Director

Responsibilitis:

• Managers deliver success through empowerment and accountability by modeling, coaching, and caring. Model - Live our culture; Embody our values; Practice our leadership principles. Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn. Care - Attract and retain great people; Know each individual's capabilities and aspirations; Invest in the growth of others. Understanding the Customer
• Takes ownership in understanding customer business, needs and strategy across all aligned accounts to drive customer success, leveraging broad influence of market and representing Microsoft at the industry level. Gains insight and credibility as a trusted partner by influencing customers, providing thought leadership, and partnering with the customer to better understand their needs. Leverages an external perspective with customers, bringing in insights from previous customer experiences. Anticipates market direction around technology to ensure team is equipped with the appropriate capabilities. Aligns with internal teams. Coaches team to develop and leverage understanding of customer business and industry. Business Value Communication
• Inspires team to create long-term strategic vision of business value and emphasize competitive advantage of solutions for complex customer organization. Serves as a sought-after resource and trusted advisor based on industry, competitive, and/or customer expertise. Coaches team in business value selling and promotes strategic thinking to ensure team capabilities. Business Value Realization
• Drives best practices and innovation in delivery of customer success plans to optimize customer value across accounts. Provides recommendations in defining success measures and promotes long-term customer success strategy with team. Coaches team to build customer success plans and utilizes them to build account team plan, leveraging own expertise and hands-on experiences (e.g., success- plan workshops). Aligns multiple engagement plans and leverages corporate resources dedicated to awareness improvement of high potentials (e.g., Skills Learning platform). Drives team understanding of strategic intent and business outcomes to facilitate discussions around key performance indicators (KPIs). Optimizes value realization by engaging other resources (e.g., Engineering, Partners) and ensuring progress reporting. Guiding Customer Strategy
• Guides team to influence long-term customer strategy and growth for Microsoft by cultivating customer preference for Microsoft programs/solutions that drive impact for the customer, establishing Microsoft as a leader, and providing thought leadership. Guides team in ideation of new reference cases for others, leveraging view of broad context. Acts as a strategic partner to executive-level business and technical decision makers (e.g., Chief Executive-level). Drives action and influences decision makers to accelerate the customer. Challenges customer on their course of action and elicits action to accelerate time to value. Leverages expertise in relationship building and influencing to mentor team in building strategic partnerships.