050042-Market Development Executive – Microsoft Azure Solutions – Energy / Utilities Sector

Microsoft Partner Market Development Executive (MDE), EUC & Services MU’s Focus

Location: Dallas, TX or Houston, TX

Overview

The focus of the Microsoft MDE role is selling transformative, strategic, multi-million-dollar sales of Capgemini’s North America Microsoft Practice’s professional services offerings and capabilities through the Capgemini Energy, Utilities, Chemicals (EUC) and Services Market Units (MU).

This role is for a tenured, senior sales professional with responsibility to evangelize and to provide focused sales expertise to assist the MUs account managers to specifically sell the Microsoft Practice’s professional services Azure cloud growth offerings to its existing and greenfield customers.

Job Description and Requirements

10+ years’ experience successfully selling strategic professional services engagements to Fortune 1000 and Global 2000 company divisions and their LOBs;

Professional services sales executive with a proven track record of carrying and exceeding bookings sales quotas of not less than $15M per annum (evidence of President’s Club or related annual achievements required);

Five (5) years of evidenced experience and relationships within the EUC or Services industry vertical (e.g. previous VP to C level roles at leading companies driving IT transformation);

Intimate knowledge of near-term trends and challenges within EU sectors, especially at the tangent of opportunities within that sector that are ripe for disruption and modernization and where the adoption of Microsoft Azure, M365 and Business Apps cloud services could address those trends, challenges and opportunities;

Demonstratable ability to create compelling proposals and presentations which clearly articulate business value (increased profit, growth of capitalization value, faster time to market, more market share, cost optimization, strategic market advantage, etc.), supported by financial justification (OpEx vs CapEx, NPV, ROI and IRR) and which demonstrate necessary technical benefits (agility, scalability, reliability, availability, flexibility, etc.) that convince technical and business VPs and C-Suite stakeholders to purchase Microsoft Practice’s cloud service offerings.

Proven ability to evangelize how Azure services platforms including Compute, Serverless, Storage/Data Lakes/Big Data, Containerization/Orchestration, Serverless, AI/ML/Inference, Blockchain, Call-Center, Security & GRC can transform, optimize and provide business value, financial benefits and technical agility to both technical and business stakeholders;

Requires knowledge of the various Azure Cloud adoption journeys across which customers travel through stages of Azure cloud adoption, transformation, and IT and DevOps modernization including:

  • Application Migration and Modernization
  • Azure Data Analytics & AI
  • Data Estate Modernization
  • Digital Manufacturing & IOT
  • Development and DevOps/DevSecOps Modernization; and,
  • Adoption of Cloud Native Development and Sever-less Technologies.

Successfully closes sales through:

  • Hunting Opportunities at Greenfield Customers / 60% of the Time
  • Farming Opportunities at and Across Existing Customers / 40% of the Time:
    • Upselling against current Microsoft Practice engagements that result in larger/more strategic Microsoft Practice’s professional services being adopted by that Customer;
    • Selling Microsoft Practice professional services to greenfield LOBs at existing customers that haven’t yet purchased Microsoft Practice’s professional services;

The capability to lead responses to complex, enterprise-scale RFPs including deconstructing RFPs to determine requirements; developing winning RFP response strategies and assembling and orchestrating teams to timely submit questions and respond to the RFPs; and leading winning oral’s presentations;

The ability to successfully employ, work cross-functionally, and “pack-sell” with capability overlay, partner alliance, and Microsoft teams including:

  • Capgemini’s Microsoft Capability Leaders who are responsible for a portion of Capgemini’s Microsoft and Azure Practice’s KPI’s within a specific capability area for North America (e.g., Azure, Modern Workplace, Business Apps, Core Services) and initiate, grow, manage, leverage and own the relationship with the Microsoft Practice;
  • Capgemini’s Microsoft & Azure Presales Solution Architects that will assist developing and delivering the technical solution;
  • Capgemini’s Partner Development Executives (PDEs) and Microsoft Alliance Managers and initiate, grow, manage, leverage and own the relationship with their complimentary Partner Sales/Development Managers that work for Microsoft;
  • Other Business Development, Presales Solution Architects, Market Development and MU focused influencers; and,
  • Microsoft Partner Alliance teams and Field Sellers (that work for Microsoft).

Provides advocacy and voice of the customer feedback loops to the Microsoft Practice leadership and product development teams;

Experience preparing quarterly team-based account plans to determine sales strategy and RACI across the selling team (partner, alliance, MU, etc.);

Extensive experience and capability managing complex negotiations to close professional services transactions including understanding how to draft Time and Materials and Fixed Fee Scope of Works, Statements of Work (SOW) and their appropriate use, key functions and requirements;

Extensive knowledge and understanding of Purchasing/Procurement processes at enterprise companies;

Develops, manages and reports on sales pipelines through each sales stage using Salesforce.com;

Develops and drives business and technical relationships at accounts individually and as a team member with MU account managers, Capgemini’s Microsoft partner alliance teams, Microsoft Account & Professional Service teams.

Required Qualifications:

  • BA/BS, Business Administration or related fields
  • Minimum of 10 years of enterprise sales and/or program/product management experience with a focus on EUC and Services customers.
  • Minimum of 5 years of sales experience selling enterprise Azure cloud computing services.
  • Minimum of 5 years of direct field experience working with enterprise accounts.
  • BA/BS degree required or equivalent experience
  • Excellent Public Speaking and Presentation Skills

Desired Qualifications:

  • MBA or equivalent
  • Previous VP or CIO at a EUC or Services company
  • Worked previously at Microsoft and Leading Global Systems Integrators that are Azure Premier Partners (e.g. Accenture, Deloitte, Infosys, IBM, Cognizant, etc.)
  • Solid technical background in software applications, security, networking, big data analytic tools, web app development, etc.
  • Track record for exceeding quota
  • Direct experience selling to EUC and Services sector customers and eco-system
  • Strong verbal and written communications skills
  • Extensive customer network within EUC and Services sectors

  

Capgemini is an Equal Opportunity Employer encouraging diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, national origin, gender identity/expression, age, religion, disability, sexual orientation, genetics, veteran status, marital status or any other characteristic protected by law.

 

This is a general description of the Duties, Responsibilities and Qualifications required for this position. Physical, mental, sensory or environmental demands may be referenced in an attempt to communicate the manner in which this position traditionally is performed. Whenever necessary to provide individuals with disabilities an equal employment opportunity, Capgemini will consider reasonable accommodations that might involve varying job requirements and/or changing the way this job is performed, provided that such accommodations do not pose an undue hardship.

Click the following link for more information on your rights as an Applicant – http://www.capgemini.com/resources/equal-employment-opportunity-is-the-law

 

About Capgemini   A global leader in consulting, technology services and digital transformation, Capgemini is at the forefront of innovation to address the entire breadth of clients’ opportunities in the evolving world of cloud, digital and platforms. Building on its strong 50 year heritage and deep industry-specific expertise, Capgemini enables organizations to realize their business ambitions through an array of services from strategy to operations. Capgemini is driven by the conviction that the business value of technology comes from and through people. It is a multicultural company of 200,000 team members in more than 40 countries. The Group reported 2018 global revenues of EUR 13.2 billion.     Visit us at www.capgemini.com. People matter, results count.

Ref:

050042

Posted on:

September 25, 2020

Experience level:

Manager

Education level:

Bachelor's Degree (±16 years)

Contract type:

Regular