Dir Solution Specialist, Mobility, Sales in Redmond, WA

TitleDir Solution Specialist, Mobility
LocationRedmond, WA
Date AddedDecember 17, 2014
Open Positions1

Microsoft is going through a transformational change to become a Platform & Productivity company. At the same time, mobility and devices are two of the fastest growing and most top of mind issues for large Enterprises. People want to be able to choose what technology they use at work, and they increasingly want to use that same technology in all aspects of their lives, not just at work. Enterprise customers are looking at Enterprise Mobility Management and Virtualization to enable BYOD and make their user more productive on any device.

This role will lead Microsoft enterprise sales efforts and establish Microsoft's leadership in Enterprise Mobility and Desktop Virtualization in Americas TZ (US, Canada and LATAM)

The Enterprise Mobility Sales Lead will be responsible for driving Microsoft account and Solution Specialist teams' efforts for Enterprise Mobility portfolio. This includes Enterprise Mobility Suite (EMS), Desktop Virtualization (RDS/VDI). The success of the role is measured by driving revenue for Identity, Security, Management, & Virtualization offerings, along with scorecard metric around customer adoption of EMS in Americas subsidiaries. The Enterprise Mobility Sales Lead role will also drive and manage sales relationship between Microsoft and Citrix for a defined geographic region; including orchestration of internal various sales field team members in STU, ATU, PTU and Services.


Sales leadership: Provide active sales coaching to the STU teams on targeting EMS by upselling with Office 365 and mobile devices, leveraging sales tools/resources to accelerate opportunities, scale through partners, and driving consumption/usage by building deployment plans during the sales cycle.

Sales Pipeline Management: working closely with the field STU teams and Black Belt teams, maintain and analyze progress of the sales pipeline on Enterprise Mobility Suite (EMS) and virtualization opportunities. This will include regular updates to key stakeholders, including corporate sales leadership team.

Scorecard maintenance: A scorecard to track progress of the EMS scorecard metric, key initiatives, and lead discussions with the Area Sales Leaders as part of monthly sales review meetings.

Partner Sales execution: as an outcome of the pipeline management, analyze gaps and blockers that are preventing the sales team to close opportunities successfully. This will become critical to make adjustments to our joint sales relationship with partners, sales materials, influence joint alignment and execution

Sales orchestration: Identify, develop, and execute joint account opportunities to drive adoption of Microsoft product revenue within enterprise accounts. Establish and lead teams of internal and external resources to identify, pursue, and close specific opportunities consistent with account strategies. Establish and maintain close relationships with Citrix counter parts and STU sales teams

Sales Readiness: provide input to sales readiness materials and be an active participant of the design of sales readiness plans.

Strong analytical, communication and problem solving skills
(5-7) years prior territory sales management experience with a demonstrated track record of success in driving customer adoption of technology
Ability to extract appropriate data and translate it for the sales model
Understanding of the needs and requirements of the joint sales approach
Clear track record as a self-starter and team player
Ability to work with all levels of management across an array of business and sales roles
Solid analytical skills and experience with internal tools (MS Sales, CRM, etc)
Demonstrated customer focus with excellent follow-up process management
Strong communication skills and ability to work with people from diverse cultural backgrounds
Flexibility to work across time zones
Knowledge of Enterprise Mobility (Identity, Security, Management) and Microsoft's desktop virtualization offerings and licensing programs

In addition to competencies above, excellent internal and external communications skills are required (written, verbal/presentation). MBA preferred. The position is based in US, Redmond/Bellevue, WA.

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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