Cloud Field Technical Consultant - Microsoft Teamwork Solutions

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Job Description
Position at Ingram Micro Cloud

Field Technical Consultant - Microsoft Teamwork Solutions

Job Posting Summary:

Ingram Micro Cloud (IMC) has a great opportunity for a Field Technical Consultant that enjoys and excels at helping IT reseller Partners develop new, profitable practices around the Microsoft Modern Workplace Teamwork including Teams, Skype and SharePoint. It involves taking a depth approach with high propensity Partners and spending time to enable, unblock and accelerate their practice from a technical perspective.

Ingram Micro Cloud (IMC) is a master cloud service provider, offering channel partners access to an infinite ecosystem of cloud solutions, the world's largest cloud automation platform and proven enablement programs. Ingram Micro is the largest Microsoft distribution partner globally and is looking for an experienced pro to join our team as a Field Technical Consultant focused on helping our Partners grow their Microsoft Modern Workplace Teamwork practice.

Ingram Micro is looking for a self-starter with experience in B2B technology consultation confident enough to act as a trusted technical advisor to our best partners. An ideal candidate will have experience architecting and deploying B2B collaboration and communications solutions that allows them to be a "consultant" to our channel Partners. The ultimate goal of this technical leader is to help an assigned set of Microsoft Partners build a Teams practice with Ingram Micro and be wildly successful.

As a Field Technical Consultant for Microsoft Teamwork Solutions , you will be responsible for guiding partners through our Microsoft Teamwork practice program and enabling their success.  You will p rovide direction and specialist knowledge in applying Microsoft Modern Workplace cloud collaboration technologies to end-customers' business requirements. You will grow customer product understanding through presentations and demonstrations that accentuate the value Modern Workplace Teamwork can deliver to customers. An ideal candidate has the ability to scale expertise across each phase of sales cycles and provide responsive, informed guidance to Partner sales teams and customers regarding competitive differentiation of IMC Cloud with concentration on Microsoft Teams solutions.

Key responsibilities:

  • Build reseller relationships and gain trusted status for collaboration and business planning.
  • Comprehensively educate Partners on best in class Cloud Security solutions to facilitate the building of a practice in the areas of Microsoft Cloud Security.
  • Raise the Microsoft Cloud Security technical proficiency of the Partner to win more business through sound product and technical focus and market relevance.
  • Assist reseller Partners in winning new Microsoft Cloud Security end-customers and successfully deploying solutions that delight end-customers and lead to Partner success.
  • Act as the Microsoft Cloud Security SME for Ingram sales and provide training that builds their confidence identifying prospective Partners and articulating the value of Microsoft Cloud Security.

Requirements

  • 4-8 years of sales engineering building technical solutions for customers preferably with communication and collaboration technology.
  • Proven ability to achieve industry standard technical certifications and exams; preferably related to Microsoft Teams or similar technology
  • Demonstrated project management and team leadership skills.
  • Demonstrated excellent verbal and written communication skills: needs analysis, positioning, business justification, closing techniques.
  • Ability to persuade others through presentations, demonstrations, and written communication.
  • Thorough technical knowledge of the cloud collaborations and communications space
  • Knowledge of the cloud/SaaS market including the strengths/weaknesses of competitors globally.
  • Ability to travel as needed.
  • A BS technical degree or equivalent, advanced technical degree highly desirable.

Position Summary

The primary responsibility for the Technology Consultant II's ("TC2") for Microsoft Cloud Teamwork is to provide advice, training and pre-sales engineering support to Ingram Microsoft reseller/MSP Partners with a goal of growing their business with Ingram at a faster rate. To do this, the TC2 must;

  • Build reseller and vendor relationships and gain trusted status for transparent collaboration and planning of business needs.
  • Comprehensively educate Partners on best in class Cloud collaboration and communication solutions to facilitate the building of a practice in the areas of Microsoft Cloud Teamwork.
  • Raise the Microsoft Teams technical proficiency of the Partner to win more business through sound product and technical focus and market relevance.
  • Assist reseller Partners in winning new Microsoft Modern Workplace Teams end-customers and successfully deploying solutions that delight end-customers and lead to Partner success.
  • Act as the Microsoft Modern Workplace SME for Ingram sales and provide training that builds their confidence identifying prospective Partners and articulating the value of Microsoft Teams.

Example activities include;

  • Proactively present information on new and emerging technologies and services, including Microsoft Teams to help Partners capitalize on market opportunities and increase end-user reach.
  • Effectively articulates benefits of technologies, products and services over "speeds and feeds."
  • Participate in end-customer sales opportunities so Partners can "learn by example" how to communicate the value of Microsoft Teams then assess, architect and deploy solutions.
  • Play a key role consulting Ingram Micro internally to lend support or validate strategic initiatives.

The Technical Consultant II will be expected to execute MBO's on a quarterly basis that are tightly aligned to vendor management goals and sales objectives.

This position can be field or campus based with responsibility for face-to-face interaction with reseller Partners and end-customers, potentially on a national scale. Travel up to 70%.

Responsibilities, Supporting Actions & End-Results

Major Responsibility: Partner Education and Enablement

Supporting Actions:

  • Effectively engage reseller Partners at executive, sales and technical levels to assist the development of their Microsoft Modern Workplace Teams business plan and execution of that plan.
  • Provide SME knowledge and educate Partners on new technologies, vendor roll-outs and market trends with a goal of creating Microsoft Teams awareness for partner sales and technical staff.
  • Disseminate key Microsoft Teams product knowledge, capabilities and functionality with a goal to support partner technical objectives and grow sales for Ingram Micro and partner.
  • Assist the Partner in development of clear roadmaps to appropriate Microsoft Modern Workplace Teamwork certifications and competencies.
  • Provide guidance on solution design and architecture to reseller partner and provide Microsoft Teams solution demos to assist Partners in generating leads and/or progressing sales opportunities.
  • Partner closely with peer Ingram sales executives on joint Partner engagement plans.

End Results:

  • Partner has deep and thorough knowledge of vendor and core technologies including appropriate Microsoft Modern Workplace Teams certifications or competencies.
  • Partner is more competitive and competent at winning new Microsoft Modern Workplace deals
  • Partner operates more efficiently and effectively
  • Partner is engaging and adding Teams services to their Microsoft Cloud offerings

Major Responsibility: Drive End-customer Wins so Partners "learn by example"

Supporting Actions:

  • Educate partner sales and technical teams to be more proficient at recognizing and pursuing sales opportunities for Microsoft Modern Workplace Teams.
  • Participate in end-customer sales opportunities so Partners can "learn by example" how to communicate the value of Microsoft Teams then assess, architect and deploy solutions.
  • Present information on new and emerging technologies and services to Partner's end-customers.
  • Co-present (with partner) assessment methods, proposed design and solutions to prospective end users.
  • Assist reseller Partners in winning new Microsoft Modern Workplace Teams end-customers and successfully deploying solutions that delight end-customers and lead to Partner success.

End Results:

  • Partner's end-customers are engaged, creating a sales pipeline for the Partner.
  • Partner sales and technical teams learn how to assess, design and win Microsoft Teams end-customers.
  • Partner wins enough end-customer contracts to support their continued investment in a Microsoft Modern Workplace Teams business.

Major Responsibility: Team Leadership and Sales Support

Supporting Actions:

  • Educate Ingram sales teams on relevant new technologies, vendor roll-outs and market trends with a goal of creating awareness for Ingram sales teams and technical staff on Microsoft Teams.
  • Partner closely with peer sales executives on joint Partner engagement plans.
  • Regularly communicate updates on the enablement of existing and prospective Partners
  • Provide SME knowledge to sales teams to effectively support requests for expertise from Partners.
  • Provide on-going Microsoft Teams training and assess and mentoring to key team members.

End Results:

  • Broad awareness of Microsoft Teams solutions across Ingram sales and technical teams.
  • Generation of leads for prospective Microsoft Modern Workplace Partners from Ingram sales teams.
  • Seamless joint sales and technical strategy for targeted Partners.
  • Successful associate development

Major Responsibility: Strategic Planning

Supporting Actions:

  • Engage Divisional and BU leadership to develop and execute key Microsoft Modern Workplace Teamwork initiatives
  • Participate and contribute to Ingram's marketing initiatives

End Results:

  • Having insight into Divisional, BU, and marketing strategy results in a better aligned, more engaged associate.
  • More opportunities to realize the full potential and value of technical associates.

Decision Making Authority Level

Decisions free to make:

  • Territory Management - in collaboration w/ BU and sales
  • Partner Engagement Level - combination of independent and collaboration with sales
  • Travel Management - independent with management oversight/approval
  • Personal Development - independent with management oversight/approval

Explain the decisions that depend on position's advice:

  • Partner Strategy/Planning
  • Prioritization and urgency of partner engagement
  • Meeting key performance metrics
  • Customer Experience
  • Effective T&E budget utilization

Example decisions that depend on position's advice:

  • Working collaboratively with sales counterparts and partners to deliver on quotas
  • Coordination of partner facing meetings w/ or w/o sales peers or vendors (2 or 4 legged visits)
  • Degree and level of personal development necessary to remain relevant to customers and market


Scope/Dimensions

  • Headcount is proportional to the needs of the associated Ingram Business unit, partner density in a given territory is considered (ratio of FTC to managed partners). Headcount can be determined by the requirements of a vendor in the case where the vendor funds the position(s) with "right size" oversight from Ingram management.
  • Travel expenses are determined by the BU, Division, or vendor budget if position is vendor funded
  • Financial metrics for the position are top line revenue. Consideration for the Business Unit goals other than top line revenue are given

*This is not a complete listing of the job duties. It's a representation of the things you will be doing, and you may not perform all of these duties. Ingram Micro Inc. is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected category under applicable law.