Education Solutions Specialist

Summary of Job Profile

Microsoft is proactively engaging in a transition to becoming 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 center of these projects to transform education. 

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 competitor’s 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, 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 expertise 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.

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.

“ESS”Deliverables and Microsoft Enterprise Sales Process
SSP Profile of Excellence - “ESS”Summary
The job’s primary deliverables and tasks are listed in order of importance along with the portion of the job’s time spent on each. Note that priorities and time allocation may change over time to meet changing business conditions. 

Deliverables, Tasks and Success Criteria Estimated Annual % of Time
Proactive solution selling based on the Microsoft platform with Windows Devices at the core : Success in this job deliverable is measured by Windows Tablet Wins, Windows Phone Wins, Windows Tablet units and Windows Phone units; solution win numbers being met or exceeded across the breadth of education solutions. 

FY14 success is also measured by achieving or exceeding units metrics and:
- Effectively engaging in the most appropriate pipeline of opportunities to achieve/exceed targets to ensure 1:1 Education opportunities are won & implemented successfully. 
- Ensuring device selling field readiness through direct enablement across the subsidiary teams.
- 100% required training completed, as measured by Field Readiness Index (FRI). Total of 100% combining all deliverables below
Securing the right solutions & devices with customers: Tasks include determining the appropriate education solution to address the customer’s pain or opportunity, pulling together an effective v-team and evaluation/engagement plan, proposing the most appropriate solution and integrating the appropriate partners, ISV’s, Publishers and/or Services. Success is measured by the effectiveness of the v-team, the customer’s agreement to the Windows device/apps ecosystem, partner solutions and/or devices. 60%
Closing Device Sales in Alignment with Partners and/or Services: Tasks include developing and presenting proposals, contribute to technical architecture elements of bid/tender responses, facilitating discussions/negotiations between partners and/or Services and making recommendations on additional products or offerings to move deals to close. Success is measured by a signed contract or agreement from the customer. 20%
Evaluating Competitive Technology and Ensuring Appropriate Knowledge & Field Awareness: Tasks include ensuring appropriate knowledge of competing products such as iPad, Android and other competitive phone/tablet technologies within an education context and how education solutions can help drive their adoption. 10%
Being recognized an expert in Education Solutions - mentoring, advising and developing subsidiary teams. Tasks include sharing and advising expert knowledge and experience to help ensure subsidiary teams can compete and win a broad spectrum of 1:1 opportunities. Success is measured number of engagements with subsidiary teams, number of signed contracts or agreements from the customer and feedback from AHQ/subsidiary teams. 10%

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Job Segments: Education, Curriculum, Cloud, Technology

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