Senior Director - Solution Specialist Productivity Compete - Microsoft - Singapore

Job description
Are you at the top of your game and looking for the next truly great challenge? Do you have excellent working knowledge of the Microsoft and Competitive Productivity & Collaboration Solutions?

The Business Productivity Enterprise SSP will be responsible for competitive engagements with On-premises & Software as a Service (SaaS) vendors, particularly in the workloads of Messaging (Email), Communications and Collaboration, and Individual Productivity. The main competitor is expected to be Google, but there will be focus on other vendors in the Business Productivity space, including IBM Lotus/Domino/LotusLive, VMWare/Zimbra, Cisco, and Salesforce.com. The SSP will have responsibilities around our win rate, ensuring key competitive deals are raised to CompHot, consolidating our learnings into Key Sales Blockers and Opportunities (KSBO), and building a community of specialists who are skilled at winning competitive engagements.

The SSP will be responsible for prioritizing our response, balancing workload across subsidiaries in Asia with primary responsibility for the APAC region, in partnership with the Product Marketing leads and Business Group leadership, and sales leadership of the key subsidiaries in this region. True measures of success of the role (over time) will include:


1) Maintaining core competency on key competitors in the Productivity space, spanning Collaboration, Unified Communications, Enterprise Voice, Social Computing, Project Management, Portals, Enterprise Search and Enterprise Content Management.
2) Providing an escalation service where the field can receive technical support on competitive engagements.
3) Helping the field win every time against Google per the Win the Cloud with Office 365 Metric.
4) Driving competitive take share initiatives such a Google Winbacks, Cisco Winbacks, etc.
5) Supporting any other Productivity related Business Priorities or Scorecard Metrics that apply.
6) Supporting major readiness events including but not limited to TechReady, MGX, S4, WPC, ISU and ISX.
7) Delivering proactive readiness via other mechanisms such as Compete Clinics, Academy Lives, Regional meetings, formal FRI courses, etc.
8) Supporting the Executive Briefing Center with support of customer briefings that are related to competitive challenges.

Background:

This position has an Asia regional scope however with primary responsibility for the APAC multi-subsidiary region. Currently, Enterprise Competitive Sales Asia has responsibility for APAC (Australia, New Zealand, Korea, South East Asia), India, Japan and Greater China (China, Hong Kong, Taiwan). Enterprise Competitive Sales is responsible for making sure the field fully understands our competitors and how to win business in situations where those competitors are present, as well as providing competitive insights to the product marketing and sales strategy groups in Corporate; as well as the Regional Management team. The management of Microsoft needs to understand where the competitive challenges are, and where we win or lose. This information results in more competitive products, sales processes, and services. A key part of the escalation program will be developing those lessons learned from competitive engagements. These lessons learned will be shared with the business groups and may impact the way we design and develop future product releases. It is not an overstatement to say that the results of this program will be felt throughout the company, and will be reviewed by people throughout the management chain.

This position will report to the Enterprise Competitive Sales Director who owns competitive and specialist sales engagement for the Enterprise and Partner Group efforts for the region. Success or failure will be measured directly via win rate, achieving scale through field sales adopting better competitive selling approaches and driving customer perception change in favour of Microsoft (vs competitors’ offerings). A more indirect measurement of success will be time to competitive response, increased engagements, wins and revenue against the specific competitor(s).

In addition, the Solution Sales Professional will be expected to contribute to a monthly communication to field and corporate executives regarding our competitive efforts. The Solution Sales Professional must independently establish and maintain strong working relationships with corporate CATM (Customer Advocacy and Technology Management), central marketing, field management, and the field overall. In addition, this person will participate in both corporate and field-driven competitive reviews.

For competitive escalations; this person needs to have very strong communications skills and be able to develop good business relationships with others. The types of people they have to deal with will present challenges: escalation people that are extremely busy; account teams that are difficult to get in touch with, and product group people who may view escalations as a secondary priority. Perseverance will be an important attribute. This person will be responsible for data collection (making sure all escalation information is up-to-date), negotiating with escalation owners, and taking the escalation data and rolling it up into succinct status reports.

Minimum Qualifications:
An appropriate candidate for this position should have:
• Minimum of 10+ years selling or consulting or working with Microsoft Productivity Solutions (ie MS Exchange, Office, Sharepoint and Lync). Experience can be primarily either in system architecture or sales and consulting, but the candidate must be able to address both areas.
• Comfortable with Microsoft productivity infrastructure and architecture to support, terminology and implementation practices.
• Understanding of ENTERPRISE sales and service strategies; strong organization and communication skills;
• Deep understanding of at least 2-3 key competitive offerings in the Business Productivity space (Eg – Lotus Notes, Google, CISCO, Linux/Open Source products)

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