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Data: 12/09/2013
OFFICE 365 LANDING LEAD - ASIA
Location: Singapore, SG
Job ID: 850259-122232
Division: Sales
The WW EPG Office 365 sales team is part of the WW EPG organization and has the charter to build the foundation for scaling the Office 365 with Yammer business worldwide. Office 365 is a strategic ‘cloud’ initiative for our company and is a key growth engine for Microsoft’s Enterprise Business. The WW EPG Office 365 sales team is responsible for selling Office 365 to our Enterprise customers in a direct model and/or partner model, working closely with account teams in the field.
The Office 365 ASIA Landing Lead is a sales leadership position working as part of the ASIA Office 365 Global Black Belt team reporting to the regional sales Director.
Main responsibilities of this role:
• Actively participate on the WW EPG Office 365 Sales leadership team providing feedback to Corp, Product Groups from the field, customers and partners to help build the strategy, direction, field engagement and service management for Office 365.
• Drive the landing of ALL key initiatives for WW EPG Office 365 team to drive the growth of the Office 365 and Yammer business with a particular focus on maturing markets to Sales self-sufficiency.
• Engage with Area EPG and STU leadership building direct 1:1 relationships with Productivity STU Leads
• Represent the region at Corp through engines such as OneList, Winroom, GETHELP, KSBO, ROB calls and connection in key stakeholders- Business Architects, BG Solution Architects, LCA, WWLP and Services.
• Working with all key stakeholders to help address/remove Sales Blockers impacting a market, region and growth of Office 365 and Yammer.
• Sponsor, Coach and Mentor Productivity Specialists in the field on leveraging all key resources available and recommended sales best practices and process (CDF, FastTrack, MSSP) to help win Office 365 deals.
• Own and drive the Office 365 Sales Community in the region using Community Calls, Yammer and direct 1:1 connections with Areas and Subsidiary leadership sharing best practices and landing key initiatives.
• Delivering on the overall territory Revenue, Scorecard and Metrics for Office 365 and Yammer in EPG.
• Build sales momentum and manage the pipeline to meet sales targets by supporting the territory’s enterprise account teams (EPG).
• Lead/participate in customer sales briefings as needed and assist in winning new business.
• Drive Sales Excellence: pipeline management, reporting, accurate forecasting.
• Develop and share best practices to drive pipeline velocity and compelling events to close.
• Work closely with Services and offer Cloud Vantage to every deal > 1000 seats of Office365 and land an integrated Sales motion across EPG and Services.
Candidates should have a minimum of 10+ years’ experience in IT, sales or consulting in the Enterprise segment, deep insight across Enterprise marketing, partner and IT services functions, and be familiar with field needs to successfully drive a new program. Ideally, the candidate should have experience in the Outsourcing/Hosting/SaaS/Telco space including related sales processes, customer and partner requirements and deep familiarity with EPG’s field roles and challenges. Demonstrable skills in the following areas are critical:
• C-level consultative selling.
• Engine building, project management and operational excellence.
• Strategic leadership combined with strong ability to execute and drive for results in ambiguous environments; confident executive engagement and communication to C-level.
• Deep competitive knowledge and a thorough understanding of the development of winning sales strategies.
Travel within Asia will be required, which is expected to be a minimum of 50% of the time. Candidates should be fluent with English and also desirable would be a regional languages from APAC, Greater China or Japan.
Job Segments: Consulting, Project Manager, Technology.
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