Thursday, 22 May 2014

The Public Sector Cloud Specialist Job Vacancy at Microsoft Gulf

Job Title:    The Public Sector Cloud Specialist (PSCS)
Job ID:        873605
Job Location:     United Arab Emirates, Dubai
Job Category:     Sales
Division:     Sales
Employer:    Microsoft Gulf

The Public Sector Cloud Specialist (PSCS) MEA HQ role adds value to Microsoft by orchestrating the execution of large and/or complex PS Cloud opportunities (Private, Public & Community Cloud). These opportunities typically cover an all-of-government cloud in a country or across multiple related agencies, may include both Server and Tool and Microsoft Workloads product stacks and span across the industry segments (Enterprise & SMB).

Currently, many governments are issuing tenders/RFPs for large cloud networks that will be operated by either:
a) a Govt themselves for one or more Govt Agencies (Community cloud or On-Premise Private Cloud)
b) through a Service Provider (telco/hoster/Systems Integrator) on behalf of Govt (Private or Public cloud)
c) directly through Public Cloud (O365, Microsoft Azure)
d) or a hybrid combination of the above

These cloud opportunities are large, complex, and have a long sales cycle. The MEA PSCS role will be on point at the Subsidiary to own the strategy and execution for these opportunities.

Large PS cloud deals could be Virtualization only (IAAS), but most in the future will require an end-to-end technology stack that includes workloads (e.g. Virtualization, Mail, Collaboration, Chat/VOIP, plus single-pane of glass management capabilities.)

The PS Cloud Specialist (PSCS) role is unique in approach to working within a customer’s environment. Through intimate knowledge of Govt customer requirements (privacy, data sovereignty, legal requirements, etc). This role will more quickly access viability for Public Cloud, Community Cloud, or Private Cloud and then engage/coordinate the appropriate Microsoft resources at subsidiary, multi-sub area, TimeZone or corporate level. Responsibilities include owning customer discovery, business model definition (licensing and pricing strategy), internal v-team orchestration with Solution Team Unit, O365 Blackbelts, Operator Channels (formerly Communications Sector), Enterprise, Partner etc. depending on the type of Cloud model the opportunity evolves into.

Execution will happen by leveraging a business centric selling approach with the Govt CIO, Govt Business Decision Maker (BDM) and Govt Service Providers within the targeted account(s), to shift their view of Microsoft to that of a credible, Tier 1 cloud technology/solution provider.

The PSCS role is unique in:
-Is dedicated to winning Public & Private cloud opportunities in Public Sector that span an entire country, multiple segments and multiple Business Groups products/service offerings.
-Must engage senior and influential audiences within Govt agencies
-Direct liaison to WW Pubic Sector as part of the PS Cloud Specialist community and WW PS Cloud Escalation Process.

Deliverables, Tasks and Success Criteria
-Proof of Microsoft Value to Customers and Technical Contribution to Revenue Goals around One or More Products:
-Strong Self, Internal and External Stakeholder Relationships, Readiness and Commitment
-Development of Assigned Opportunities - Own and Lead Complex and Competitive Opportunities
-Develop Business Case and Solution Proposal including Successfully Negotiating Opportunities
-Define Services Strategy – orchestrate selection of Service Entities Committed and Aligned to Help Win Opportunities - Migration, Readiness, and Value Added Services

Job Requirements:
-10+ years of related experience in solution selling to enterprise customers
-Understanding of new cloud service models and architecture, business workloads such as messaging, communications and collaboration.
-Experience in public sector organizations, agencies or departments preferred.
-Background from IT Consulting, Outsource Services, or Telecommunications company is preferred
-Ability to communicate effectively, and develop lasting relationships with government elites, policy makers and “C” level roles, including senior business or technical leaders with the highest levels of business acumen and expertise.
-Proven results leading teams to win complex sales cycles and negotiations.
-Teaming/Collaboration - Demonstrates effective cross-group collaboration skills to achieve results through influence with internal and external stakeholders.
-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.
-Bachelor’s degree is required, MBA preferred

Deadline Date: 31/05/2014

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