Do you want to be the person that leads, designs and drives our sales execution for our most strategic Productivity solutions in Microsoft across our Enterprise Productivity portfolio? Are you an innovative and transformative sales leader, interested in driving global cloud businesses from start-up to global scale and working with the WW field and Corporate Business and Product groups every day? If so, then the WW EPG Productivity “Global Black Belt” Sales team is the right place for you! The SMSG WW EPG Sales team is recruiting a Productivity Solution Sales Director to lead an organization responsible for driving sales across our strategic cloud productivity solutions: Office 365, Office 365 Pro Plus, Project On Line, Skype “Voice in the Cloud” and CRM On Line.
The Productivity Solution Sales Manage will manage an organization of 7-10 people based across the India and Japan subsidiaries in Global Black Belt sales roles. This role provides critical strategy and sales leadership to ensure focus on the new sales motions required for driving our productivity solutions to Microsoft’s cloud. SMSG Productivity Sales is part of the WW EPG Specialist Sales organization (Enterprise and Partner Group) and is accountable for building our strategic cloud productivity business for Microsoft.
As a leader for the India/Japan Productivity Black Belt team, you and your sellers will work extensively across WW teams including EPG, Microsoft Office Division, Skype/Lync business group, Dynamics business group, M & O, Services, WW Licensing & Pricing, LCA, and other WW SMSG teams. Your field based teams will work with the subsidiary field teams across the APAC area to identify, drive and close complex sales opportunities for the Productivity Sales portfolio of devices and cloud services businesses. You will also work with key partners (ISV's and SIs) on sales planning and joint execution, perform skills transfer for partners' sales forces and provide input and feedback from field and partners to the marketing and product development process. Effective sales pipeline development and management experience required. Close coordination and support of the field sales team and leadership is essential.
The Sales Manager of Productivity Sales for India/Japan will be responsible for:
• Leading the change in EPG to sell cloud productivity solutions.
• Driving the end-to-end enterprise selling strategy and business “architecture” of each of the productivity solutions.
Building a team of high-performing, senior sales sellers who can engage on the most strategic, most complex, and most competitive deals WW to set sales strategy, secure senior field EPG Leadership alignment, and orchestrate all the resources required to win.
Coaching the team to identify and work with the appropriate cross-groups to remove the most difficult sales blockers, technical blockers, and process blockers to selling cloud services to large WW EPG customers.
• Attaining annual revenue and unit or scorecard goals for EPG.
• Building and leading the Productivity field sales communities in your time zone, including the Account Managers, Sales Managers, Solution Specialists, Technical Specialists, Partner Sales Managers and the relevant subsidiary connections.
• Providing deep business insight and important POV’s in key cloud and devices business to WW SMSG and BG executives to more quickly scale and land the business
• Working with the BG Marketing teams to set the strategy and direction for each business in the Productivity portfolio to accelerate the landing and scale of critical cloud and devices businesses.
• Managing the overall team process to develop business specific, competitive and strategic initiative opportunity and pipeline assessment.
• Working closely with the senior Area leadership teams to accelerate broader field landing and visibility of Productivity Sales solutions.
• Developing and maintaining a valid, healthy pipeline of sales opportunities.
• People Development and leadership - hire, develop and retain an exceptional, senior, high-performing team.
• Developing strong integration with the subsidiary EPG teams particularly with the Resource Allocation (headcount and staffing plans) across the field.
• Working with WW EPG teams to ensure alignment with key goals and objectives.
• Working closely with Microsoft Consulting Services to ensure MCS offerings and sales teams are aligned with EPG sellers to secure customers’ intent to deploy and attachment of the appropriate deployment and support services.
• Working with partners to help drive, sales enablement, market development, and technical sales training to generate leads for partner and sales closure working with appropriate cross group resources.
• Managing executive relationships with key Microsoft stakeholders, customers and partners.
• Managing and building relationships with individual partner teams, and STU area teams to help them more effectively sell Productivity Sales solutions.
• Growing and maintaining healthy customer and partner relationships.
This role entails selling Microsoft's Productivity solutions to customers, removing roadblocks to deployment, and driving customer satisfaction. In addition, you will provide leadership to others in identifying opportunities and helping customers to evaluate Productivity solutions within their requirements. The ideal candidate will also have a proven record of growing new businesses and building relationships. This role will require approximately 50% travel.
Position Requirements:
• Proven business functional leadership setting strategy for new entrepreneurial business.
• Proven sales execution experience in growing developing start-up businesses into strong, large scale sales growth engines.
• Experience managing sales organizations.
• WW or International experience and strong multi-cultural awareness.
• Strong understanding of cloud computing technologies, business drivers and emerging trends as well as the impact of these on field sellers, partners, and customers.
• Coaching and developing a sales team on business acumen deal based coaching and strategic account planning with an emphasis on business value selling. Solution Selling Experience: Proven success with enterprise customers, working knowledge of solution-selling strategies and demonstration of verifiable business outcomes.
• Entrepreneurial and start-up experience working in a fast paced environment.
• Strong organizational leadership: proven ability to build, lead and motivate sales teams in addition to leading through influence in working with the subsidiary and BG teams.
• A minimum of 15 years’ experience in Enterprise software sales with an emphasis on sales leadership, enterprise consulting or an equivalent.
• Demonstrated experience and success engaging with senior executives in a sales process and working with leading consulting, systems integrator and global partners.
• Executive level communication skills and the ability to mentor and develop talent.
• Candidate must possess executive level decision-making, conflict resolution, problem solving and negotiation skills. Facilitating/encouraging cross-team account and resource planning.
• BS/BA degree required, MBA preferred
Microsoft is an equal opportunity employer and supports workforce diversity.
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