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SOLUTION SPEC CRM Job, Bangalore in Bangalore, Karnataka

Job Category: Sales
Location: Bangalore, IN
Job ID:
Division: Sales
SSP:CRM, Microsoft Business Solutions
The Solution Specialist Sales Team is responsible for driving sales of Microsoft Dynamics solutions into Enterprise Businesses with Partners. For Enterprise Resource Planning focus should beon Industry Targeted Workloads and for CRM, focus should be primary on Enterprise Business (Corporate Accounts and above).
The Solution Specialist is responsible to develop and lead opportunities with Customers. They are "business applications sales experts" and drive the sales cycle forward at allstages through their deep understanding of Business solutions selling to the targeted BDMs (Business Decision Makers). Prospecting and opportunity leadership requires Solution Specialists to build tight segment alignment with EPG (Enterprise Product Group) and SMSP:CA (Corporate Accounts) and to work closely with the Enterprise Account Team Unit to ensure they are uncovering Business applications opportunities focused on defined Industry Workloads and scenarios.
The Solution Specialist exists to deliver Leadership across the 5 Practice Areas below:
Planning : engages with business segments, partners and marketing to ensure Dynamics opportunities are identified and targeted
Pursuit Leadership/Execution : leverages Industry, Customer, Microsoft and Competitor knowledge to develop, communicate and execute winning pursuit strategies
Value Selling : Understands the customers economic drivers, effectively builds customer relationships with a wide range of customer influencers and participates in impactful conversations that frame the way Customers think about their business effectively positioning Dynamics to deliver value
Partner : engages and leverages Partners including Microsoft Consulting Services to both win business and develop practices that enable MBS to scale and grow
Sales Excellence :drives business results through actively prospecting for new business opportunities, maintaining a quality pipeline of opportunities, and consistently delivering on quarterly forecastsResponsibility/Activity
Business, Account and Territory Planning
Key Tasks:
1. Territory and Account Planning Plans are aligned to EPG/Corporate Accounts plans and completed by end of Q1 a. Engages in segment territory planning to identify the top Dynamics account/industry targets b. Engages in segment account planning for assigned accounts and ensures that Dynamics opportunities are identified for prospecting 2. Key partners and MCS (Microsoft Consulting Services) identified in the plan have the capabilities to match the market opportunity within the territory a. Engages with selected GSIs(Global Systems Integrators) and MCS to develop joint account/territory plans that enable Dynamics to win projects while building GSI and MCS capability and capacity 3. Plans identify marketing planning opportunities for targeted audiences and priority industries for the territory and customer segments a. Engages with Dynamics and Segment Marketing resources to develop targeted audience marketing that generate awareness, interest and pipeline 4. Plans define accounts Solution Specialist should be proactively driving opportunities where Microsoft has the highest probability of winning a. Leverages the Dynamics Opportunity Plan to clearly define an opportunity in terms of Pain, Power, Vision, Value, and Control
Key Success Criteria:
Create Solution Specialist Territory/Account Plans leveraging Dynamics Industry Workloads/Scenarios and the Solution Specialist
Territory Plan Template and prioritize "must win" accounts and review with extended sales team
o Solution Specialist Account plans completed by August 31, opportunities identified and captured in GSX (Global
Sales Experience)/CRM for 100 of Solution Specialists assigned accounts
o Solution Specialist's Territory plan completedand communicated to Solution Specialist Manager by August 31
E
Location
Bangalore
tiptodc653
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