Position summary

The Principal Platform Specialist (PPS) role is unique in their approach to working within a customer’s environment. Armed with deep account knowledge and a long term vision, the PPS will drive large or complex application opportunities (in many cases mission critical) in a given set of targeted customers.

This will be done by focusing on the CIO, Business Decision Maker (BDM) and Business Unit IT communities within the targeted account(s). The PPS approach will be consultative in nature, but also provide an in-depth solutions architecture capability that will be based on specific customers’ business needs.

While balancing the customer’s needs within the Microsoft portfolio of products and the Microsoft ecosystem (ISV/SI solutions), the PPS will drive a long term strategy within the account to ultimately drive a deeper Microsoft platform footprint.

This strategy will manifest itself in a large product and solutions pipeline and large solution wins.

Main responsibilities

• Work with the customer to architect solutions.
• Work with the sales team in preparing the account planning documents.
• Formulate unified account strategies across Microsoft and key Microsoft partners.
• Jointly create the evaluation plan with the customer and orchestrate the virtual team.
• Facilitate the Envisioning and Architecture Design sessions.
• Create the deliverables (final presentation, solution specification and value proposition).
• Present the final deliverables to the customer.

Knowledge and experience required

• Strong, proven track record of consistently holding or exceeding quota using a consultative/solution selling approach, focused on solving Enterprise customer problems with Line of Business solutions, within customers and markets that require a “break the mould” approach (e.g., size of transactions, complexity of sales, shifts in perception, etc.).
• Demonstrated experience and expertise selling technology to senior business decision-makers by reinforcing the value of the technology to the customer’s overall business pain and/or strategic opportunities.
• Proven experience in the following key areas:
  • System and application design
  • Needs Analysis and Envisioning
  • Solutions Architecture
  • In-depth knowledge of competitors
  • Demonstrated project management skills  
• Proven record of effective account management, including Account Planning, Opportunity Generation and Management, Communication Plans, and Business Management Excellence.
• Have In-depth knowledge of targeted customers’ Line of Business decision-makers (VPs of Sales, Operations, HR, Marketing, etc.), the business applications they use and/or develop and the challenges they face with these applications.  

Succes criteria

• 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.  
• Work effectively within a virtual team, taking strategic direction from opportunity owners and considering inputs from teammembers.  
• Listen to customers (as opposed to telling/selling), probing for business process pains and opportunities, in an effort to meet or exceed their expectations.  
• Leveraging partner solutions to continuously find ways to solve customer needs. 
• Builds and leads teams through influence:
  • Demonstrates from experience, the ability to recruit and convince others to participate in achieving group goals.
  • Keeps the group working toward a common shared outcome or goal
• Effectively utilizes and leverages virtual team resource

Other competences

• Excellent verbal and written communication.
• Strong facilitation skills.
• Communicates effectively and demonstrates the ability to present ideas, goals, problems, outcomes, and processes in afashion that is understood by a diverse audience.
• Understands the customer’s business and help customer prioritize issues to derive high value initiatives.
• Problem solver.
• Focused, organized and analytical.
• Creative.
• Can act as a mentor for less experienced Principal Platform Specialists and Platform Specialists.

Salary

Attractive salary-package 70/30 with pension, car allowance and stock options.

Languages

Excellent Danish and English language skills, both written and verbal.

Send your application and resume to job@kluge-partners.com