Large Opportunity Manager, Ahemdabad

Company: Microsoft
Designation: Large Opportunity Manager (LOM)
Location: Ahemdabad

Job Profile:
•The Mid Market workgroup manages the Medium Business Segment to maximize revenue and revenue growth, and customer and partner satisfaction. This includes demand creation, sales force planning and opportunity pipeline management. The team oversees the Customer Relationship Marketing execution for New and Existing Customers and ensures Customers retention and nurturing.
•The LOM is responsible for managing Large Opportunities. These LOs will typically be created either by the Telesales team or by a Partner and will involve complex infrastructure, MBS products, competitive situations, license compliance situations, EA or complex solutions involving Server and solution selling. The LOM will engage with both customers and Partners to ensure that the LO in managed in the correct way through to closure. The LOM is “partner independent” and will recommend the best partner for the customer environment working with other MM resources to do this. It is expected that a substantial proportion of the LOM’s time is customer facing.

Responsibilities include:

Managing LOs created and handed over by Telesales or Partners through to closure
•Manage large opportunities so that we close the revenue within agreed timeframe and the customer is satisfied with the sales process – showing the customer Microsoft “skin in the game”
•Manage competitive sales situations and engage the right resource to win the deal for Microsoft.
•Manage complex opportunities where Server and/or ISV solutions are involved based on our platform.
•Manage larger license compliance issues where necessary.
•Manage EA and complex license renewals
•In all of the situations above the LOM must work with other resources in the MM team and also across the organization so that customer and partner satisfaction are maximized. Within the MM team the LOM must ensure that the customer is not “touched” by many points of contact from Microsoft – this is demonstrating clear ownership and engaging other resources where necessary and in agreement with the customer.
•Managing is based on an opportunistic model NOT a customer Account Management model. This means that clear expectations must be set with the customer up front. Opportunity management means that the opportunity is “owned” by the LOM from the moment of hand off from TS or Partner through to closure of the opportunity – the point at which the customer purchases licenses from Microsoft.

Managing relationships between LOM customers and Partners
•Ensure that the LO customer is assigned the right Partner to assist them in their project and liaise with the relevant PAM and/or PEM to make sure this relationship works. Where the customer chooses a non-managed Partner the LOM is expected to work with the partner to make sure they provide the right support for the customer and have access to the right tools from Microsoft to do their job.

Administrative
•Utilize CRM tools (Siebel, etc.)
•Attend meetings, trainings, airlifts, summits, conference calls
•Month end reporting.

Competencies:
•Keen understanding of consultative solution selling skills, knowledge of service industry, and high medium business acumen a must.
•Successful and proven performance in leveraged sales or business development.
•Teamwork and communication skills are critical, particularly in matrix management organization.
•Provides high-level value in helping groups plan, organize, and coordinate their work effectively.

Educational Qualifications and Experience:
•5 - 8 years of relevant experience.
•The ideal candidate will have a BS/BA degree or equivalent work experience combined with a minimum of 5 years relevant sales experience in medium complex customer account environments. Candidate must have a history of successful and proven performance working with companies, dealing with CXO level, and consistently exceeding objectives.
•Required Bachelors Degree (BS/BA) in Business, Marketing or computer-related
•Knowledge of Microsoft’s products & channel model.

Please send in your profiles on saurabh@hresource.co.in