Responsibilities

The WE Solution Sales Senior Director in STU is a critical business role that looks left-right across the Enterprise business to sell value of Cloud solutions to empower digital transformation acceleration for our customers, coaching our sales leaders and sellers, calling and managing risk and upside, identifying/targeting high-value opportunities, accelerating partner co-sell, modeling our coaching culture transformation, and translating business insights into business models that accelerate business outcomes and customer/partner satisfaction.

As a Partner to the WE STU GM (Specialist Lead) Running the Business

• Support the WE STU Leadership team in growing the business
• Coach and Support the WE STU Lead community in Western Europe to develop and execute sales motions/GTM/strategies for up-sell, co-sell, continuous selling and new business
• Drive awareness to product mix needed to meet targets, gain direct customers/partner insight to generate new business and accelerate the close of existing opportunities
• Together with the WE STU Area team manage the STU outlook judgment process for current Quarter and future quarter projections
• Together with the WE STU Area team drive key top deals, top deal lists, activities, programs, leadership updates to result in deal closures and greater business predictability
• Represent the WE Area STU organization in weekly, monthly, quarterly, and annual meetings with WE Area, EMEA, Corp meetings and discussions with Leadership

As a Sales Leader Coaching for Growth

• Leverage business insights and transformational leading indicators to benchmark performance and define current and future actions needed to grow the business.
• Coach for growth across the Sales Plays and drive the identification of new upsell/cross-sell opportunities
• Expand cloud penetration. Orchestrate solution-focused opportunities mapping customer challenges to solutions and scaling through partners
• Increase the ease of doing business with Microsoft by escalating, and solving customer/partner issues that impede product adoption/growth

As a Transformational Leader

• Partner with Area Transformation Leads, Area Capability Leads and Business and Sales Operations Team to remove selling time roadblocks and increase seller capability and effectiveness
• Role model the internal transformation from an inspection to coaching culture. Leading sales managers to become more effective coaches to their sellers resulting in increased individual and team capability, employee satisfaction and collaborative selling efforts
• Coach sales managers to drive new Digital Transformation projects through business outcome selling
• Develop and manage a cross-sell strategic motion across WE STU organization and for the STU teams in our 12 subsidiaries
• Manage a continuous selling mindset and seller processes across all WE STU sellers working with WE Area STU team and 12 subsidiaries
• Together with Business Group Leaders in the Marketing & Operations organization, and with the WE Area STU team ensure impactful Go to market strategy development, roll out and execution
• Manage the Modern Digital Selling focus across WE STU and in our 12 subsidiaries ensuring STU sellers are aware of and embrace modern digital selling process, tools, and techniques. Build relationships with the Digital Sales organization to drive collaboration between the WE STU Field sales team and Digital Sales team
• Be a key member of the WE Area Modern Digital Selling program team driving the program together with the WE Area Transformation Lead

As the STU Representative in Fiscal Year (FY) Planning and Blueprint development

• Together with the WE STU GM and the WE STU Sales Excellence Lead drive the FY planning cycle in order to develop a strong plan which will result in significant growth
• Lead special FY strategic projects and drive measurable results to deliver business impact  
• Segment point of contact for fiscal year preparation & growth initiatives on behalf of the WE STU GM representing the organization’s goals, needs and influencing final decision making
• Together with the WE STU GM and the WE STU Leadership team develop FY Blueprint. Provide decision making support for the WE STU GM during blueprint process on headcount changes and create business cases on additional headcount requests if applicable
• Contribute with market understanding, sales territory, segment potential through the Quota setting process and participate in Sales Manager briefings
• Drive integrated account planning to exceed cloud growth targets and hold sales managers accountable for plan quality and completeness
• Together with the WE STU Sales Excellence Lead and the WE Area STU LT design key WE STU motions for coming FY, agree on KPIs and targets
• Partner with the WE STU GM and WE Area STU team to build and drive short and long-term strategies that meet business goals for coming FYs.

Qualifications

Experiences Required: Education, Key Experiences, Skills and Knowledge:

• Core Competencies: Sales Team Leadership, Strong Business Acumen, Strategic Insights and Market maker mindset, Trusted Advisor, Strategic Sales Planning, Sales Team Leadership, Business execution excellence
• Professional Competencies: Adaptability, Customer Focus, Drive for Results, Influencing Impact, Judgement, Collaboration, Executive Maturity/Presence, Value and Technical Selling, Analytical Problem Solving, Organized & Disciplined, Initiates/Embraces Change
• Experience: 15+ years of related experience in: Senior Sales Leadership Roles, Business Transformation, Coaching Solution Sales, Strategic Sales Planning, Strong Business and Financial Acumen (understands financials, sales processes, and key performance indicators)

Education:

Bachelor’s degree and MBA/Masters or equivalent work experience, with focus on Engineering of Technology and Business Administration, Economics, Organizational management, Business management.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.