Dir Business Dev PS, Sales in Redmond, WA


TitleDir Business Dev PS
CategorySales
LocationRedmond, WA
DivisionSales
Date AddedFebruary 9, 2015
Open Positions1

THE BUSINESS: WW Government Team

The Government Industry team is a multi-billion dollar fast growing business that will grow by 30% in revenue by FY14. The Government Industry team is responsible for driving sales enablement with through our EPG and SMSP engines that will help our government customers achieve their goals through our technology while at the same time positioning Microsoft as a thought leader in the Government space.

The Industry Managing Director (IMD) will develop the vision, value proposition, sales enablement strategies, and execution plan to position the Government solution areas in the Local & Regional Government sales process and target the SMSP sales business. The IMD will also be responsible for engaging customers at all levels of government and positioning the Microsoft Government value proposition accordingly. This will require developing deep customer, competitive insight, and thought leadership. In addition, the IMD will also establish a rhythm of business to track the progress of the success across the WW Government business for Local & Regional accounts.

It will be critical to create alignment with the EPG and SMSP teams as well as the Government Solutions and marketing teams. The IMD will also need to develop strong cross group collaboration within Public Sector, across the different partner teams and field teams as primary stakeholders.

THE OPPORTUNITY

The WW Government IMD is responsible for developing and implementing revenue growth plans for his/her respective segment and customer audience. The business leader will drive the successful execution of growth plans and alignment go-to-market strategy with EPG and SMSP. The IMD will build and maintain senior level customer relationships and aligned strategies for the segments that are most relevant to his/hers audience. This role will develop business strategies to deliver superior value to government organizations and key partners.

The ideal candidate will be an experienced sales leader with depth in sales enablement and channel development through different types of partners. This candidate needs to have strong industry knowledge; have first-hand experience crafting and executing both short-term and long-term revenue and go-to-market plans; be a strong thought leader in the area of the government and technology space and demonstrate proven ability to effectively manage within a highly matrixed environment. The ideal candidate will also have a strong expertise in the government or Public Sector space.

This is an opportunity to join an established industry leader and help take a key business for Microsoft to the next level of success. The ideal candidate should possess a strong passion for developing executable strategies that will allow maximization of the EPG and SMSP infrastructure to drive consistent revenue scale and quantifiable results for the WW Local & Regional Government sales business.

THE POSITION

In addition to having a solid sales and business development background, the successful candidate will need to possess the following personal qualities in order to establish credibility and make a meaningful impact with customers, partners, executive management, and other stakeholders:

o Developing though leadership, driving market opportunity, industry and competitive trends, and defining the market vision and value propositions to determine the appropriate sales strategies to maximize long-term profitability and customer satisfaction.

o Deeply evangelizing the Microsoft Government value proposition to customers, partners and influencers.
o Developing sales operational processes and capabilities that require scaling a fast growing and innovative business designed to succeed through the EPG and SMSP engines.
o Experience in working globally distributed and complex matrix organization, with the capability to clearly communicate a vision for success
o Working at management levels across Microsoft sales, and Partner organizations to drive their respective business strategy.
o Building organizational alignment working with senior management across SMSG, MSI, Marketing, and Partner
o Possessing deep knowledge of government customers and field and partner sales motion - know how to work effectively with teams throughout the sales and services/support organizations, developing personal relationships with leadership
o Representing Microsoft through business development, and building credibility with the sales and partner communities, customer senior executives and other business decision makers. Also, representing Microsoft through speaking engagements, press tours, PR, advertising and keynote speeches.
o Exhibiting organizational leadership skills. Balanced in aggressively pursuing results while remaining focused on needs of the team. Strong interpersonal, listening and influencing skills.

REQUIREMENTS & COMPETENCIES

Candidates must have demonstrated skills and experience in the following areas:

o Minimum of 7+ years supporting government and/or Public Sector organizations

o Channel / Sales Management - EPG and SMSP, partner capacity and readiness experience and previous direct or channel solution selling experience leading teams with sales quotas/targets

o Organizational Leadership - experience and confidence in contributing to high performance team goals, metrics, program, initiatives, and priorities

o Business Management - experience in running a P&L, with a discipline and rigor to the management of the business

o Operations Excellence - experience establishing and implementing scorecards, programs, tools and processes that an organization uniformly uses to execute initiatives

o Organizational Agility - can navigate a complex organization to reach a goal or objective; is effective at positioning gives/gets and has outstanding executive presence and presentation skills

o Education: Business, Marketing, related degree; MBA preferred

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.
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