MS ITM REP (SJR) Invenio Marketing
THIS JOB HAS EXPIRED Overview:
The Invenio Solutions Inside Territory Manager (ITM) will generate pipeline opportunities in a set of named accounts of existing customers to identify decision-maker, qualify opportunities and influence closed business. The accounts will include a mix of licensing strategies including Enterprise Agreements, Select Agreements, Open Agreements and non-annuity. The ITM will drive revenue by (1) up selling into existing accounts, (2) executing on-time licensing agreements renewal and true-ups of these agreements, (3) increasing the licensing level of customers and (4) driving opportunities in current white space.
Lead Strategic Opportunity Sales Planning (territory & account planning) to grow revenue and meet scorecard targets in your territory. Include strategies to win share from competitors: Google, Oracle, Open Source/Linux, Salesforce.com, and VMware. Prioritized ?Opportunity Map? w/ high value opportunities (Microsoft licensing agreements - EA, Select & Renewals) for New and Renew sales events. Capture Customer Profile with every sales call to capture deployment state, competitive, info, etc. Focus on key scenarios: Net New Platform Enterprise Agreements (EA), Renewals, Online Services, Attaching Core Microsoft products. Drive Microsoft towards trusted advisor status with partners and customers and build relationships with key executives. Work with Partner Account Manager (PAM) to scale through the partner channel and engage in joint selling opportunities and drive opportunities to closure. Own execution of large or strategic opportunities within assigned accounts through closure. Work with internal resources as the decider for prioritization of opportunities and partner engagement. Orchestrate partner and Microsoft resources to drive opportunities to closure; tracked via pipeline management systems. Forecast opportunities for pipeline reviews and contribute to strategy to drive revenue and scorecard results. Ensure 100 level proficiency on positioning Platform/Dynamics CRM solutions and Premier Support. Evangelize Microsoft?s innovation roadmap by aligning customer business priorities to Microsoft value offerings, such as: How Microsoft Can Save Customers Money, Hosting Solutions, Software + Services Solutions, and Industry Solutions. Validate customer & partner satisfaction throughout the sales cycle; conduct win/loss reviews. . The preceding functions have been provided as examples of the types of work performed by employees assigned to this job classification. Management reserves the right to add, modify, change, or rescind the work assignments of different positions and to make reasonable accommodation, if required, so that qualified employees can perform the essential functions of the job.
2+ years of sales experience in IT Bachelor?s Degree Preferred Advanced communication (verbal and written) and interpersonal skills, combined with high levels of organizational ability Good understanding of inside sales techniques Good knowledge of features, benefits and competitive positioning of Microsoft products preferred Some knowledge of marketing theory and principles will be preferred Proficient in computer systems, in particular experience with navigating Customer Relationship Management (CRM) systems an advantage CRM Experience (Seibel, Onyx, Pivotal, etc.) Must demonstrate leadership abilities and maintain a strategic, visionary outlook Ideal candidate is dynamic, adaptable, and proactive with an entrepreneurial spirit
THIS JOB HAS EXPIRED