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[AnnKa]

Purpose:
The SE role as a primary Services Sales force is required to fulfil the following:
• Own the overall Services account relationship with a customer (external focus) and therefore need to:
o Driving forward the services business opportunities,
o Developing new and build deeper and strategic relationships in the account base,
o Ensuring optimal product penetration and exploitation.
• Act as the catalyst between the Microsoft Sales team and the Microsoft Services organization (internal focus) and is ultimately accountable for:
o Driving a pipeline of consulting and support opportunities that generate services revenue and profit
o Supporting the sale and deployment of Microsoft software
• Report into the Enterprise Services organization, while acting as an integral part of the Sales Account Team Unit , helping to drive software revenue through a services-led selling approach.
Implement the Microsoft Services Theatre of Operations strategy at the account level, via account planning and pipeline management activities.

Responsibilities:
• Attainment of quotas through Direct Billed and Services Attached revenue for both MCS and Premier.
• Plan and build a sustainable and profitable Services pipeline
• Track and oversee engagements as part of the account portfolio that is in backlog
• Enable tactical (short term) and strategic (medium to long term) customer opportunity alignment and execution
• Engage customers and partners to successfully implement specific customer solutions
• Establish, manage and maintain Customer and Partner relationships
• Ensure services offering and product penetration through well defined and executable account plans and strategies leading to business growth and higher account intensity.
• Accurate orchestration, execution and tracking of the Microsoft sales process - opportunity identification through closure
• Oversee and in authorized cases execute Services Delivery Management on engagements
• Ensure that Customer Satisfaction levels are high and well maintained with regards to all Service Delivery
• Provide Services sales guidance to less experienced or newly hired team members
• Work independently, clearly articulate customer requirements, and develop appropriate deals with minimal guidance and oversight from senior team members

Requirements:
• University Degree, degree in Computer Science is an advantage;
• Qualifications include 3+ years of corporate IT industry experience in System Integration and Solution Selling (MS products based as an advantage);
• Have a proven track record of selling and delivering services to Enterprise Clients;
• Have strong business acumen, with strong commercial management and forecasting skills ;
• Basic project management knowledge;
• Multi-tasking, ability to run several activities at a time;
• Self-starter, energetic, reliable, performance-oriented and task oriented;
• Good English (both written and oral);

Required competencies:
To fulfill the responsibilities outlined above, the SE needs to be proficient in the following four areas although there are many competencies associated with the service sales roles.

• Sales Acumen: These competencies address the services sales and business leadership responsibilities of the Services Executive role. These competencies are unique to Services and are primarily targeted across the Services Sales discipline.
• Relationship Management
• Value Selling

• Business Acumen: These competencies address the business leadership responsibilities of the Services Executive role. These competencies are unique to Services and are primarily targeted at the Services Sales discipline.
• Driving Customer/Partner Business results
• Microsoft Stack

• IT Acumen: These competencies address the Services Executive’s ability to and understanding of the key processes, disciplines and practices from a total IT life-cycle perspective. These competencies are essential for building customer relationships, identifying opportunities, earning trusted advisor standing and structuring Services deals and engagements.
• IT Strategy
• Optimizing the customer IT environment

• Services Delivery Management and Oversight: These competencies address the services delivery and oversight responsibilities of the Services Executive role.
• Services Delivery Management
• Project Management (is an advantage)

We offer you:
- Large opportunities for professional development
- Excellent working environment
- Competitive compensation package

Please, send your CVs to i-ankara@microsoft.com