Services Executive - Microsoft Kenya

Job ID: 786746
Product: (Not Product Specific)
Division: (Not Division Specific)

Individuals in Professional Services Sales are responsible for increasing the Services business in their assigned accounts by consistently meeting customer requirements and by ensuring the deployment/adoption and productive use of Microsoft technologies. They establish relationships, develop account strategies and plans, and manage a pipeline of Services opportunities while overseeing solution deployment and support. Success is measured by satisfied customers, long-term revenue potential in the account, and achievement of the annual quota.
The Services Executive (SE) is the end to end Services account relationship owner for 4 -15 key Microsoft customers in Major and Corporate (CFAM) accounts..

The SE:
Is the single point of contact for all Services in their assigned accounts (internally with EPG and externally with customers/partners)
Advises customer Business and Technology Decision Makers (BDM/TDM) how to best realize the value of their Microsoft technology investment through strategic business alignment, innovation, implementation, productive use and support.
Is responsible for strategy, planning, marketing/positioning, crafting and selling our entire services portfolio (advisor, consulting and support) across assigned account/s or territory.
Is accountable for attaining the agreed invoiced revenue quota for Product Groups (PGs) 1,2 and 3 in assigned account/s
Oversees the delivery of all contracted services to ensure account team alignment, customer connection and high overall satisfaction

Qualifications:
Bachelor’s degree/equivalent (required) or MBA degree (preferred)

Experience:
Professional Services Sales, Software/Solution/Product Sales, Customer Relationship Management, Business Development, IT Consultation, Enterprise Architecture Planning, Project Management, IT Solution Development, IT Solution Delivery and Implementation, IT Service Delivery, Operations and Support.

Career Stage 3 requires 1-3 years of related experience
Career Stage 4 requires 3-5 years of related experience
Career Stage 5 requires 5-8 years of related experience

Competencies:
Building Customer Partner Relationships, Confidence, Cross-Boundary Collaboration, Drive for Results, Impact and Influence, Interpersonal Awareness, Product & Technology Expertise, Strategic Sales Planning, Team Leadership, Value Selling

Training and certification:
Sales: Sales Management, Account Management, Account Based Marketing, Complex Sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, TAS - Target Account Selling, etc.), Sales Methodologies (equivalent to MSSP), Sales tools - Account Planning, Customer Relationship and Opportunity Management (e.g. Siebel, GSX or other), Complex Deal structuring (e.g. QADC)
Business: Territory Planning, Business development, Negotiation, Financial analysis, Pipeline Management
Information Technology: IT Governance (e.g. COBIT), Enterprise Architecture fundamentals, methods and concepts (e.g. Zachman framework, OMG’s model driven Architecture framework etc.), Business process management, IT Implementation (e.g. CMM and CMMI),
Delivery: IT Service delivery and support management (e.g. ITIL Foundation), Project Management fundamentals (e.g. PMI, Six Sigma )

Services Executive - Kenya