Microsoft Partners in developing new or improving existing solution practices.
The
Partner Technology Advisor (PTA) is a senior technology role intended
to develop and guide Microsoft’s managed Partners’ solution practices.
The purpose of the PTS role is to develop a self-sustaining partner
technical sales capacity. It is a critical component in the partner
account
management ecosystem and works closely with the PAM and PSP
teams to assist partners in the sales cycle. Your specific
responsibilities will include:
Partner technical sales capacity development:
Support the Partner Account Manager (PAM) in Partner business
planning, Partner portfolio development, sales pipeline reviews,
periodic business reviews, as well as other areas where the PTA’s
knowledge of the Partner could be of assistance in impacting the Partner
business and relationship.
Assess Microsoft Partner technology
sales capacity by using a consistent process, applying an established
set of criteria to provide a foundation for the Microsoft Partner’s
development plan, and establish “gives and gets” with the Partner.
Present solutions and product technical knowledge in one-to-one, one-to-few, and one-to-many engagements.
Facilitates partners’ navigation and maximize use of Microsoft sales and technical resources (people, online, CPLS, GPS)
Co-selling with Microsoft Partners:
As a part of Partner development, engage with Microsoft Partners on
first sales opportunities with new solution practices or with new
versions of Microsoft technologies.
Coach Microsoft Partners on
effective product demonstration techniques and tools, as well as
demonstrate the products when necessary to instruct Microsoft Partners
on effective demonstration techniques.
Support Microsoft Partners in the competitive sales engagement process.
Provide guidance on optimal technical solutions to both customers and Partners.
Successful candidate will exhibit the following qualities:
Familiarity with Microsoft's vision and how to solve business problems with Microsoft solutions.
Understanding of the sales process and solution selling techniques.
Solid technical sales background.
Experience in working with “Partners”.
Coaching and motivation skills, liking to work thru others
Develop Partner Capacity
Support the Partner Account Manager (PAM) in the Partner Business
Planning (PBP), Partner portfolio development process, technical
assessment, and sales pipeline reviews.
Assess Partner technical
sales capacity by using the Practice Builder framework, applying an
established set of criteria to provide a foundation for the Partner
development plan with precise metrics, “gives and gets” (including
co-selling support for three “First Win” deals.
With the PAM, a
Partner Solution Plan (PSP) is developed per managed Partner per
Microsoft solution area of focus to set measurable goals to grow the
solution practice.
Coordinated between the Partner Account Manager,
the Partner Technology Advisor, and the Microsoft Partner Skills
Development Manager, the PSP documents key development activities
related to selling and delivering Microsoft solutions.
Partner (Co-)Sell / Value Sell
Engage with Partners on well-qualified opportunities, through a
defined, cross-organizational sales engagement process orchestrated by
the PAM.
Coach Partners on effective product demonstration
techniques and tools as necessary to ensure the Partners’ understanding
and self-sufficiency.
Support Partners in the competitive sales
engagement process through PTA knowledge and by promoting integration
and utilization of the appropriate benefits within the Microsoft Partner
Network.
Provide guidance on optimal technical solutions to both customers and Partners.
Manage insertion of appropriate Microsoft technology and sales
resources on key opportunities at the appropriate time, depending on the
managed Partner’s needs, and the deal’s strategic value to Microsoft.
Evangelize solutions in 1:Few and 1:Many engagements and events
Requirements:
5 - 8 years of related experience
Bachelor’s Degree (B.S./B.A.)
Technology certifications: Technology certifications: Microsoft
Certified IT Professional (MCITP), Microsoft Certified System Engineer
(MCSE), Microsoft Certified System Administrator (MCSA), Microsoft
Certified Professional (MCP), Microsoft Certified Technical Specialist
(MCTS), Certified Information Systems Security Professional (CISSP)
Sales: Solution Selling
Experience in selling to Business Decision Makers highly desired.
Ability to manage complex technology sales and enablement efforts.
Keen understanding of consultative solution selling skills.
Strong business intelligence.
Understanding of the services model.
Successful and proven performance in leveraged sales or business development.
Teamwork and communication skills are critical.
Technical knowledge of Microsoft’s products & channel model.
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