P-Seller Profiles

Profile of a P-Seller Partner Offerings Development – Ability to create offerings that contribute to Microsoft-centric solutions. Marketing Skills Go-To Marketing Planning – Ability to develop go-to market plans and strategy upon which the sales force can execute. Content – Solution sellers with the ability to deliver technical presentations, demos, and proof of concepts in Co-Selling situations. Profile – Sellers with a hunting sales profile. Sales Skills Audience – Solution Sellers and Technical Sales comfortable with audiences of all sizes (individual or one-to-many). Customer – Sellers comfortable selling to Business Decision Makers (BDMs) and CxO level. Solutions – Capable of selling solutions, not just features or point products. Technical Domain Knowledge Certifications – Technical resources certified and up to date on the relevant Microsoft technologies. Compete – Sellers knowledgeable in at least two competitive products. Presentation Skills – Sellers feel comfortable presenting in front of groups. Soft Skills People Skills – Sellers have strong verbal/written communication skills, are great listeners and adapt conversations based on cues. Location – Sellers resides in local geography or sub. Location – Sellers resides in local geography or sub. Participation Commitment – Averages approximately 2 days per month. Learning – Ongoing completion against recommended learning plan (as outlined by the PTS). Learning – Ongoing completion against recommended learning plan (as outlined by the PTS). Development Skills Technical – Technical resources have deep technical knowledge with extensive customer deployment experience. Resources comfortable with and experienced with Hybrid scenarios, Federation, Identity.

Characteristics of a GREAT P-Seller Partner Additional Characteristics of a GREAT P-Seller Partner Identifies and leverages repeatability in solution selling Technical experts/SMEs Multiple Certifications/Competencies Expertise in workload(s) (measured by years in industry + projects delivered) Individual P-Seller’s time is dedicated to a given workload Resources show high degree of adaptability and routinely work outside of box Resources reuse and share best practices Sellers proactively engage with Microsoft sales teams and are viewed by customers as a part of the Microsoft Sales team Sellers serve as Trusted Advisor to customers Sellers are trusted allies to the Microsoft sales team Seller who seeks out opportunities instead of sitting back and 'waiting' for utilization

Profile of a P-SSP Sales Skills Technical Domain Knowledge Soft Skills Proven track record of success with selected workload(s). Develops a healthy pipeline for qualified opportunities. Consistently meeting/exceeding quota using a consultative/solution selling approach, focused on solving customer issues. Creates and maintains solution opportunity generation plans that contribute to Account Planning efforts in partnership with the Microsoft sales team based on targeting guidance. Develops a healthy pipeline coverage of qualified opportunities covering all focus workloads. Leads and owns opportunities through all sales stage. Engages at all levels within customer accounts, demonstrating and translating how Microsoft solutions can solve customers’ business issues. Identifies and targets accounts using all available data to drive revenue and market share growth. Content – Solution sellers with the ability to deliver articulate and effective technical presentations, demos, and proof of concepts in Co-Selling situations. 200 to 300 Level knowledge of focus workloads and 100 Level knowledge of broader Microsoft platform technologies. Demonstrated experience and knowledge selling Microsoft cloud solutions. Focus on articulating solution scenarios and the value proposition of Microsoft solutions across a customer’s organization. Knowledgeable in relevant competitive products. Technical Domain Knowledge Is a resourceful problem-solver, leveraging internal and partner resources where and when needed to do what’s right for the customer. Technically astute – can convey complex issues and solutions in clear terms and recommend cutting edge solutions. Strong time management and multi-tasking skills. Listens to customers probing for business process pains and opportunities, in an effort to meet or exceed their expectations. Soft Skills Participation Coordination of resources at partner organization and the face to Microsoft to successfully close opportunities in alignment with forecast. Works closely with the Microsoft Account team to complete customer profiles and identify growth and net new revenue opportunities. Development Skills Ensures ongoing self-readiness and the readiness of other’s at the P-Seller Partner Organization are maintained. Extensive customer deployment experience. Comfortable and experienced selling Hybrid scenarios, Federation, Identity.

Profile of a P-SSP Additional Characteristics of a GREAT P-SSP Strong experience in selling Cloud based services. Inspires customers to transform the way they deliver tools across their organizations, and enables them to provide their Information and Task Workers new exciting experiences. Creates and executes against a high quality, accurate, targeted Territory Plan that drives a highly qualified pipeline funnel to exceed strategic and revenue targets. Holds in-depth knowledge of targeted customers’ Line of Business decision-makers (PMO executives, Finance, IT, Operations, Marketing, etc.) and their project and portfolio management challenges, requirements and existing tools and processes. Delivers high value references and case studies for new cloud based and industry wins that can be leveraged in future sales engagements. Wins against Google, AWS and/or Salesforce.com by proactively transitioning customers to Microsoft solutions and managing escalations to Microsoft sales management and Win-room as needed to obtain critical support required to secure Wins. Works with the Microsoft Account team to identify compete gaps within targeted accounts and the ways in which Microsoft can dislodge the competition or augment the share of Microsoft technologies within accounts. Adds incremental value to a solution sale by bringing specific IP and/or services that augment the overall offer to the customer.

Profile of a P-TSP Sales Skills Technical Domain Knowledge Soft Skills Proven track record in technical pre-sales and/or technical consulting roles. Strong solution selling experience required, including Microsoft cloud workloads. Successfully drives the win rate within assigned opportunities by collaborating with Microsoft Account team and PSE. Develops strong Microsoft relationships through the Co-Selling motion that accelerate the cloud services opportunity pipeline. Focus on articulating Microsoft’s strategy and critical importance to customers considering cloud migrations. Successfully position Microsoft products and services against competitive solutions by understanding customer needs. Content – Solution sellers with the ability to deliver articulate and effective technical presentations, demos, and proof of concepts in Co-Selling situations. Strong hands-on technical experience. Evangelizes Microsoft offerings with customers by supporting technical pre-sales activities. Develops a Bill of Materials and architecture that feed into solution proposals. Migrates competitive customers onto the Microsoft platform. Engages at deep technical levels within assigned opportunities and is able to leverage cloud services to solve business problems. Experience with design reviews including ISV knowledge. Technical Domain Knowledge Strong negotiation, organizational, presentation, written, product demo and verbal communication skills. Significant experience delivering persuasive presentations to both technical and business decision makers. Provides mentoring, support and on boarding to other sellers in the partner organization. Soft Skills Participation Certified in focus workload(s) and up to date on the relevant Microsoft technologies. Ongoing completion against recommended learning plan (as outlined by the PTS). Brings back knowledge to Partner organization to build out cloud practices, increasing partner capability and capacity. Development Skills Ensures ongoing self-readiness and the readiness of other’s at the P-Seller Partner Organization are maintained. Deep technical knowledge with extensive customer deployment experience. Comfortable and experienced with Hybrid scenarios, Federation, Identity.

Profile of a P-TSP Additional Characteristics of a GREAT P-TSP Engages on opportunities from the solution stage through the delivery of technical sales engagements (Technical Sales Presentations, Proofs of Concept, etc.). Takes on leadership in community events inside and outside of Microsoft. Executes and coordinates superior technical sales engagements. Deep technical knowledge connecting on-premises infrastructure with cloud services to differentiate Microsoft in the enterprise. Provides feedback to sales, marketing, and engineering on current and future product requirements and communicates competitive intelligence and win/loss data. Serves as the ‘go-to’ technical expert for the Microsoft sales team by maintaining and expanding personal technical readiness, competitive environment readiness, and sales and deployment lifecycle readiness.

Profile of a P-Marketer* Marketing Skills Content – Solution sellers with the ability to deliver articulate and effective technical presentations, demos, and proof of concepts in Co-Selling situations. Sales Skills Technical Domain Knowledge Coming in FY16 Soft Skills Location – Sellers resides in local geography or sub. Participation Learning – Ongoing completion against recommended learning plan (as outlined by the PTS). Development Skills *Role currently under development

Profile of a P-Marketer* Additional Characteristics of a GREAT P-Marketer Coming in FY16

Coming in FY16 Profile of a P-LSS* Marketing Skills Sales Skills Content – Solution sellers with the ability to deliver articulate and effective technical presentations, demos, and proof of concepts in Co-Selling situations. Sales Skills Technical Domain Knowledge Coming in FY16 Soft Skills Location – Sellers resides in local geography or sub. Learning – Ongoing completion against recommended learning plan (as outlined by the PTS). Participation *Role currently under development

Coming in FY16 Profile of a P-LSS* Additional Characteristics of a GREAT P-LSS* Coming in FY16 *Role currently under development

Coming in FY16 Profile of a P-CSM* Marketing Skills Sales Skills Content – Solution sellers with the ability to deliver articulate and effective technical presentations, demos, and proof of concepts in Co-Selling situations. Sales Skills Technical Domain Knowledge Coming in FY16 Soft Skills Location – Sellers resides in local geography or sub. Participation Learning – Ongoing completion against recommended learning plan (as outlined by the PTS). Development Skills *Role currently under development

Coming in FY16 Profile of a P-CSM* Additional Characteristics of a GREAT P-CSM* Coming in FY16 *Role currently under development