Dir Sales Excellence & Strategy - WW Industry and Global Accounts in Redmond, WA


TitleDir Sales Excellence & Strategy - WW Industry and Global Accounts
CategorySales
LocationRedmond, WA
DivisionSales
Date AddedFebruary 19, 2015
Open Positions1

Global (GAO) and Multinational (MNC) Accounts sits within the WW Industry and Global Accounts organization under the WW Enterprise Sales & Partner (EPG) segment. The GAO/MNC team addresses the substantial challenges that Microsoft faces in effectively managing its largest global and most strategic enterprise customers. The team provides a differentiated customer experience through dedicated account teams focused on meeting the needs of our customers to drive revenue, land market making wins, drive customer satisfaction and deliver a consistent experience to our customers anywhere in the world.

As Sales Excellence manager of Global Accounts, you will be expected to bring your ideas, your passion, your business management and sales excellence skills to a Global sales organization focused on Microsoft's largest global customers. We'll give you the opportunity to realize your potential and to impact a global business. You will provide a combination of strategic and operational thought leadership for Global Accounts and will drive the implementation of strategies and processes which directly support field productivity, satisfaction and revenue growth. The Global Accounts organization provides a globally consistent, value-driven Enterprise sales experience for 214 of Microsoft's largest global customers. We lead a world class sales team that coordinates sales activities and processes across over 100 Microsoft subsidiaries.

Primary Responsibilities Include:

EA Renewals and Large Pipeline Opportunities: Together with the Global Accounts Sales Enablement Director, help to coordinate services to assist GBMs and MNC HQ AMs with EA renewals in cooperation with the IRBM v-team. This includes Negotiation Training sessions, best practice community calls, utilization of Sales Desk services and Deal Coaching Sessions and other activities as identified. Additionally help to land Deal Clinics and BIF sourcing to drive pipeline velocity and EA renewals.

Global Accounts Budget: Responsible for managing our Global Accounts budget across events, T&E, marketing and vendors. Working with a variety of teams across the WWI&GA organization to balance the overall budgets quarterly.

Business Execution: Support Global Account Managers, WWI and GA TZ teams, in the execution of key business processes. Manage critical cross-Company/functional dependencies as required for field process execution.

Monthly Business Reviews and Community Events: Cross-collaborate and achieve successful integration between the Industry and TZ Field teams inside of the WWI &GA industry through successful delivery, follow-through on action items and orchestration on ROB events.

Key Results: Increased collaboration between Industry and TZ field teams, incremental revenue generation, and increased customer satisfaction in Global Accounts. Deliver value to our Global Accounts community as measured in Community Call participation, Global Accounts Events scores and successful EA renewal rates.

Qualifications: Proven ability to drive complex processes and understand the needs and issues of the EPG sales force, specifically related to driving world class relationships. Experience in supporting Global or Industry teams, Self-starter and self-motivated. Ability to simplify and cut throuplex environments where there is a lack of clarity. Proven success in collaborating across boundaries, driving toward a common goal and impacting and influencing others is a must. In addition to competencies above, excellent internal and external communications skills are required (written, verbal/presentation).

The successful candidate for this role must be:
10 years of experience in a similar type role.
Passionate about leading transformation and delivering results. They must have extensive experience working with Global Accounts and mediating global escalations.
Experience in driving a Global Sales Pipeline.
A deep understanding of the business and sales processes within EPG in subsidiaries worldwide.
Ability to represent EPG HQ leadership to our field counterparts and to convey thought leadership in the sales excellence area.
Executive engagement. Effective senior-level communications (both verbal and written).
Connection with the field, especially EPG sales excellence leaders, and ability to build and maintain meaningful business relationships with them.
Action-orientation, field empathy, innovative thinking.
Strong experience with operational and sales excellence.
BA degree in business, marketing, technology or related field
Proven track record of working across Sales Excellence, Operations, Sales, Business and Product Groups, Incubation and Compete teams.
The successful candidate for this role must be excited about driving revenue, client interaction, actively supporting an existing multi-billion dollar existing business while assisting in the success of expanding into new business. This position will be based in Redmond, WA and will be the key link between HQ GAO, MNC, Industry, Incubation, Business/Product Groups and the TZ to ensure program execution, sales and operations success.

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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