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The Solution Sales Professional (SSP) Datacenter adds value to Microsoft by delivering Microsoft’s Datacenter Solutions (including System Center server products and Windows Server Premium Skus) through System Integrator Partners (SIs)to Microsoft’s customers, driving incremental revenue and market share to Microsoft.
1. Developing a healthy pipeline of qualified opportunities for Microsoft Solutions together with an identified list of SIs.
2. Working with the SIs in putting together bids for their end customers and bringing opportunities from the Account Teams and STU to the SIs to partner on together.
3. Working with the STU SSP Datacenter and TSP Datacenter to identify server management compete gaps within targeted accounts and the ways in which Microsoft can dislodge the competition or augment the share of Microsoft technologies within these accounts together with the SIs. Ensuring the next workload proposal by the SI gets virtualized on Hyper-V vs. competitive technology.
4. 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.
5. Bringing SIs to agreement on the IT Infrastructure for a People-Ready Business value proposition of proven Microsoft Management solutions, including datacenter, identity and security and our cloud offerings.
6. Contributing to the engagement and readiness of the SIs.
7. Delivering referenceable and templatized proposals that can be leveraged in future sales engagements by the SIs.
8. Own the Datacenter Cloud story to SI Datacenter Practice Heads and operations team incl. of our private, hosted and public (Windows Azure) offerings.
9. Support the Datacenter TSP in setting footprints in each SI thru Datacenter Pilot Deployments
2. Working with the SIs in putting together bids for their end customers and bringing opportunities from the Account Teams and STU to the SIs to partner on together.
3. Working with the STU SSP Datacenter and TSP Datacenter to identify server management compete gaps within targeted accounts and the ways in which Microsoft can dislodge the competition or augment the share of Microsoft technologies within these accounts together with the SIs. Ensuring the next workload proposal by the SI gets virtualized on Hyper-V vs. competitive technology.
4. 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.
5. Bringing SIs to agreement on the IT Infrastructure for a People-Ready Business value proposition of proven Microsoft Management solutions, including datacenter, identity and security and our cloud offerings.
6. Contributing to the engagement and readiness of the SIs.
7. Delivering referenceable and templatized proposals that can be leveraged in future sales engagements by the SIs.
8. Own the Datacenter Cloud story to SI Datacenter Practice Heads and operations team incl. of our private, hosted and public (Windows Azure) offerings.
9. Support the Datacenter TSP in setting footprints in each SI thru Datacenter Pilot Deployments
How is the SSP Datacenter for SI Partner role unique from other roles?
The SSP Datacenter role is unique in:
a. Its in-depth knowledge of customers’ government and/or industry-related datacenter issues and challenges and their impact on datacenter strategies and processes and on business opportunities.
b. Its focus on articulating the IT Infrastructure for a People-Ready Business value proposition of deploying Microsoft Management solutions to senior level IT staff and CxOs.
c. Its ability to build and leverage the core competency of identified SI partners, their solutions and/or deployment expertise into a Management business value solution.
Its capacity to drive relationship driven sales and in depth knowledge of customers Core Infrastructure plan.
The SSP Datacenter role is unique in:
a. Its in-depth knowledge of customers’ government and/or industry-related datacenter issues and challenges and their impact on datacenter strategies and processes and on business opportunities.
b. Its focus on articulating the IT Infrastructure for a People-Ready Business value proposition of deploying Microsoft Management solutions to senior level IT staff and CxOs.
c. Its ability to build and leverage the core competency of identified SI partners, their solutions and/or deployment expertise into a Management business value solution.
Its capacity to drive relationship driven sales and in depth knowledge of customers Core Infrastructure plan.
Summary of Role
What business results is this role accountable for? What are the key initiatives and challenges facing this role over the next 6 months to 3 years?
The SSP Datacenter role is responsible for readying the SI partner, ensuring higher number of bids on MS stack are proposed by SI versus competition, delivering templatized proposals, crafting new solutions on the MS stack and helping SI’s in ideation of productized solutions that can be taken to the market based on segmentation and vertical
In what ways and levels does this role affect Microsoft: department-wide impact, division-wide impact, domestic only, worldwide, etc.?.
The SSP Datacenter role affects Microsoft at the customer and SI partner level in India. This role also contributes to worldwide knowledge sharing and best practices within the SSP community.
What are the key decisions that this role makes? What is the importance of these decisions? On what decisions would this role need to defer to its manager or customer?
The key decisions made by the SSP Datacenter role are centered on the optimal solutions to help meet customers’ pains or opportunities and the best ways to allocate resources within and across opportunities. These decisions impact the probability and success of an opportunity moving to close and rely heavily on customer and partner interactions and input, and manager support.
To what extent is the role responsible for the strategy, design, development, rollout or implementation of programs, products and/or services?
The SSP Datacenter role is responsible for performing Management process and compete gap analyses, ensuring that a consistent set of SIs are used for driving EPG’s Data Center business
What other internal communication/business relationships does this role have with management, direct reports, peers and positions outside immediate work group? What is the purpose/type of communication: data collection, negotiation, status reports, etc.?
The SSP Datacenter role is dependent on strong and established relationships with Account Team members. This role is also brought to communicate effectively and efficiently with the Account Team and with Specialist Team members (e.g., TSP Datacenter). The SSP Datacenter role also interfaces with the appropriate and relevant BG Leads and Security PSMs (Product Solution Managers). The primary purpose of communication is to relay information and insights into customer accounts through the SSP Datacenter’s knowledge and understanding of the customer’s business drivers.
What type of external communication/business relationships does this position have with vendors, partners, press and etc.?
The external communication and business relationships center primarily around partners and the development of their expertise on Microsoft products and value propositions and their effective delivery to customer accounts
What key stakeholders (roles, departments, and business functions) does this role rely on to achieve its goals? What key stakeholders does this role impact?
The SSP Datacenter role relies on and impacts Account Team members as well as Specialist team members (e.g., TSP Security). The role also interfaces with Services resource and must stay current on and monitors customer deployments of Management solutions, in an effort to ensure continued annuity revenue.
What business results is this role accountable for? What are the key initiatives and challenges facing this role over the next 6 months to 3 years?
The SSP Datacenter role is responsible for readying the SI partner, ensuring higher number of bids on MS stack are proposed by SI versus competition, delivering templatized proposals, crafting new solutions on the MS stack and helping SI’s in ideation of productized solutions that can be taken to the market based on segmentation and vertical
In what ways and levels does this role affect Microsoft: department-wide impact, division-wide impact, domestic only, worldwide, etc.?.
The SSP Datacenter role affects Microsoft at the customer and SI partner level in India. This role also contributes to worldwide knowledge sharing and best practices within the SSP community.
What are the key decisions that this role makes? What is the importance of these decisions? On what decisions would this role need to defer to its manager or customer?
The key decisions made by the SSP Datacenter role are centered on the optimal solutions to help meet customers’ pains or opportunities and the best ways to allocate resources within and across opportunities. These decisions impact the probability and success of an opportunity moving to close and rely heavily on customer and partner interactions and input, and manager support.
To what extent is the role responsible for the strategy, design, development, rollout or implementation of programs, products and/or services?
The SSP Datacenter role is responsible for performing Management process and compete gap analyses, ensuring that a consistent set of SIs are used for driving EPG’s Data Center business
What other internal communication/business relationships does this role have with management, direct reports, peers and positions outside immediate work group? What is the purpose/type of communication: data collection, negotiation, status reports, etc.?
The SSP Datacenter role is dependent on strong and established relationships with Account Team members. This role is also brought to communicate effectively and efficiently with the Account Team and with Specialist Team members (e.g., TSP Datacenter). The SSP Datacenter role also interfaces with the appropriate and relevant BG Leads and Security PSMs (Product Solution Managers). The primary purpose of communication is to relay information and insights into customer accounts through the SSP Datacenter’s knowledge and understanding of the customer’s business drivers.
What type of external communication/business relationships does this position have with vendors, partners, press and etc.?
The external communication and business relationships center primarily around partners and the development of their expertise on Microsoft products and value propositions and their effective delivery to customer accounts
What key stakeholders (roles, departments, and business functions) does this role rely on to achieve its goals? What key stakeholders does this role impact?
The SSP Datacenter role relies on and impacts Account Team members as well as Specialist team members (e.g., TSP Security). The role also interfaces with Services resource and must stay current on and monitors customer deployments of Management solutions, in an effort to ensure continued annuity revenue.
Professional Training and Certification:ITIL (IT Infrastructure Lifecycle), sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.), sales methodologies (equivalent to MSSP), presentation skills, negotiation skills, financial analysis, Line of Business applications, Infrastructure products and solutions, including storage and networking, business process consulting or automation, CRM (Siebel or other), MCSE
Location : Chennai
Experience: 0 to 5 yrs
Education: (UG – Any Graduate – Any Specialization, Graduation Not Required) AND (PG – Any PG Course – Any Specialization, Post Graduation Not Required)
Experience: 0 to 5 yrs
Education: (UG – Any Graduate – Any Specialization, Graduation Not Required) AND (PG – Any PG Course – Any Specialization, Post Graduation Not Required)
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