职位类别： 计算机软、硬件/互联网/IT 客户服务/技术支持 工作地点： 上海 发布日期： 2008-01-18 工作经验： 5-10年 最低学历： 本科 管理经验： 否 工作性质： 全职 招聘人数： 1人 职位描述/要求： This Job is eligible for the following work arrangements :Flex Time At Microsoft, we have a true passion for technology. We enjoy taking on big challenges, and we pride ourselves on seeing them through.That’s why working for Microsoft’s Sales, Marketing and Services Group (SMSG) means being part of a world renowned corporation, on a winning team, sharing a common goal with some of the most talented people in the world. Job title: Partner Technology Specialist Based in: Shanghai Are you looking to be a part of an exciting and growing business of ERP and CRM solutions?The Microsoft Business Solutions (MBS) group is looking for an experienced and highly-motivated Partner Technology Specialist (PTS) who will train, enable and support MBS partners to deliver high-quality, high-touch technical engagements to MBS customers to achieve through-partner revenue and win rate goals. Role Purpose The PTS - Dynamics adds value to Microsoft by building scale for MBS in the market through well-managed and growing relationships with MBS partners’ technical teams.The PTS - Dynamics ensures that Microsoft customers receive a consistent and high-quality experience in their technical engagements with MBS partners.The PTS - Dynamics is responsible for driving partner technical development to help secure through-partner wins with new customers, existing customers and from a compete perspective, primarily in the Midmarket customer space. Success is measured by through-partner “First Win” deals and compete wins (against Oracle or SAP), successfully executed with-partner technical engagements (in large Midmarket customer opportunities), and successfully completed and executed technical readiness/training plans for all Tier 1 and Tier 2 partners.In order to meet these objectives, you will need to: Drive through-partner win rates of Microsoft Dynamics solutions by enabling partners to deliver high-quality technical sales engagements (Architecture Design Sessions (ADS’), Proofs of Concepts (POCs), Bills of Materials, Technical Solution Proposals, etc). Ensure MBS partner competence in the development of their opportunities (and assisting in opportunity development when necessary). Help MBS partner technical teams enhance their technical sales engagements by supporting these with the relevant business value messaging. Provide MBS partner enablement and readiness. Take an active part in the community of partner teams and customer users. Participate and present at one-to-many partner and customer marketing events. Ensure that self readiness, and the readiness of other PTS’ and PAMs (Partner Account Managers) - Solutions- Dynamics are maintained around Microsoft Dynamics solutions. Key Accountabilities Coach partner technical team members in their opportunity planning activities (e.g., evaluation plans, execution plans, deployment plans). Provide partner technical team members with templates/samples as needed, and ensure that the Microsoft Dynamics business value messaging is evident in these. Create job aids/checklists for POCs (Proofs of Concept) and ADS’ (Architecture Design Sessions) for partner technical team members (including POC and ADS qualification criteria). Engage, as needed, in the POCs and/or ADS’ for partner-led opportunities. Complete/update technical information on partner-led opportunities using the relevant tools. Maintain information on partner readiness (requirements, completions and competence levels). Work with the PAMs (Partner Account Managers) to complete the PSPs (Partner Solution Plans). Develop successful relationships with a set of core MBS partners. Define individual development plans for the largest MBS partners in the Small&Midmarket segments. Deliver partner readiness and enablement sessions on both Microsoft Dynamics products and support. Develop partner readiness materials when necessary. Work with Services, Support and other internal groups as needed to deliver partner readiness sessions. Contribute to the selection of MBS partners for the Small&Midmarket segment. Provide inputs into the PAMs’ - Dynamics and the Partner Recruiters’ - Dynamics’ PBPs (Partner Business Plans). Engage in presentations/demonstrations with new partners. Ensure all follow-up from new partner recruitment sessions is completed in a timely fashion. Create materials for events or leverage existing materials as needed. Ensure the Microsoft Dynamics business value messaging is evident in all technical presentations. Collaborate with internal team members or partner technical team members to prepare for and deliver at events. Ensure all follow-up from evangelism events is completed in a timely fashion. Conduct self-research, learning and readiness. Provide readiness materials/events as needed to internal team members. Develop and maintain relationships with the external communities of partner teams and customer users. Attend competitive engagements and events. Key Success Criteria x# of through-partner “First Win” deals. x# of through-partner compete wins (against Oracle or SAP). A minimum of x successfully executed ADS’ and POCs with partners, in opportunities greater than $xK. A minimum of x# of successfully executed partner-led ADS’ and POCs (where the PTS - Dynamics was responsible for partner readiness and enablement). Successfully completed readiness engagements with a minimum of x MBS partners focusing on the Small&Midmarket segment. Technical development/readiness plans in place with 100% of all Tier 1 and Tier 2 partners. Successfully completed or up-to-date Microsoft/MBS and/or industry certifications. Increasing partner opportunity velocity rates (measured by the velocity rate through the partner-equivalent to the MSSP (Microsoft Solution Selling Process) Solution and Proof phases. x# number of partners’ technical resources who are readied and engaged to ensure partner ADS and POC execution. x# of partners participating in the Skills Builder program (or other partner readiness programs). x# of partner readiness engagements delivered on an FY basis. x# of events (live or online) delivered on an FY basis. Positive feedback from partners and customers (in event evaluation forms and anecdotal feedback). Knowledge, Skills and Experience 1) Essential Experience - Excellent verbal and written communication skills with equally good listening and demonstration/presentation skills.5 to 8 years of proven technical pre-sales or consulting experience in a through-partner sales engagement model and a track record of working with a wide range of business partners.Extensive experience working in large “virtual” teams-field sales, inside sales, services, partners.The ability to demonstrate both technical and business value of Microsoft Dynamics solutions is essential.Preference will be given to candidates who can demonstrate knowledge of the Microsoft Dynamics value propositions within a variety of vertical industry markets.(Local Hiring Manager to include vertical requirements as needed.) 2) Technical /Functional Skills - In-depth knowledge of all or some of the following: Microsoft Dynamics solutions: Dynamics ERP and/or Dynamics CRM Infrastructure management techniques and integration around application platforms SQL Replication, Reporting Services, Analysis Services, Integration Services, SQL Server, Data Warehousing, and Business Intelligence Microsoft Systems Architecture (MSA), Enterprise Datacenter 2.0 (EDC) Reference and Prescriptive Architecture Guides Microsoft Exchange, MMS, ISA, BizTalk, and EAI Competitive applications, especially Sage, Epicor, Intentia, Lawson, Salesforce.com, Oracle, SAP, PeopleSoft, JD Edwards, Siebel, other multinational ERP and/or CRM vendors 3) Personal Attributes - Highly motivated team player with a mature and positive attitude and a passion
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