The GM Services Sales Leader is a highly motivated, result driven and dynamic leader that can motivate a team to drive new and renewal business of Microsoft Solutions and Offerings to our top customers helping them realize the potential use of their Microsoft products.
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In addition, understand the East Commercial customer business objectives to ensure the delivery of quality services engagements, and to continuously benchmark and evolve the business over time, the Services Sales Leader will drive interaction with customers at all levels of the organization. The focus of this role should be at all levels within organizations as well as Chief Technology Officers, Chief Information Officers, Corporate Executive Officers and Chief Operating Officers of small, medium and large Commercial companies. The leadership outcome should result in Services business growth and ultimately long-term, predictable revenue growth. Success is measured by Services Sales quota/plan and Rhythm of the Business Scorecard metrics that are met or exceeded (as defined by Fiscal Year commitments; by meeting or exceeding sales team targets; by the effective use of empowerment; by demonstration of sound business judgment; and by positive feedback or scores/ratings on Manager Feedback and WHI (Workgroup Health Index).
The GM Services Sales Leader role adds value to customers by providing an executive presence and continuity to customers within the West region. Success in this regard is measured by customer satisfaction scores and anecdotal feedback, an expanded number of customer contacts and increased Services penetration into other areas of the customer’s business.
The GM Services Sales Leader candidate must have reference ability experience growing and managing an enterprise services pipeline within the East Commercial Region. The candidate must have superior, expert business development and business management skills. The candidate should demonstrate an expert level of proficiency in conflict and negotiation management. Depth of experience in a variety of applicable technologies is recommended and strong services business knowledge is needed. This individual must be able to understand and articulate Microsoft’s strategy and vision to a variety of audiences with executive level credibility. Knowledge of Enterprise Services Sales frameworks is preferred. The ideal candidate will have deep solutions and selling experience and flexibility. Demonstrated ability to lead through a position of influence is a requirement of the position as is strategic thinking, demonstrated results, and the capability to transform organizations.
Responsibilities include:
- Manage a team of Services Executives in an extremely competitive market
- Develop and sell high value service capabilities and offerings which drive Microsoft product sales and product deployments in the East Region
- Develop and manage a professional Enterprise Services organization while motivating people, supporting Microsoft diversity efforts, attracting and retaining great talent and developing quality/capability of services professionals.
- Ensure quality execution of customer services, strategies, capabilities, and offerings with a high customer value in the industry.
- Develop and maintain executive relationships with customers, and Enterprise (EPG) Sales colleagues.
- Drive the sales strategy and road map for the East region in collaboration with EPG
The candidate will have a minimum of 10 years or more working experience in sales management and/OR services business development/delivery combined with a BA/BS degree. MBA is a plus.
This position reports directly to the East Region General Manager who is responsible and accountable for Sales, Delivery and Operational readiness.
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