Developer Solution Specialist Job

Developer Solution Specialist Job

Job Category:Sales
Location:Mississauga, CA
Job ID:9
Division:Sales


Solution Sales Professional (SSP) - Developer Tools - SMSP


About the Developer and Platform Evangelism Group (DPE)


The SSP - Developer Tools is a member of the Developer and Platform Evangelism (DPE) team whose overall mission is to secure the future of the Microsoft platform.


DPE achieves this objective by engaging IT Professionals and Developers (Technical Professionals) - from the student to the CIO and everyone in between - in a discussion on how to get the best value from the MS platform, now and in the future. Key measures of success are Platform Adoption, Audience Satisfaction and Revenue Growth.


DPE achieves these objectives through the following activities;


- Engaging the Technical Community through large scale events - both in person and online.

- Engaging Customers and Partners directly in platform strategy discussions. Often this will lead to highly visible design wins.

- Marketing and Selling the Microsoft Development Platform & Tools

- Engaging students and faculty in Universities and High Schools in conversations about what is possible with the MS platform



The SSP - Developer Tools Role


The SSP - Developer Tools role is focused on delivering Developer Tools opportunity revenue and market share for Microsoft Canada across the country. As the title of the role suggests, this role will focus on growing our Developer Tools business.


The Responsibilities:

- Develop a healthy Developer Tools pipeline of qualified opportunities.

- Identify development environment compete gaps within targeted accounts and the ways in which Microsoft can dislodge the competition or augment the share of Microsoft technologies within accounts.

- Researching targeted accounts’ total application spend and driving a strategy that gives Microsoft a significant percentage of that spend.

- Creating and maintaining solution opportunity generation plans that contribute to Account and Territory Planning efforts

- Ensuring hand-offs to and engagements with the appropriate resources (within Developer & Platform Evangelism (DPE), EPG, SMS&P or Specialist Team Unit (STU), to partners and/or Services) at the appropriate phase of the MSSP, with measures in place to track the total cost-of-sale.

- Bringing customers to agreement on the business value of proven solutions.

- Closing deals by reinforcing the business value of solutions and acting as an interface between customers and partners/Services.

- Contributing to the recruitment, engagement and readiness of partners who can help the SSP Developer Tools role scale capacity.

- Delivering referenceable and satisfied accounts that can be leveraged in future sales engagements.

- Leveraging knowledge gained to propose/promote industry/vertical solutions.

- Educating Account Managers and Microsoft reseller partners on how to identify potential AppPat & Dev opportunities.

- Work with the Developer Tools PM and Microsoft Partners to implement marketing programs.


The SSP - Developer Tools Role works closely with the following colleagues:


- EPG/SMS&P Sales/STU Teams. The EPG/SMS&P Sales/STU teams will help the SSP Dev Tools by making the appropriate introductions into key accounts and identifying new opportunities.

- Developer Technical Specialist Role - The SSP - Dev Tools will bring the Developer TSP into key opportunities as appropriate as the technical product Specialist.

- Developer Tools Product Manager - Help the Dev Tools PM implement sales programs in the field by evangelizing promotions to customers and giving “real world” feedback as appropriate.

- Customer Architect Evangelists - Work with Customer AE’s on key Platform and Developer Tools opportunities.

- Other field roles (IT Pro, Developer Evangelists) for sharing technical information and best practices, and sometimes partnering to engage in Dev Tools Opportunities.

- MS Corporation SSP - Dev Tools Role & Program owners


How is the SSP Developer Tools role unique from other roles?


- Its in-depth knowledge of targeted customers’ Application Development and Purchasing decision-makers, the development environment (tools, processes, etc.) they use and the challenges they face with this environment.

- Its focus on articulating the business value of the software development lifecycle.

- Its ability to leverage a core set of partners and their applications and/or implementation expertise into a business value solution for specific customers.


The Fit:


- Ideal candidate is fluent in French and English

- A Strong, proven track record of consistently holding or exceeding quota using a consultative/solution selling approach.

- Demonstrated experience and expertise selling technology through Reseller Partners

- Demonstrated experience and expertise selling technology to senior business decision makers.

- Proven record of effective account management, including Account and Territory Planning, Opportunity Generation and Management, Communication Plans, and Business Management Excellence.

- A resourceful problem-solver, leveraging internal and partner resources where and when needed to do what’s right for the customer and for the organization.

- Working effectively within a virtual team, taking strategic direction from opportunity owners and considering inputs from team members.

- Listening to customers, probing for business process pains and opportunities, in an effort to meet or exceed their expectations.

- Leveraging partner-facing readiness activities to continuously find ways to scale capacity within a territory or vertical.

- A passion for Technology and the Microsoft platform

- Background working in the Developer Tools/ALM space would be a key benefit

- Sales credibility, skill set and background

- Excellent presentation skills. The ability to speak with influence and impact.

- Strong Organizational Awareness and Business Acumen

- Clear understanding / expertise in Microsoft technologies

- Excellent knowledge and experience of the competitive platforms, products, companies and philosophies.

- Strong teamwork and cross-group skills are essential

- Ability to prioritize & make decisions on the fly as to utilization of time and resources

- Comfort with working independently, but within fiscal strategy

- Four year degree in Business, Computer Science, Engineering or related discipline

- 7+ years of customer interaction in a Sales role

- Some Travel required