Job description
Location: Dubai, UAE
Level: 60-61
JOB OVERVIEW
The Territory Services Executive (TSE) is the owner of the end to end Services account relationship (including marketing, selling, delivery and support) for 6 - 25 key Microsoft customers.
The TSE is:
The Services single point of contact both internally (i.e. with EPG) and externally (customer/partner)
Advises customer Decision Makers how to best realize the value of their Microsoft technology investment through innovation, implementation and productive use
Accountable for positioning, crafting and selling our entire services portfolio across the assigned territory
Responsible for attaining the agreed billed revenue quota in their assigned Account Group/s for Product Group (PG) 1,2 and 3 (consulting/support services and offerings)
Oversees the delivery of services to ensure and maintain high overall customer satisfaction
RESPONSIBILITIES
Relationship Management: Broadening and deepening relationships and understanding the customer, the industry, and the competition. Execute strategy planning, target account profiling and development resulting in: Services growth plans; lead and opportunity identification; coordinated and integrated Enterprise and Partner Group (EPG) account plans. Create access to customer ecosystem and be considered a trusted advisor.
Opportunity Management: Managing opportunities through the sales stages in the sales process: prospect, qualify, solution, proof, close, and oversee deploy, and support. Own the sales cycle for Services opportunities end.
Business Management: Sales strategy and account planning, financial results planning, pipeline management, integration with Service Line marketing.
Customer/Partner: Retaining and satisfying customers through driving Customer and Partner Experience (CPE), attaining sales location Consulting and Premier top box Customer Satisfaction (CSAT).
Integration: Working across Microsoft business groups or disciplines e.g. EPG, ATUs, Consulting Delivery Management, and Support Delivery Management. Stay connected during delivery stages of key engagements.
QUALIFICATIONS
-Bachelor’s degree/equivalent (required) or MBA degree (preferred)
-Experience of UAE market / Gulf GCC market
-Excellent track record of success in consulting services sales, minimum of 5+ years
-Managed a solutions sales quota of 5-10 Million USD through excellent consultative selling capabilities
-Ideal candidate will have experience of working for a large system integrator
-Ideal candidate will have worked in pre-sales role for 3 years+ with proven ability to write proposals and respond to government RFPs
-Knowledge of software solutions, ideally Microsoft
-Knowledge of pipeline management and forecasting methods
-Good presentation skills and ability to demo solutions
-Ability to build positive relationships at CXO level
-Strong leadership skills and the ability to work with cross functional teams
Microsoft is an equal opportunity employer and supports workforce diversity.
To apply please submit your CV online. If you have any questions regarding the vacancy please contact Emel Gulerman (v-emelg@microsoft.com)
