The New York Region Financial Services Managing Director is a manager of managers role responsible for all Sales Managers, Account Technology Manager and Technology Team in the Financial Services industry segment. Overall responsibility includes translation of Microsoft’s enterprise business strategy into a consistently executed set of world class sales processes, and execution strategies, enabling the sales organization to achieve its business growth objectives in the most predictable and effective way possible.
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The Financial Services Managing Director will accomplish this by:
- Inspiring a World Class Sales Culture through highly effective sales leadership and change management practices including but not exclusive to sales growth planning with the district leadership team, the appropriate use of sales rewards and recognition programs, and the effective use of sales readiness to enable solutions selling and sales management excellence.
- Provide industry leadership in Financial Services in the New York Region, be an ambassador for Financial Services customers, and advocate needs of Financial Services customers to internal marketing and product groups.
- Driving growth through world-class role model skills and personal coaching on the execution and orchestration of all Sales Excellence Standards including:
- Consistent application of account planning and opportunity management activities to optimize the alignment of sales and marketing resources.
- Sales Readiness: Accountable for developing a District Sales Readiness Plan and ensuring that it is completed.
- MSSP Execution Excellence: Field Leader of Microsoft solution selling fluency through coaching on all the specific MSSP deliverables, and the use of cost justified business proposals.
- Ensuring creation/maintenance of account specific Conditions of Satisfaction agreements for all district enterprise customers.
- Fostering One Microsoft approach and culture that leverages and optimizes ATU resources, STU resources, Services, Partner and other for all NY Metro EPG accounts.
- Customer Satisfaction Management: Role model delivery of customer satisfaction management plans with our client and insuring appropriate execution against those plans.
- Annuity Penetration: Responsible for improving our annuity penetration by enabling increased adoption of Core CAL, Enterprise CAL, enterprise products, and servers.
- Microsoft Consulting and Premier Penetration: Identifying and implementing best practices in the area of selling relationship services through the integration of product sales and relationship services sales (Premier, ESP) in the district. Fostering strong collaboration with Microsoft’s services organization.
- Driving business discipline through consistent sales pipeline hygiene management in conjunction with Marketing and STU leadership team members.
- Consistent execution of account, territory, and district business planning practices
- Excellent collaboration and execution in partnership with the Specialist Team Unit Director to deliver against the district balanced scorecard.
- Annual sales optimization efforts and completion of the annual “Q1 Fast Start” requirements around customer segmentation, role taxonomy, commitments, BIF allocations, budgeting, etc
- Leading organizational change within the New York Region and specifically leading the way in our transformation to a cloud, devices and services company.
- Leadership and Talent Management: Driving our people leadership agenda to build/foster a diverse, respectful, collaborative, results driven and top performing organization.
Summary of Knowledge, Skills & Abilities:
- Strategist and thought leader who excels in a matrix environment, considers multiple points of view and the impacts on strategic goals both within the organization and with customers
- Proven success in selling products and services to Enterprise customers, managing sales resources and driving major transformation initiatives
- Deep understanding of all Sales Excellence processes including: relationship management, opportunity management (MSSP), and business management (including pipeline management) and associated standard tools and resources (e.g., MS Sales, account planning, EA Workbook, Forecast Workbook)
- Current understanding of the technology industry and industry trends, unique local market dynamics and competitive environment
- Ability to establish immediate credibility among peers, leaders and customers
- Track record of developing and managing strong c-suite relationships internally and externally
- Proven understanding of Microsoft global annuity strategy and enterprise licensing optimization programs
- Basic understanding of Microsoft platform technologies, enterprise products, and cloud solutions
- Deep financial services experience preferred
Summary of Qualifications:
- 10 or more years of enterprise business experience required
- Minimum 5 years of sales management experience required; experience managing large teams including managers of people preferred
- Bachelor’s degree in business or related field required; MBA or related master’s degree preferred
No relocation available.
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