The Microsoft Business Productivity Online Standard Suite is a set of Microsoft hosted messaging and collaboration solutions including

Microsoft Exchange Online, Microsoft SharePoint Online, Microsoft Office Live Meeting, and Microsoft Office Communications Online. Job Title: Reports to: SSP (Solutions Sales Specialist ) Productivity (BPOS) SSM, STU Manager

Summary of Job Profile

Why does the SSP BPOS role exist? The Solutions Sales Specialist Productivity (BPOS) leads BPOS pre-sales for complex and competitive opportunities in EPG and supporting Corporate customers starting at the 40% Develop through 80% Close sales stage. This includes proving the value of BPOS, developing customer trust in Microsofts cloud services, and leading BPOS contract negotiation. This results in higher market share, increased customer satisfaction, and revenue growth. How does the SSP Productivity (BPOS) role add value? The SSP Productivity (BPOS) role adds value by: 1. Successfully driving the win rate versus key priority target opportunities (GAPE, Notes, GroupWise, Open Source, Legacy Exchange, EA Renewal, New EA and Deskless). 2. Leading and owning 40% - 80% complex and competitive BPOS opportunities. This includes leading BPOS negotiations and seeking win-win solutions for customers, partners, and Microsoft. 3. Managing escalations to local sales management, WWLP, and BG as needed. 4. Hosting and ensuring consistent, credible execution of Solution Alignment Workshop (SAW) helping customer technical decision makers and influencers to understand how BPOS will work in their environment. Orchestrate follow up and ensuring questions are answered. 5. Working with ATU and TSP BPOS to define services strategy and services entity selection (MS Premier Provisioning, MS Services, and/or Partners) to lead and execute migration to the cloud, as well as provide readiness and value-added services. 6. Owning and developing the customer business case and final proposal. 7. Ensuring that self-readiness, the readiness of other SSPs and team members are maintained for supported solutions. How the SSP Productivity (BPOS) role is unique from other roles? The SSP Productivity (BPOS) role is unique in: a. Is dedicated to selling BPOS and will lead and own the most complex and competitive opportunities in geography. b. Direct liaison to WWLP and the BG for contract change requests for opportunities they own. c. Orchestrating v-team (including services entities) for opportunities they own. d. Engaging at deep levels with customer BDMs, TDMs, and procurement within assigned opportunities and being able to translate how BPOS technology solves business problems. e. Owns and develops the BPOS business case and proposals for opportunities they own. Summary of SSP Productivity (BPOS) Role in Microsofts Business Processes Results What business results is this position accountable for? What are the key initiatives and challenges facing this position over the next 6 months to 3 years? The SSP Productivity (BPOS) role is accountable for product win rates in assigned opportunities. They are also accountable for pipeline velocity and migration services alignment. To do this, the SSP Productivity (BPOS) role focuses on successfully leading and owning qualified, complex and competitive BPOS opportunities. They will accept qualified BPOS opportunities from the SSP Productivity and host a Solution Alignment Workshops. During the MSSP solution and proof phases, the SSP Productivity (BPOS) will, resolve deal blockers, , select services entities, develop a solution proposal, and lead negotiation. The key challenge in this role is (1) ensuring the expected service aligns with customer requirements and expectations, (2) developing a business case and successfully negotiating a commercial solution that is accepted by the customer and Microsoft, and (3) convincing customers and partners that they can trust Microsoft with their data and IT operations. In what ways and levels does this position affect Microsoft: department-wide impact, division-wide impact, domestic only, worldwide, etc.? The SSP Productivity (BPOS) role is an individual contributor position that impacts Microsoft division-wide. The SSP works within the STU.

Position Scope

Decision-Making

What are the decisions that this job makes? What is the importance of these decisions? On what decisions would this job need to defer to its manager or client? The SSP Productivity (BPOS) role decides on what business case and commercial concessions is necessary for Microsoft to win an opportunity in the Solution and Proof phases of MSSP. The SSP Productivity (BPOS) decides if: The cloud is a good commercial fit for the customer or if they are better served with on premise, hosted, or hybrid solution. Contract change management requests are required to win the deal. The SSP Productivity (BPOS) role asks specific questions such as: What is the most efficient way to win the BPOS opportunity? What team members are required to win the BPOS opportunity? The SSP Productivity (BPOS) role depends on managers and ATU or STU team members to select targeted opportunities. What type of external communication/business relationships does this position have with vendors, partners, press and etc.? The SSP Productivity (BPOS) role selects and orchestrates partner selection. What stakeholders (positions, departments, and business functions) does this position rely on to achieve its goals? What stakeholders does this position impact? The SSP Productivity (BPOS) role relies on and impacts the following field positions: TSP BPOS, AMs, SSPs (in the ATU and the STU), ATSs, PAMs, LS, and PAM. The SSP relies on and impacts the following corporate and worldwide positions: WWEPG SSP, WWLP LE, and BG Solution Analyst.

Communication/ Business Relationships

Summary of SSP Productivity (BPOS) Role in Microsofts Business Processes

What other internal communication/business relationships does this position have with management, direct reports, peers and positions outside immediate work group? What is the purpose/type of communication: data collection, negotiation, status reports, etc.? 1. The SSP Productivity (BPOS) role leads BPOS opportunity planning activities. 2. The SSP Productivity (BPOS) accepts qualified opportunities from SSP Productivity while also providing feedback and mentorship to STU members not dedicated to BPOS. 3. SSP Productivity (BPOS) escalates commercial blockers to Sales Management, WWLP, and/or BG. The SSP Productivity (BPOS) also interacts with WWLP BPOS Licensing Executives if a change generates a contract change. 4. The SSP Productivity (BPOS) role may also communicate with STU and ATU to provide knowledge transfer and BPOS mentoring.

Communication/ Business Relationships

What type of external communication/business relationships does this position have with vendors, partners, press and etc.? The SSP Productivity (BPOS) role selects and orchestrates partner selection.

What stakeholders (positions, departments, and business functions) does this position rely on to achieve its goals? What stakeholders does this position impact? The SSP Productivity (BPOS) role relies on and impacts the following field positions: TSP BPOS, AMs, SSPs (in the ATU and the STU), ATSs, PAMs, LS, and PAM. The SSP relies on and impacts the following corporate and worldwide positions: WWEPG SSP, WWLP LE, and BG Solution Analyst.

SSP Profile of Excellence SSP BPOS Summary The jobs primary deliverables and tasks are listed in order of importance along with the portion of the jobs time spent on each. Note that priorities and time allocation may change over time to meet changing business conditions. Full details can be found in the SSP Profile of Excellence at http://reh/specialists. Deliverables, Tasks and Success Criteria Proof of Microsoft Value to Customers and Technical Contribution to Revenue Goals around One or More Products: Success in this job deliverable is measured by a win rate within assigned BPOS opportunities. Indicators demonstrating probable achievement of success include (1) triaging opportunities to ensure they are qualified and providing feedback to ATU and STU teammates to help them learn; (2) successfully leading v-team in 40% - 80% sales stages; (3) providing high quality contract change requests to sales management, WWLP, and BG while ensuring customer expectations are aligned with any changes approved or not approved; (4) successfully defining services strategy and selecting services entities for provisioning support as well as readiness and value added services, (5) providing winning proposals that differentiate BPOS versus the competition, and (6) developing trust relationships with BDMs and TDMs including CIO and Executive Sponsors; and (7) transferring BPOS knowledge and best practices to SSP Productivity and ATU. Strong Self, Internal and External Stakeholder Relationships, Readiness and Commitment: Tasks include conducting self-research, learning and readiness. Additional tasks include the education and knowledge transfer of BPOS knowledge to team members, other SSPs, and ATU. This includes helping other through experiential learning within deals, post deal reviews, and active mentoring. Lunch and learns and leading knowledge transfer activities are encouraged. Another task is developing strong community relationships with the ATU, STU, WWEPG, and the BG. Specific value of these tasks is the professional skills development that contributes to the overall effectiveness of the SSP and others job effectiveness. Success is measured by strong, long-term community relationships that foster commitment and further mainstreaming of BPOS. Additional success is measured by SSPs and team members who are more effective with customers on BPOS and Microsoft Cloud solutions. Development of Assigned Opportunities - Own and Lead Complex and Competitive Opportunities: Participate in team planning activities and providing coaching/mentorship to ATU and STU. Lead opportunities starting with hosting Solution Alignment Workshop and orchestrating follow up for qualified BPOS opportunities (40%). . Ensure the customer understands what is BPOS, how BPOS works in their environment, and what business value BPOS will deliver. The SSP orchestrates resolution of technical and commercial issues, ensures customers expectations are appropriately set, and, as needed, ensures the resolved issues are accurately reflected in the contract. Drive world class solution selling practices and lead v-team to successful fruition of BPOS opportunities. Other tasks include assignment reviews with the manager and completing/updating information in Siebel. Success is measured by x% of assigned accounts, as defined by local FY commitments, that are moved from the MSSP Solution to the Proof phase. Develop Business Case and Solution Proposal including Successfully Negotiating Opportunities: The main task for this deliverable is for the SSP to complete and deliver a winning solution proposal. Additional task includes leading and owning the successful BPOS negotiation. SSPs add specific value by delivering a proposal and gaining customer acceptance during negotiation that both the customer and Microsoft can accept while delivering specific business to customers. Proposals should include both BPOS and Migration/Deployment details. Clear documentation trails of what is agreed upon with customers should be kept. Success is measured by the SSP winning x% of assigned accounts, as defined by local FY commitments, and moving opportunity to the MSSP close phase. Estimated Annual % of Time Total of 100% combining all deliverables below

10%

50%

30%

Define Services Strategy orchestrate selection of Service Entities Committed and Aligned to Help Win Opportunities - Migration, Readiness, and Value Added Services: Tasks include identifying services entities that best align with customer solution needs (and risks) for migrating to the cloud. This includes appropriately selecting MS Premier Services, MS Services, and/or a core set of Partners. He/she will work with the BPOS TSP and ATU to orchestrate the migration planning during the Proof stage if needed. This includes developing successful business relationships with the Services entities and aligning their capabilities to the customers BPOS solutions needs. Specific value brought from this deliverable is the establishment of a BPOS services ecosystem that proactively adds value to each opportunity and over the long-term. Additional value adds include selecting the appropriate services entity for readiness and value added services required to deliver a full BPOS solution. Success is measured by the successful negotiation of (1) migration contracts as a component of an overall BPOS negotiation, (2) successful and timely migration to BPOS (which typically initiates customer billing), and (3) the number of assigned partners attached to BPOS opportunities at the 40% - 80% sales stages.

10%

Prior Work Experience

Solution selling experience to enterprise customers Understanding of core infrastructure, Email design and migration with enterprise companies, and high level network design IT Consulting, Outsource Services, or Telecommunications company such as Accenture, Avenade, EDS, CSC, T-Systems, BT or the equivalent Competing software companies, particularly IBM or Cisco.

Area Qualification Education Professional Training and Certification Bachelors Degree Professional training/certification in: Solution Selling Communication skills as described in existing Job Ladders and Job Descriptions, with a particular focus on adjusting the topic sophistication to the audience Business skills, per the Executive Conversation training and other initiatives Sales and/or Opportunity Management training