Ensure that supporting resources are driving solutions targeted to key solution decision criteria
- Elevate any and all opportunity blockers and insights to the area and/or worldwide Win Rooms, Deal Clinics, and Business Desk
- 8-10 year’s recognized and rewarded experience selling business solutions to large/global enterprise customers
- Proven record of effective account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation
- Prior work experience in a senior sales position and/or strong knowledge of enterprise platform competitors such as Oracle, IBM, SAP, Teradata, or similar
- Deep understanding of cloud computing technologies, business drivers, and emerging computing trends
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Solution Spec Resume Examples & Samples
- University or bachelors’ degree or equivalent is preferred
- 15 years of experience (or higher) of direct sales experience
- A minimum of 10 years solution sales experience in the CRM or related areas
- Proven experience in CRM and complex solution services sales
- Knowledge of Microsoft’s Dynamics CRM Solution products and value proposition
- Strong, proven track record of consistently meeting or exceeding sales targets by using a consultative/solution selling approach
- Large Deal Capture Management experience
- CRM solution sales and deployment
- Complex deal negotiation and contracting
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Solution Spec Resume Examples & Samples
- US Citizen
- 10 years of experience (or higher) in sales, professional services, or business development
- A minimum of 10 years solution sales experience in the HHS domain with experience in Integrated Eligibility, Child Welfare, WIC and general HHS Case Management, etc
- Knowledge of the Federal requirements for WIC, SNAP, TANF, Medicaid Child Welfare, and other HHS programs
- Previous experience working with the U.S. Department of HHS and the U.S. Department of Agriculture
- Knowledge of Customer Relationship Management, Business Rules, and Master Data Management technologies with preference for Microsoft’s Application Platform products, including Azure, and CRM Online
- Knowledge of HHS Conferences and other User Groups (participation is preferred)
- Knowledge of the HHS market and other vendor solutions
- Knowledge of public cloud solutions (e.g. Oracle, Salesforce, Amazon Web Services)
- Strong, proven track record of consistently meeting or exceeding sales targets by using a consultative/solution selling approach and focused on solving Enterprise customer problems with line of business decision makers
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Solution Spec Dynamics Resume Examples & Samples
- Strong sales background with 5+ years technology sales and/or industry experience, in a quota carrying role in software or technology sales
- Experience managing and closing complex sales-cycles; demonstrated ownership of all aspects of territory development and management
- Proven track record of initiating strategic business conversations with executive level management and decision makers
- Strong communication skills with the ability to articulate the advantages of Microsoft technologies to senior business decision makers as well as front-line users
- Previous CRM experience preferred
- BA/BS is required with ability to travel 30+%
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Solution Spec Resume Examples & Samples
- Creating and executing a business plan to ensure your product & apos’s revenue and unit goals are achieved
- Developing and managing a healthy pipeline of qualified opportunities for both Billed Software revenue as well as Azure Consumed revenue
- Leveraging and engagement with partners who can help our customers successfully deploy and consume our technology Develop and present proposals to customers, monitoring the procurement process, facilitating discussions/negotiations between partners and/or Services and making recommendations on additional products or offerings to move deals to close
- Ensure customers realize value from their investment in Microsoft technologies by helping them to consume their cloud commitments and leverage Azure fully possible
- Previous experience with solution selling based on business value principles, with strong objection handling skills
- Practical knowledge and experience of Microsoft Server technologies, customer operational issues, and 3rd party integration is preferred
- Account Management and prioritization excellence
- Successful candidates will have a BS/BA degree or equivalent work experience
- 5+ years of relevant sales experience a must
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Solution Spec Applt Resume Examples & Samples
- A BA/BS or MS degree in Business, Computer Science or related discipline
- 5+ years of enterprise software sales experience
- Demonstrated experience and expertise selling technology to Enterprise accounts
- Adept at aligning technology business value to the customers’ business pains and priorities
- Listens to customers, probing for business process pains and opportunities to meet or exceed their expectations
- Leverages partner solutions to continuously find ways to solve customer needs. In-depth knowledge of targeted customers Line of Business decision-makers (VPs of Sales, Operations, HR, Marketing, etc.), the business applications they use and/or develop and the challenges they face with these applications
- Jointly creates and executes an evaluation plan with the customer and orchestrates the virtual team
- Creates and presents required customer deliverables (final presentation, solution specification and value proposition)
- Demonstrates excellent verbal and written communication skills, and has strong communication and facilitation skills, with the ability to persuade others through presentations, demonstrations, and written communications
- Comfortable negotiating large-scale agreements with multiple variables and input levers
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Solution Spec Applt Resume Examples & Samples
- 5+ years’ experience in selling software solutions to large enterprises
- 5+ years selling Application Platform related solutions
- BA/BS in Business or Computer Science (MBA is preferred)
- Solution Selling experience with Mission Critical Applications including Customer Relationship Management (CRM), Enterprise Resource Planning (ERP), and/or Business Intelligence solutions is also a plus
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Member & Provider Comm Solution Spec Resume Examples & Samples
- Establishes and maintains strong, positive, working relationships with Channel Communication Services and other stakeholders and cross-departmental colleagues for mutual success in meeting communication objectives
- Collaborates in the requirement gathering of member and provider materials which includes version controls, vendor data testing, document proofing, including approvals of content and formatting
- Collaborates with cross-functional teams to ensuring effective programs, including strategic messaging tactics, distribution methods and metrics are met
- Leads internal /external communication conversations
- Participates and plays as a vital contributor to key initiatives and moderately complex communication projects, with some strategic planning
- Provides materials development status reporting to management on a routine and ad hoc basis
- Oversees and supports in maintaining all project related materials (e.g. action plans, tracking tools, version controls)
- Partners with the implementation and execution team to support third party vendor material creation
- Leads or participates in cross-functional departmental planning sessions and serves as lead representation of department in various task forces/committees
- Functions as a brand champion to perpetuate corporate branding standards and ensures consistent compliant brand use through awareness, education, implementation and adherence to WellCare brand guidelines
- Participates and collaborates with the development and documentation of departmental processes and procedures
- Identifies opportunities to improve department results, communications and operating efficiencies
- Maintain a working knowledge of WellCare's state and federal contracts, products and benefits to ensure compliance and accuracy in communications development and program fulfillment
- Provides support to Solutions Managers and Leadership team on communications projects
- Required A Bachelor's Degree in Business Administration, Communications, English, Health Policy and Management, Marketing or related field
- Required or equivalent work experience 1 additional year of experience in communications development, implementation and oversight or project oversight and administration (5 years total)
- Required 4+ years of experience in communications development, implementation and oversight or project oversight & administration
- Preferred Other healthcare industry experience
- Advanced Ability to drive multiple projects
- Advanced Ability to effectively present information and respond to questions from peers and management
- Intermediate Ability to proof large bodies of materials
- Intermediate Ability to work independently
- Intermediate Ability to work within tight timeframes and meet strict deadlines
- Intermediate Demonstrated organizational skills
- Intermediate Demonstrated time management and priority setting skills
- Intermediate Other knowledge of print production and appreciation of the creative process
- Required Advanced SharePoint
- Required Intermediate Other workflow database
- Preferred Intermediate Microsoft Visio
- Preferred Intermediate Microsoft Access
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Solution Spec Prod Resume Examples & Samples
- Excellent Communicator
- Growth Mindset. Willing to continue nurturing and developing potential
- Amazing Salesperson
- Exhibits outstanding operational excellence - including monthly/quarterly forecasting, building healthy pipeline, CRM entry and hygiene, opportunity management and virtual team orchestration
- Leader: Demonstrated sales and partner management experience
- Challenger mindset: Competes to win new market share
- Influential: Significant experience delivering persuasive presentations to business and technical decision makers
- 5 + years of Enterprise tech/software sales exp
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Solution Spec NSG Resume Examples & Samples
- Deep understanding of solution sales and the ability to solve customer business needs through the innovative application of security-based business solutions
- Broad industry knowledge with the US Federal Government (Federal Government, DOD, Federal Civilian) is required along with a deep understanding of Cyber Security and associated technologies
- Proven experience in driving complex solution sales in a competitive environment against industry competitors is required
- Candidates will engage with US Federal Government customers working with senior Business Decision Makers (BDMs) and Technical Decision Makers (TDMs). Candidates must be able to build trusted relationships, to understand customer business strategies, to position Microsoft cyber security-based solutions, to present business value and return on investment (ROI), and new business strategies while being able to demonstrate value and impact of a Microsoft cyber security-based solutions
- The successful candidate must have proven experience in driving complex competitive solution sales scenarios, working in a matrix environment, and leading opportunities to closure. Candidates must be comfortable shaping the solution vision and working with Architects, Engagement Managers and Project Managers to define the overall scope of work across Strategy, Consulting and Support
- The candidate must have proven experience in selling enterprise solutions in the US Federal Government. Experience with NSG is a plus. ? The candidate must have proven ability in increasing Service footprint at their customers resulting from solid growth plans and strategies
- This role requires strong virtual team influence and integration skills, working with the Account Teams (EPG ATU and STU Teams) as well as Marketing teams to drive demand generation. ? The candidate must be confident and capable of delivering readiness to sales audiences and be able to represent the business productivity solutions locally inside and outside of Microsoft, as well as be able to speak as a subject matter expert (SME) at industry or customer events
- Responsible for deal orchestration, deal structure, developing value based propositions, crafting and selling solutions mapped to customer business outcomes. ? Drive pursuit strategies including precise opportunity close plans with the local Services Executive and Account Teams
- Map customer business needs to Microsoft solutions providing a differentiating value proposition
- Location in the Washington, DC Metropolitan area is preferred
- 5+ years selling Cyber Security/Secure Infrastructure Solutions or Cloud Solutions
- 3+ years working with US Federal Government (Federal Government, DOD, Federal Civilian, NSG)
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Principal Solution Spec Plat 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.)
- System and application design o Solutions Architecture o Needs Analysis and Envisioning
- In-depth knowledge of competitors o Demonstrated project management skills
- The ability to persuade others through presentations, demonstrations, and written communication are required. Strong facilitation skills Communicates effectively
- Constructs and communicates compelling arguments that convince others to take a desired action
- Demonstrates the ability to present ideas, goals, problems, outcomes, and processes in a fashion that is understood by a diverse audience
- Provides examples of and demonstrates communication capabilities with presentations, articles, whitepapers, etc
- Excellent executive communication skills, strong writing and presentation skills C
- Comprehensive knowledge of key partners and applications
- Ability to direct efforts of cross-functional teams
55
Principal Solution Spec Ialist Resume Examples & Samples
- 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 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
- Becoming the ‘go to person the customer seeks out when new business problems must be solved
- 5+ years of solution selling, based on business value principles
- 5 years of experience selling cloud or cloud related solutions
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Solution Spec Applt Resume Examples & Samples
- Bachelor’s Degree or 5+ years of experience in a sales environment
- MBA or equivalent preferred
- Experience with developing and maintaining a positive Customer and Partner experience
57
Solution Spec Devices Resume Examples & Samples
- Deliver unit sales goals in partnership with regional sales teams
- Close Surface-specific opportunities with accounts managers, Devices time zone leads, and Device SSPs
- Make experts of the local subsidiary and region
- Support in operational execution of complex deals with the operations teams and the BG
- Ensure excellence in pipeline and inventory management
- 5-10 years experience in technical enterprise sales
- 3 to 5 years? experience in hardware sales
- Proven success in closing complex deals and technical understanding of devices and commercial requirements
58
Solution Spec Resume Examples & Samples
- 8+ years’ experience in sales, marketing, services, and/or business development with SAP business solutions
- 8+ years recognized and rewarded experience selling SAP business solutions to large/global enterprise customers required
- Strong knowledge of SAP-related enterprise software solutions and platform competitor landscape required
- Strong understanding of SAP partner ecosystems and the ability to leverage partner solutions to solve customer needs required
- Ability to orchestrate and influence virtual teams to pursue sales opportunities and lead v-teams -- through influence
- Coaching extended team in pipeline management, opportunity management, and account planning
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Solution Spec Resume Examples & Samples
- 5+ years’ experience selling business solutions to large/global enterprise customers, particularly data platform technologies
- Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation
- 8 + years technology sales experience
