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Job Description
Planning
- Recommend & seek agreement to Sales Plays & Account Based Engagement (ABE) activities that the sales team will execute (including activities you will own), for target customer accounts prioritized by Area leadership in Services Go-To-Market plan
- Recommend & seek agreement to appropriate Sales Plays & Managed/Standard Offers to help sellers to grow Solution Area pipeline, for relevant accounts agreed with Sales
- Bring insight to inform planning, especially: propensity insight; local market insight; & Sales Plays & Managed/Standard Offers expertise
Execution
- Execute sales plays & ABE activities per plans agreed with Sales, orchestrating with appropriate stakeholders in Marketing & Operations (M&O), the Enterprise Operating Unit (EOU) & Microsoft Services
- Facilitate creation & communication of customer assets
- Meet or exceed revenue & core priority targets, executing in accordance with prescribed Microsoft methods, processes and tools
- Design and launch the campaigns with sales teams
- Own the campaigns executionand lead management
Job Requirements
- Articulate Sales Plays expertise – recommending appropriate plays, offers & account-based activities to help ensure “on-strategy” sales execution
- Leverage & Communicate Insight – using propensity data & local market insight to inform planning, aligned to prioritized accounts & sales plays in Area Go To Market Plan
- Be a Challenger Coach - helping sellers develop their pitches
- Drive Customer Asset Creation – identifying & facilitating creation & publication of appropriate Customer assets (win wires, win/loss analysis, case studies)
- Communicate Best Practices - providing consumable & prioritized collateral, summarized from Win Wires, Value Propositions, etc; & sharing Area practices with world wide Solutions Strategy stakeholders
- Influence Area Execution – orchestrating with appropriate stakeholders in Microsoft Services, Marketing & Operations (M&O) & the Enterprise Operating Unit (EOU)
- Drive excellence in Enterprise Services Pipeline Growth - ensuring development of quality pipeline which is aligned to the Area GTM Plan
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