Services Executive

Job Category: Sales
Location: New York, NY, US
Job ID: 834067-108951
Division: Sales

US Enterprise Services - SLGE (State & Local Government and Education)

Services Executive
Microsoft Enterprise Services, the State and Local Government & Education EAST Region (SLGE-EAST) Practice is searching for a Services Sales Professional ( SERVICES EXECUTIVE') that has direct experience in selling & assisting in the management of complex services engagements. The role requires a solid understanding of Microsoft's technology, competitive positioning, and experience in the delivery of large, complex and strategic information technology projects for global customers. The candidate must possess a demonstrated fluency calling on high-level business decision makers (CIO, CFO, Commissioner, Superintendent, etc.) with IT project-specific outcomes. This position will work closely with the Sales Account Executives responsible for product sales in developing and executing the overall services strategy for Microsoft's State and Local Government and Education customers. This specific position will focus on the New York City geography.

Responsibilities include:

Creating a services business development plan in conjunction with the Account Executives for a specific customer base
Prospecting and qualifying opportunities for both professional services and support (architectural, advisory, development and deployment services and premier support)
Scoping the engagement utilizing various Microsoft technical resources, including key consultants, architects, Program Managers and Partners
Participating in Services Quality Assurance for high risk/high dollar engagements
Preparing the proposals, statements of work & corresponding contracts and shepherding them through the Microsoft and Public Sector contracting and procurement processes
Providing an accurate and recurring sales forecast to management for consulting new work sold and premier support
Acting as primary point-of-contact for managing the engagement and customer expectations throughout the duration of the project.

The candidate must possess deep experience with project definition and management - and employ various project enablers (third-party subcontractors, partnerships, Systems Integrators and outsourcing services) to complement the proposed solution. Experience in integrating Microsoft and non-Microsoft enterprise technologies (Linux, Unix, Websphere, iPlanet, Oracle) is highly desired - and will enhance the candidate's credibility with respect to enterprise architecture and IT strategy. State and Local Government as well as Education customer expertise, selling of consulting services and solution selling experience is critical.

Additionally, the candidate must have proven experience managing projects through the entire project lifecycle - including the management of multi-phase/multi-dimensional/multi-resource projects to the client's satisfaction. The position demands an individual who is resourceful, confident under pressure, and has demonstrated skill in managing customer expectations, change orders and crisis situations. Also, the ability to deliver articulate and effective strategic presentations is required.

Qualifications:
Undergraduate or graduate degree in business, computer science or engineering and at least 10 years relevant working experience with demonstrated expertise in project and consulting (and consulting sales) management.
Demonstrated track record of consistent, YOY over- achievement in either SW or preferably solutions/services/consulting services sales
Possess strong business development and software, solutions and/or services sales skills.
Extremely strong written, verbal and communication skills (including proposal writing and presentation building)
Strong interpersonal skills and ability to team with Sales, Technical, and Operations resources
Strong understanding and experience with incorporating third-party participants into a single customer proposal
A solid understanding of Microsoft's business value proposition and products, including how solutions are built, and what is involved in implementing solutions with customers
Adaptability, flexibility and the ability to do quality work under tight deadlines
Solid project management skills including risk assessment and management experience
Able to manage a frequent travel schedule
10-years of experience selling into NYC State & Local Government, and Education Accounts

Ideally, this position will be located in or around the New York City geography. Qualified candidates with close proximity will also be considered
Sales:ESS