Microsoft is proactively engaging in a transition to becoming a devices, software and services company. As part of this transformation, the world wide Public Sector Education team is recruiting Senior Education Solutions Specialists roles to help Subsidiaries win core Education 1:1 (1 device for each student) opportunities that are becoming a priority for almost all governments worldwide as they expand the use of technology to their students.
Transforming an education agenda for the 21st Century is about much more than providing a child with a low-cost computing device. Central to the success of these projects is an end to end and holistic approach that combines not just devices, but also systems architecture, applications, content, training, services and clear definition of outcomes that can be measure and supported by all the stakeholders. From devices to back end infrastructure, from applications and content to training and support, Microsoft’s commitment to education and the solutions available to support almost any approach mean we have an unprecedented opportunity to win these large 1:1 opportunities. This capacity will help us differentiate Microsoft in the market and help us grow share and compete to win.
Whilst optimizing for device selling, these “Education Solutions Specialists” will be responsible for ensuring Windows devices and our core technology platform including Windows 8, Office 365 and Servers are at the centre of these projects to transform education.
How does the “Education Solutions Specialist "role add value?
The “ESS” role adds value by:
1. Competing on every Windows Device including tablet & phone 1:1 opportunity and beating the competition with education solutions. Positioning Windows 8 as the ultimate learning experience on a wide range of Windows devices
2. Understanding customer objectives, within and education context, maximizing Microsoft’s technology contribution to a measureable impact in student outcomes, workforce enablement, increased competitiveness, economic/social development or any other strategic goal that supports the Microsoft vision of Anytime Anywhere Learning for All
3. Articulating the Microsoft Value proposition for IT infrastructure Client/Server/Communications/Cloud), Software and Services (Collaboration, Management, Learning Delivery, Analytics and Consumer service), Enablement for 21st Century Skills (Teacher/Leaders Professional development, Digital Curriculum and Online Communities)
4. Understanding our competitors value proposition and strategy in depth to effectively and credibly position against their offerings.
5. Leading v-teams on 1:1 opportunities to beat the competition with solutions based on the Microsoft platform with Windows Devices at the core by positioning Microsoft as a trusted partner with the customer.
6. Equally selling a wide range of Windows capable devices, both Windows OEM, Surface tablets and Windows Phone units with the goal of becoming the leading supplier of “Education enabled devices” to strategic education customers.
7. Helping the Subsidiary teams proactively close a healthy pipeline of qualified Windows device selling opportunities.
8. Working with account team members, OEM/OC partners, application developers/design agencies, and/or services to drive unit wins of Tablets & Phones and expanding sales opportunities to sell Microsoft based education solutions and cloud services.
9. Providing education solution sales exertise to ensure proposed customer infrastructure is ‘Windows 8 ready’ as a way to increase the adoption and penetration of Windows devices within Education customers with 1:1 projects.
10. Contributing to the development of strategic bid/tender responses for 1:1 opportunities.
11. Ensuring handoffs to and engagements with the appropriate resources (to key roles, such as Account Managers, Account Technical Specialists and Technical Sales Professionals, OEM partners, Publishers and/or services at the appropriate phase of the Microsoft Solution Selling Process.
12. Contributing to the engagement and readiness of OEM, OC, ISVs, Publishers and authorized hardware reseller partners who can help the “ESS” role scale through increased device and apps sales capacity.
How is the “ESS”role unique from other roles?
The “EES”role is unique given:
1. Its focus on selling solutions based on the Microsoft platform with Windows Devices at the core within our Education customers with 1:1 projects.
2. Its in-depth knowledge of the strategies required to successfully sell Windows devices vs. the competition within an education context.
3. Its focus on articulating and demonstrating a cohesive and differentiated value proposition using Windows devices, applications and mobility solutions within an education context.
4. Its ability to leverage a non-traditional set of selling partners - including OEMs, Publishers, Telcos, OCs and ISVs - to enable their Windows devices and solutions to compete in the with 1:1 project opportunities.
Background/ Experience Required:
- Bachelor’s Degree Required; MBA preferred
- Sales or consulting position within a hardware, software or Services Company such as Samsung, Apple, Blackberry, Accenture or the equivalent. A background in education (eg ex Education CIO) is highly desirable
- Strong experience positioning education solutions to education decision makers both hardware and software, including devices
- Demonstrated expertise positioning education solutions to senior education decision makers by reinforcing the technology value to the customer’s overall business pain and/or strategic opportunities.
- Strong, proven track record of consistently holding or exceeding quota using a consultative/solution selling approach, focused on solving educationally relevant problems.
- Technically astute - can convey complex issues and solutions in clear terms and recommend cutting edge solutions to 1:1 challenges based on them.
- Strong experience and thought leadership in the 1:1 space with ability to be a trusted advisor for the customer.
- Demonstrated strategic time management and multi-tasking skills
- Is 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 (as opposed to telling/selling), probing for business process pains and opportunities, in an effort to meet or exceed their expectations.
Job Category: Sales
Location: APAC HQ - Singapore, SG
Job ID: 868212-135460
Division: Sales
Job Segments: Education, Curriculum, Consulting, Cloud, MBA, Technology, Management
For details, please click here.
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