In this role, you will enable Microsoft’s worldwide field sales and services organization to achieve its goal of winning value-producing deployments, driving global customer satisfaction and growing revenue. You will partner with business leaders in the customer’s organization to align their business strategies with Microsoft technologies to drive market share and revenue. You will build and manage key relationships, ensure the strategic alignment of the customer’s IT and Business priorities with Microsoft’s products and services, engage resources and lead a diverse and talented virtual team.
Major Responsibilities include:
Developing and leading a team to exceed revenue targets, increase customer and partner satisfaction and winning new business from our competitors, as well as achieve/exceed certain metrics established on the Enterprise & Partner Group Scorecard.
Understanding and successfully leveraging internal resources to achieve results.
Planning and maintaining expense budget controls, driving growth strategy & executive relationships.
Opportunity creation and development, pipeline management, coaching and inspection of opportunities and providing guidance to the sales force.
Developing and growing executive relationships and modeling and guiding sales force attributes, behaviors and process that contribute to increased customer satisfaction levels.
Training and development of the sales force including career coaching and guidance.
Key elements of the role include:
Materially contribute to Territory and Account Plans to Exceed Quota
CPE focus and execution (customer satisfaction)
CSI strategy and impact
Deal Structure and Execution
Executive communication, strategy and involvement
People Development leadership and accountability
Team Building
Solution Selling (Industry solutions)
Strong growth strategy for Enterprise customers across our Server and Desktop product lines
Prerequisites: A knowledge and understanding of the Microsoft Solution Stack and its application within the Enterprise Business customer segments. A successful candidate must also have experience successfully managing and developing sales and technical team members and have demonstrated the ability to work with the regional and corporate-based teams to provide actionable feedback supporting sales strategies. In addition, the individual should have strong skills in business planning, financial analysis, critical thinking, a track record of recruiting and hiring sales professionals, experience managing the development of a market and the ability to present effectively to large groups of customers and partners.
Qualifications: He/she will need to lead and motivate others; have a high level of selling and customer service skills along with excellent negotiation skills; have the ability to think strategically; and be able to effectively focus the sales and consulting force on key opportunities.
Additional qualifications: 10+ years information technology solution sales and marketing experience including extensive demonstrated experience in deal structure, process and negotiation (internal and external); Strong leadership skills and experience, enterprise business sector experience is beneficial; Good knowledge of Microsoft and competitive solution offerings, strategies and licensing programs; Outstanding oral and written communication, organizational, leadership, analytic, creative, and collaborative skills; A Bachelor’s degree in Business or other relevant discipline. Ability to travel 20 to 30%.
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