REPORTS TO : Head of Sales

KEY OBJECTIVE  

1.  Drive complex solution sales by understanding clients’ business needs or pain points, translating identified needs into an IT solution, and positioning solution / value proposition to clients’ senior management in a highly consultative manner  

2.  Act as technical subject matter expert in specific practice area  

3.  This role requires both broad and deep technical knowledge and the ability to architect solutions by mapping complex customer business requirements to systems based on Microsoft ’ s Infrastructure technologies.  

4.  Demand Generation  

.  Conduct executive / solution workshops  

5.  Solution Selling  

.  Engage client’s senior IT personnel (CIO, Regional IT Manager, IT Manager)  

.  Understand client’s business challenges and pain points  

.  Position and sell  our client's value proposition, capabilities, case studies and ROI in a highly consultative manner  

.  Understand client’s technical environment  

.  Draft / discuss high-level solution architecture  

.  Determine whether our client can support proposed technology solution  

7.  Prepare BOMs / Review SOW  

.  Craft initial BOM / configuration for complex solutions when Professional Services (PS) is unavailable  

.  Review SOW / conduct internal meetings to discuss scope  

.  Support Sales Specialist (SS) with standard solution configuration / BOM creation (SS owns pricing)  

.  Obtain PS / MS (Managed Services) provisioning quote on solutions owned by the Solution Consultant  

KEY RESPONSIBILITIES (continue)  

9.  Detailed Solution Requirements/SOW  

.  Liaise with PS & MS during detailed solution design / share client knowledge  

.  Professional Services owns detailed solution design and SOW  

10.  Proposal Preparation  

.  Support or own (depending on complexity) proposal creation  

.  Memorialize key selling points from consultative selling process  

.  Support cross-LoB (Line of Business) proposal preparation  

11.  Negotiation & Re-quoting / Design Changes  

.  Redraft proposal  

.  Update BOM (SS owns pricing update)  

12.  Project Kickoff & PS Handover  

.  Attend project kickoff and ensure smooth handover to Professional Services  

13.  Post Sales Service & Support  

.  Respond to client complaints / resolve problems  

REQUIREMENTS  

1.  10 years of successful solution sales & delivery experience in specific practice area  

2.  Highly developed consultative selling and client relationship management skills  

3.  Extremely proficient technical credibility including history of successful project deployments (experience in leading significant deployments)  

4.  Proven ability to perform under pressure while maintaining extremely high client satisfaction  

5.  Strong business acumen and analytical skills  

6.  Exceptional written and verbal communication skills  

7.  Outstanding interpersonal skills; highly team oriented  

TECHNICAL REQUIREMENTS / CERTIFICATIONS  

Application design of custom business solutions based on Infrastructure Management and Unified Communication solutions  

Essential Experience  

•     Strong technical sales and services experience  

•     Business and technology solutions  

•     MS Business group and field organizational knowledge  

•     Cross group collaboration  

•     Complex software system design and deployment experience  

Technical /Functional Skills  

Overall knowledge and expertise on Windows System Server products and technologies, deep knowledge with be expected in at least a number of the following:  

IT Infrastructure  

Active Directory design  

Automated deployment  

Group Policy Management  

Exchange UM technologies  

Virtual Server  

Microsoft Operations Manager - MOM  

Systems Management Server - SMS  

Qualifications  

1.  The successful candidate will have a degree in Computer Science, Engineering and/or equivalent work experience. Higher relevant education preferred.  

2.  Position requires at least 10 years relevant working experience including expertise in enterprise architecture.  

3.  Microsoft Certified Systems Engineer Qualification will be highly desirable.  

up to 160K pa (on a 70/30 split)