The Services Sales Director 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.
Primary responsibilities include:
●Developing, coaching and maintaining a highly successful sales team that produces a healthy Microsoft Enterprise Services pipeline
●Driving development of account business/growth plans
●Increasing customer satisfaction
●Meeting externally billed services revenue commitments
●Partnering closely with the Enterprise Services Practice Mangers, Enterprise and HQ Sales teams and Operations
●Managing the Enterprise sales efforts including enterprise annuity business, sales processing, sales forecasting, penetration tracking and reporting and overall sales execution for their area of responsibility.
●This role will also include the development of a detailed business plan for the southeast business.
In addition, understand the southeast client business objectives to ensure the delivery of quality services engagements, and to continuously benchmark and evolve the business over time, the Sales Director will drive interaction with clients at all levels of the organization. The focus of this role should be at the C level within organizations as well as the senior leadership levels. Proven track record of developing C level relationships.
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 role adds value to customers by providing an executive presence and continuity to customers within the East Coast region of the United States. Success in this regard is measured by customer satisfaction scores and feedback, an expanded # of customer contacts and increased Services penetration into other areas of the customer’s business.
The candidate must have reference ability experience growing and managing an enterprise services pipeline. 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
• 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.
The candidate will have a minimum of 8 years or more working experience in sales management and/or services business development/delivery combined with a BA/BS degree. MBA is a plus.
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