MTC Technology Architect

Job Category: Sales
Location: China, Beijing
Division: Sales

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.

Why does the MTC Technical Architect role exist?
The MTC Technical Architect adds value to Microsoft by proving the value of Microsoft's solutions to customers and providing technical contributions to revenue goals.
How does the MTC Technical Architect role add value?
The MTC Technical Architect role adds value by:
- Successfully driving the win rate within assigned opportunities through the delivery of technical sales engagements (ADS', POCs, etc).
- Developing a Bill of Materials and architecture that feed into solution proposals.
- Developing partner engagements that feed the opportunity pipeline.
- Developing partner enablement and readiness for assigned opportunities.
- Convincing customers, in competitive situations, that Microsoft has a technically superior solution.
- Ensuring that self readiness, the readiness of other TSPs and team members are maintained around Microsoft's solutions.
- Conduct strategy briefings with customers and partners.
How is the MTC Technical Architect role unique from other roles?
The MTC Technical Architect role is unique in:
a. Executing superior technical engagements (POCs and ADS').
b. Focusing on opportunities, delivering value within specified MSSP parameters (from 40-80%).
Engaging at deep technical levels within assigned opportunities and being able to translate how integration technologies solve business problems.

Activities and Responsibilities:
Strong Self, Internal and External Stakeholder Relationships, Readiness and Commitment: Tasks include conducting self-research, learning and readiness. Additional tasks include the workload/solution area education and knowledge transfer to team members and other TSPs, and developing strong community relationships. Specific value of these tasks is the professional skills development that contributes to the overall effectiveness of the TSP and others' job effectiveness. Success is measured by strong, long-term community relationships that foster commitment and contribute to increased deployments within customer accounts. Additional success is measured by TSPs and team members who are more effective with customers on Microsoft's solutions.

Bill of Materials and Architecture that Feed into Solution Proposals: The main task for this deliverable is the ADS. To successfully conduct an ADS, TSPs also validate that it is appropriate and determine its relevant products. After the engagement, TSPs complete technical elements of the solution proposal. TSPs add specific value by driving pipeline velocity and architecting a solution that the customer can accept. Success is measured by the TSP moving each assigned opportunity through to the MSSP Solution and Proof phases.

Proof of Concept that Supports Business Value Argument: Tasks include demonstrating the business value of Microsoft's solutions within a POC. To successfully execute a POC, TSPs first validate that the opportunity is worth a proof. Additional tasks include developing an understanding of the customer's Enterprise IT architecture and the competitive landscape. After a successful POC, the TSP hands off the opportunity to team members. Specific value is using judgment on what is the most effective and efficient course of action to advance the opportunity toward Close in the MSSP. Success is measured by x% of assigned opportunities that have a go-forward plan developed for Close in the MSSP (as defined by local FY commitments). Success is also measured by the successful execution of each POC.

Position Scope:
In what ways and levels does this position affect Microsoft: department-wide impact, division-wide impact, domestic only, worldwide, etc.?
The TSP MTC Architect is a technical pre sales architect to other divisions of the company and resides in a specialized facility - Microsoft Technology Center. The role's scope is regional and corresponds to the scope or reach of the area MTC organization with predominate impact occurring in the host MTC district. Its influence is seen regionally/globally through the MTC Global Program. In addition:
- With respect to best practices guidance, technical sales IP development, peer mentoring, and technical sales community leadership scope is global.
- It's responsible for designing, architecting and proving solutions for target accounts defined by EPG, DPE and SMSP leadership and account teams.
- It is responsible for verifying the technical architecture approaches for target account and strategically analyzes the risks, benefits and opportunities of various platforms/solutions.
- Influences product development and direction based on customer requirements and feedback.

Qualifications:
- 10+ years of related experience
- MBA/Master's Degree or Bachelor's Degree
- Professional training/certification in: Current MCSE, MCSD, MCDBA, and other competitive certifications preferred.
- Systems development, network operations, or software support experience.
- Enterprise-scale solutions architecture and implementation; technical breadth across networking, messaging, database and applications; strategic planning, risk analysis and business justification; and CXO contact.
- Sales engineer or pre-sales consultant at a large technology company selling into the Enterprise (not necessarily software).
- Strong sales aptitude with the ability to lead in-depth technology discussions, articulating the business value of a product or technology.
- Experience in an environment where customer contacts and knowledge are leveraged to listen proactively for up-sell/cross-sell opportunities.
- Deep technical skills with the ability to translate the feature and function set into customer solutions and win against the competition.
- Working proactively within assigned opportunities to uncover and qualify new opportunities.
- Developing strong, strategic partners engaged in immediate and long-term strategic opportunities and committed to Microsoft.
- Is a resourceful problem-solver, leveraging internal and partner resources in assigned opportunities where and when needed to do what's right for the customer.

Microsoft is an equal opportunity employer, we encourage Women and Men with diverse backgrounds to apply.

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发布时间：

2010-04-30

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