Responsibilities

People Management

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.

 Driving Business Growth by Customer and Partner Obsession

Actively maintains and leverages a comprehensive understanding of customers' business needs, strategies, and priorities across the industry or industries across teams represented in their portfolio. Draws insights across books of business and influences/leads cross-functional leadership to affect decisions and strategies in alignment with customers’ current and anticipated needs across teams to influence customer needs. Champions applying a consultative approach to understand factors impacting customers' business and articulates how products and services will have positive impact and accelerate customers' digital presence. Socializes best practices for tailoring solutions that satisfy customers' key performance indicators (KPIs) and align partner solutions to customer and industry needs.

Leads the development of high-impact innovative solutions that enable digital transformation across the customer set and drive outcomes that create business value for customers. Inspires their organization to integrate strategies that showcase the value added by digital transformation based on specific account needs, industry trends, and thought leadership related to transformation. Ensures high-profile line-of-business wins are captured (e.g., press release, video), referenced, and socialized across regions and industries, and showcases the impact of those solutions for broader distribution. Sets expectations on how to achieve full alignment within organization in order to execute effectively.

Empowers virtual teams to define strategies, objectives, and a rhythm of business (ROB) for account planning across the customer set, clearly articulating standards and priorities. Directs and coaches team(s) or manager(s) where and how to invest account management resources and other stakeholders. Oversees and directs maintenance of periodic coaching rhythm with sellers. Coaches, inspires, and influences engagements between internal and external senior decision makers on long-term business planning, the development of scalable strategic plans, and anticipating customer trends and needs across aggregate accounts.

Defines and drives long-term strategies aimed at maintaining levels of customer satisfaction, and manages and leverages key executive relationships across books of business to understand systematic drivers of satisfaction and/or dissatisfaction. Oversees and directs business portfolio management to contribute to overall business growth. Holds teams accountable for customer (dis)satisfaction issues and coaches teams on best practices for resolving those issues. Ensures internal and external executives are aligned on success measures, and drives orchestration across teams to anticipate customer satisfaction issues/risks, determine the root cause of problems, remove blockers, and establish recovery action plans to improve customer's overall experience. Drives customer engagement across organizations by participating Microsoft advisory boards, etc. to provide feedback.

Drives the development and implementation of scalable strategies for maximizing selling and customer add opportunities across teams in their organization. Holds teams accountable for optimally leveraging storytelling strategies, ensuring plans highlight Microsoft's and partners' solutions to elevate customers' business, and driving customers to expand budget allocated to Microsoft. Drives growth, revenue, and adoption by sharing best practices across teams and leveraging expertise across teams to identify and act on new opportunities. Sets the expectations for and enables teams to be self-sufficient in exhausting all opportunities to develop relationships with new and existing customers.

Facilitates the development and application of mature and dynamic business planning to manage business portfolios across books of business. Holds teams accountable for developing strategies for accounts that yield high-volume sales and open new opportunities for Microsoft, as well as its partners and customers, and that align with long-term plans, budgets, and forecasts. Defines a vision and framework for guiding sales teams' interactions with multiple, diverse cross-functional teams and industry experts on plan execution for various accounts. Directs teams to capitalize on opportunities to scale business through internal and/or external partners by emphasizing mutual business growth with partners' leadership. Sets the expectation that account details and outcomes are accurate and are reported back to business stakeholders at the appropriate project milestones.

 Business Excellence

Evaluates revenue and consumption/usage across segments and markets, works with partners in Finance and business group cost-volume profits (CVPs) to drive further action (e.g., improving accuracy, ensuring realism), track forecasting trends across fiscal years, and drive reforecasting where appropriate. Delivers and demonstrates judgment on Chief Financial Officer (CFO) report to develop longer-term forecasting.

Oversees and directs actions across complex business areas, and manages planning and prioritization efforts across accounts to ensure that individuals and teams within and across organizations follow-through with appropriate responses to account needs. Defines long-term expectations and goals across teams to guide the identification of strategic customer opportunities and the development of pipeline strategies, and to ensure strategy alignment with business priorities (e.g., forecasting, risk management). Shares best practices across individuals and teams above and below them for assessing and adjusting priorities, and reducing complexity for customers in concert with sales teams, while maintaining a high level of commitment and accountability. Defines priorities for projects across multiple lines of business to drive business outcomes.

Acts as an advisor when directing and holding virtual teams accountable for addressing execution and customer escalations, defines strategies and best practices for consistently executing prompt and swift corrective actions across industry verticals. Clearly articulates current and anticipated support needs for account management and internal partners across their organization to enable teams to proactively address customer escalations and revenue, delivery and consumption blockers and/or sellers blockers. Establishes expectations for customers/partners accountability as part of the escalation cycle. Defines contract elements (e.g., terms and conditions), contract negotiation, and risk management strategies.

Proactively expands network of key internal and external partners and other business decision makers across their business areas to ensure execution of core tasks and transactions, grow partner impact, and to provide seamless and scalable account management experiences. Drives engagements with key internal partners to develop and promote long-term, mutually-beneficial strategies, and works to formulate expansion strategies that ensure customer success. Shares best practices across teams for identifying broad influencers and proactively engaging them to drive Microsoft's perspective across accounts. Defines where there is a need for a partner(s) to act in Microsoft's market to accelerate consumption and/or growth.

Qualifications

Bachelor's Degree in Sales, Marketing, or technology related field AND 10+ years of experience in Sales, Advertising, or Marketing and/or driving business growth or customer digital transformation, sales management, or leadership

OR Master's Degree in Business Administration degree in Sales, Marketing, or related field AND 8+ years of experience in Sales, Advertising, or Marketing and/or driving business growth or customer digital transformation, sales management, or leadership

OR equivalent experience.

5+ years people management experience.