Solutions Sales Professional

Job Category: Sales
Location: Ireland, Dublin
Job ID: 710940 11208
Division: Sales
Overview of Group/Department Role Sits in within MS
This SSP role drives sales of MS Security & Management solutions into approximately 300 Depth Accounts across – the Commercial, Communications, Government & Education Sectors in both Enterprise and large SMB customers in Ireland.

Role Purpose
The Solution Sales Professional (SSP) Security & Management adds value to Microsoft by delivering Microsoft’s Security (Forefront Client Security, Server Security, and Edge Security and Access) and Management (System Center) solutions opportunity revenue and market share through new and/or leveraged investments in Microsoft technologies.

Key Responsibilities
1. Developing a healthy Security & Management pipeline of qualified opportunities.
2. Working with the ATS during Account Planning/IO Discovery to complete customer profiles relative to Core Infrastructure Optimization.
3. Working with the ATS to identify Security & Management process and procedure gaps and Security & Management compete gaps within targeted accounts and the ways in which Microsoft can dislodge the competition or augment the share of Microsoft technologies within accounts.
4. Researching targeted accounts’ total Security & Management tool and technology spend and driving a strategy that gives Microsoft a significant percentage of that spend.
5. Contributing to solution opportunity generation plans for Security & Management products that contribute to the ATS’ opportunity generation plan and to overall Account Planning efforts with the Sales Account Executive.
6. Ensuring handoffs to and engagements with the appropriate resources (to key roles, such as Account Executives, Account Technical Specialists and Technical Sales Professional, to partners and/or Services) at the appropriate phase of the Microsoft Sales Model, with measures in place to track the total cost-of-sale.
7. Bringing customers to agreement on the IT Infrastructure for a People-Ready Business value proposition of proven Microsoft Security & Management solutions.
8. Working with account team members, partners and/or Services to close deals by reinforcing the business value of Security & Management solutions and acting as an interface between customers and partners/Services.
9. Contributing to the engagement and readiness of partners who can help the SSP Security & Management role scale capacity.
10. Delivering referenceable and satisfied accounts that can be leveraged in future sales engagements.

Knowledge, Skills and Experience
Demonstrated expertise selling technology solutions to senior business and IT decision makers by reinforcing the technology value to the customer’s overall business pain and/or strategic opportunities.
Demonstrated strategic time management and multitasking skills.
Strong, proven track record of consistently holding or exceeding quota using a consultative/solution selling approach, focused on solving Enterprise customer problems with Security & Management solutions, value-add recommendations and risk diagnostics, within customers and markets that require a “break the mold” approach (e.g., size of transactions, complexity of sales, shifts in perception, etc.).
Proven record of effective account management, including Account Planning, Opportunity Generation and Management, Communication Plans, and Business Management Excelle