Solutions Sales Specialist – Software Services

The Solutions Sales Specialist – Software Services (SSP – SS) is leads the hosting solutions and sales in local subsidiary and is responsible for in-country hosting business P&L. He/She develops and manages the plan for hosting partners, marketing programs, and SI partners. And He/She drives the hosting business across the various business divisions and with fully aligned plan with regional/global hosting business units. He/She is also responsible for managing the SPLA resellers in the country. The purpose of the role is to manage sales and marketing activities, to build up strategic partnership with service providers and to proactively act against competition.

 

Main Responsibilities:

·         Responsible for the achievement of Hosting business unit revenue, profitability and market share targets

·         Develop and manage sales and partner engagement strategies of Hosting business unit

o   Drive Tier 1 Hosters/ Service Providers strategy and execution

o   Drive Tier 2 Hostings/ Service Providers strategy and ensure SMS&P team execution and support of Tier 2 partners

·         Manage Hosting Business Operations engagement with Regional Operations Center

·         Generate tailored marketing strategies and drive Hosting solution sales engagement to be aligned with marketing strategies. Negotiate with other groups (SMS&P, EPG, BMO (BGs)) for joint funding of hosting/sell-with marketing campaigns as necessary.

·         Convince and negotiate with related people in LCA, SMS&P, BMO (BGs) and EPG to ensure SPLA and other licensing agreements are appropriately negotiated and maintained within compliance of the agreement

·         Analyze customer/partner/market needs and capture new business opportunities with service providers by aligning market demands with Microsoft solutions

·         Responsible for communicating across subsidiary hosting solution sales, regional team and global team for sales issues, enhancement, and new solution needs. Escalate  feedback and requests to regional hosting business unit lead and product / solution group

·         Localize the competition strategies with aligning with regional/global plan and manage it by teaming with DPE, PR and CSI team.

·         Increase the Windows Market share in hosting market

·         To nurture, cultivate and manage regional/global hosting sales partners (SI, ISV) by teaming with Comms Sector partner manager, EPG partner manager and SMS&P Partner Account Management team.

·         Manage the resources of the Hosting Business Unit

·         Partner with Human Resources to develop appropriate people strategies to attract, develop and retain top performers

·         Establish and monitor budgets for operating and capital expenditure

·         Ensure efficient use of Hosting solution sales resources; ensuring efficient deployment of skills and information exchange

·         Complete realistic and cost effective budget and input into hosting business unit review and annual business plan

 

Requirements:

Ø  Min 8 yrs of related working experience in sales, business development, partner development and/or channel management

Ø  Bachelor degree in Computer Science, Business or Engineering or related discipline

Ø  MBA is preferred

Ø  Proven sales and sales management track record especially in a Hosting or Services Provider environment

Ø  Ability to analyze the market and execute detailed marketing plan

Ø  Ability to build up strategic partnership with customers and partners

Ø  Extensive understanding of the Telecom/ASP/ISP/xSP/WebServices business

Ø  In-depth knowledge of  Cloud Computing and Online Services, broadband networks, the cable industry and core Internet technologies

Ø  Proven ability to manage in a matrix environment with people management experience (optional)

Ø  Very strong interpersonal and influencing skills

Ø  Strong written and oral communication