The Heartland Corporate Accounts Area Sales Director will drive the Microsoft transformation through his/her leadership of a direct sales team comprising of 5 Account Executives within the Corporate Accounts customer segment across approx. 150 customers (Fortune 2000 companies). This executive will lead a $150M+ business across a broad portfolio of Microsoft products, online services and Premier Support Services. The Area Sales Director is accountable to drive YOY revenue growth, deployment and consumption across all products through leading a team of Account Executives, Solution Specialists, and Technologists.
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• Exceed Revenue, Scorecard and Consumption targets
• Deliver strong, sustainable YOY growth for Microsoft by exceeding defined targets for revenue growth, Cloud usage and consumption and Scorecard metrics
• Maintain healthy sales opportunity pipeline measured by coverage ratio and ensure adherence to corporate standard tools and operational processes
• Leverage transformational leading indicators to consistently deliver Cloud Services growth, consumption and key Scorecard targets through key partners
• Drive deep Customer and Partner Engagement
• Ensure high quality customer and partner experiences through thoughtful Account Planning, Executive Engagement and co-selling with Partners
• Coach team members on engaging deeply at the Executive level, including adding value to key lines of business - finance, marketing, HR, sales, service
• Ensure deployment strategies are in place for owned products in managed accounts, including Cloud consumption and usage
• Lead and Inspire the Team
• Cultivate a healthy, diverse, and inclusive sales culture in support of Microsoft’s core values, mission and Bold Ambitions
• Execute all aspects of hiring, developing, coaching/mentoring, appraising, rewarding and holding his/her reports accountable for assigned job responsibilities and results
• Collaborate deeply across peer leaders, throughout Microsoft and with our Partners to jointly achieve key revenue, growth, Scorecard and consumption goals
The ideal candidate for this role will have previous people leadership experience in a direct selling environment, 5 years of experience and a proven track record of leading sales teams to exceed revenue targets on a consistent basis, and proven operational skills to manage the rhythms of business across 150 customers and a virtual team of 30+ sellers.
This executive will also be expected to engage in regional, industry, partner and community events in collaboration with other Microsoft segments across the major markets in the Central Region.
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