Sales Management-Government - Microsoft

Responsibilities

• 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 individuals capabilities and aspirations; Invest in the growth of others.

• Develops and drives gotomarket sales strategy and execution to ensure success within their market based on Microsofts and customer/partner needs. Develops strategies and coaches managers to align teams with customer compete and market strategies that drive sales consumption and Digital & Artificial Intelligence (AI) transformation solutions. Leads collaborates with and empowers managers to execute on strategic initiatives achieve targets and build and manage pipelines that achieve growth and accelerate customer/partner value realization. Develops talent internally and attracts needed talent to Microsoft. Leads teams by example driving highvalue engagements and creating trusting relationships with customers and partners. Coaches teams on and drives the execution of gotomarket based on customer partner and Microsoft needs and scaling business across markets. Oversees and directs actions to drive balance in business financial and people outcomes. Manages customer planning across accounts to ensure that teams across organizations drive endtoend orchestration for customer value realization and outcomes. Defines longterm

• Leads the and aligns business within the segment driving strategic direction across teams to enable revenue growth by proactively addressing business and competitive needs. Drives orchestration amongst internal teams and holds others accountable. Leads and influences across segments partners and internal leaders to drive growth and transformation across accounts. Aligns and gains buyin from leaders and functions across the organization to ensure success of mutual plans and objectives. Influences the adoption of change based on breakthrough discoveries to drive impact (e.g. new operating model improving collaboration). Drives teams to deliver success for business accountabilities. Leads teams across an organization to consistently leverage customer/partner insights and market strategies to act on opportunities to drive consumption new solutions and annuity business. Leads and coaches team and/or managers to maintain a growth and customer/partner mindset in response to the business environment. Empowers teams to enable Digital & Artificial Intelligence (AI) transformation for our customers and realize value from solutions that drive impactful market share growth. Directs teams to strategies and expectations for leveraging established systems programs and tools that enable consistent customer planning and a rhythm of business (RoB) to align endto end solutions with gotomarket priorities across the customer portfolio and Microsoft solutions lifecycles.
• Defines ongoing and longterm customer value realization and satisfaction strategies contributing to netnew revenue and business growth. Holds teams accountable for customer value realization satisfaction and coaches them on best practices and semiannual survey results. Ensures internal and external executives are aligned on key areas of improvement to further impact increasing customer value realization and satisfaction. Manages and leverages key executive relationships across customer stakeholders (business and IT) to understand drivers of business value satisfaction and sentiments. Maintains a strategic perspective on customers and partners to business models and helps them evolve to achieve growth be competitive and realize greater alignment between the partner and Microsofts business models and needs. Understands portfolio of strategic partners (Global Systems Integrator (GSI) Independent Software Vendor (ISV) and drives engagement across teams.

• Leverages industry and market expertise proactively leading teams to identify solutions to drive new opportunities and strategies in alignment with customer needs. Establishes a technologydriven professional presence in the market and

• Leads and coaches teams on the development and implementation of scalable gotomarket for maximizing revenue consumption and growth across solution areas. Shares best practices and holds managers and teams accountable for leveraging marketspecific insights and highlighting solutions that solve business and technology challenges. Coaches teams to identify and proactively engage influencers to drive Microsofts perspective across accounts and to utilizing available programs to drive customers to expand budget. Sets the expectations for and enables teams to be selfsufficient in leveraging digital assets and data insights and exhausting all opportunities to develop relationships with new and existing customers.
• Defines expectations and sets strategies for teams to leverage drivers of Digital & Artificial Intelligence (AI) transformation relevant to their customers and partners across business units. Acts as a thought leader in optimally leveraging transformation across solution areas. Consults with customers and internal/external Partners to ensure successful value realization in delivery of solutions to customers. Drives and coaches teams to orchestrate across units and Partners to leverage and accelerate innovative transformation opportunities. Coaches managers to ensure internal partners are educated on industry trends and solutions. Develops and shares strategies for expanding relationships across customers lines of business that enable innovative solutions deliver business value and create market growth. Coaches and supports teams to leverage industry experts within MS to identify and execute on transformation opportunities.

• Fosters and defines a culture of inclusion learning mentorship coaching customercentricity accountability collaboration and achievement of bold goals. Influences and inspires managers and teams across the organization to motivate engage and bring teams together. Leads a diverse and inclusive workforce creates and hires diverse teams and fosters an inclusive working environment via wellestablished inclusive behaviors. Develops and rewards highperforming individuals and teams hires diverse talent prioritizes development leads by example and prepares people for more senior positions in other parts of the organization.
• Leads business planning and alignment beyond fiscal year boundaries across segments partners and teams to drive growth and transformation define expectations for sale execution and holds teams accountable for results. Defines where orchestration is needed for success creates new points of entry for integration and collaboration sets the tone for an organizational culture of inclusion. Shares best practices and a global perspective across the organization for managing competing priorities reducing complexity for customers and mitigating execution challenges while maintaining a high level of accountability. Drives clarity when leading engagements across the organization by defining mutual and shared priorities across lines of business to drive impactful outcomes. Leads and coaches teams on engagements with key stakeholders to develop clear short and longterm execution strategies that meet customers and Microsofts objectives. Defines best practices across teams for developing gotomarket strategies based on mutual business needs and scaling across markets and globally.
• Builds and maintains a broad executive network inclusive of partners. Cultivates an ecosystem of customer and external partners and defines where there is a need for partners to act in Microsofts market to accelerate consumption and/or growth. Inspires and influences engagements between partners and executives on longterm business planning development of scalable strategic partnerships and influencing customer needs and outcomes across one or more industries. Ensures teams across their organization maintain relationships with an ongoing longterm focus that looks past quarterly and annual targets. Models and creates a rhythm of business (RoB) with customers and partners that enables continuous engagement and future strategic planning.

Qualifications

• Bachelors Degree in Business Administration Sales Marketing Computer Science Engineering (e.g. Electrical or Mechanical) Business Management Economics.
• 13 years experience in sales marketing/advertising managing high performance sales and technicalsales teams and/or leadership roles in multitiered large organizations.
• 5 years experience leading teams and/or managers in a Sales organization.
• 5 years direct/formal people management experience.