Dir Business Dev RETAIL, Sales in Redmond, WA

TitleDir Business Dev RETAIL
LocationRedmond, WA
Date AddedFebruary 25, 2015
Open Positions1

Industry Solution Manager
The ISM is responsible for the revenue growth of a set of solutions aligned to customer needs, partner and Microsoft capabilities, and the company strategy to deliver solutions that transform Microsoft to a device and cloud services company. The ISM is responsible for the market analysis, definition, strategy, vision, partners, and revenue growth for a set of solutions. They manage a portfolio of solution areas to drive premium revenue, Azure and devices. They own the execution of the solution areas worldwide, including targeting, pipeline management, direct selling, customer sponsorship, deal sponsorship, and the landing/adoption at the customer to drive revenue and deployment. Their objective is to achieve revenue and share growth by winning deals, securing references, and creating a repeatable and scalable means to accelerate pipeline from opportunity/demand creation through deployment. To accomplish this, they work directly with customers & partners, lead a virtual team of field sellers, deliver executive briefings, engage an ecosystem of partners, analysts, and marketers to scale, and are acknowledged as the subject matter expert for these solutions by the customer, field, partners, and press.

The successful candidate in this role will be excited about leading a business plan that enables these outcomes. They will believe in solution selling. They will have passion about harnessing their subject matter expertise to grow a business. They will be a salesperson who is capable of being "the closer" for the most challenging opportunities and the executive sales person on the most important deals. They will be a sales leader, capable of scaling their impact through others, with the ability to manage a pipeline and ROB that ensures the right actions are taken to accelerate revenue and growth through the pipeline. They will enjoy helping the partners & field land deals and win on our platform. And they will be able to demonstrate expertise in sales, sales leadership, pipeline management, field landing/adoption, leadership via influence, cross team collaboration, development of business & execution against an ROB, sales and marketing, and delighting customers and/or partners.

Grow revenue and share in via a set of prioritized solutions
Make a market for Microsoft for these solution areas through value proposition creation, engagement with press/analysts/customers, and through the creation of a long-term vision with near term execution that drives results in share and revenue growth.
Serve as an industry subject matter expert on behalf of Microsoft - internally and externally.
Deliver high quality Executive Briefings
Directly sponsor deals to secure lighthouse wins and references
Engage directly with customers, in partnership with their account/field teams, to win and accelerate deals.
Lead and own the pipeline for the solution areas. Monitor and manage velocity. Remove obstacles/improve assets as needed to achieve quota. Identify trends and issues. Ensure ability to take action as needed to address issues. Always know top ten deals by revenue and stage in sales process.
Act as industry sponsor for at least 6 focus customers. Industry sponsor responsibilities include acting as the industry leader during account planning, at least quarterly engagement with the customer directly, helping the teams identify and execute against a relationship map that grows the relationship with Line of Business and Business Decision Makers in the customer, aiding teams in removing obstacles to business, coaching the account manager on how best to orchestrate resources, and helping teams learn/know the customers' business and industry.
Be viewed by field leaders, account teams, partners and BGs as the subject matter expert for the solution areas.
Own "compete" for the relevant solution areas
Drive execution against a strategy in order to increase the revenue and share from solution area wins
Emphasize premium revenue and strategic imperatives (Azure, devices) into the solution areas
Create Sales assets for use by the field and partners

If you are interested in a career step that empowers you to build a business, engage globally, and lead people, and you have the following qualifications, this may be the role for you.

10+ years in sales with consistent quota attainment/over-achievement
10+ years in specific industry
5+ years in sales leadership
5+ years product management/solution development experience
Demonstrated success in sales leadership roles with an emphasis on growing share and leading teams to revenue growth faster than market
Knowledge of competitive products offerings and positioning
Demonstrated pipeline management, ability to execute an ROB, coaching of a sales team
Strong presentation, written, and oral communication skills
Demonstrated experience in managing and leading across boundaries and without positional authority
Proven capability to scale through others, accomplish knowledge transfer, teach others to "fish"
Ability to balance strategy and execution - with a drive for results and a bias toward action
Passion and desire to work in a complex, challenging environment
Ability to work independently, assertively, and navigate ambiguous situations
A love of teamwork
Up to 50% travel requirement, including international travel

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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