is looking for an experienced Client Director
to manage a team of sales professionals, covering one of our most strategic multinational/global customers. The Client Director
(CD) role adds value to Microsoft
by producing a profitable partnership between the customer and Microsoft
. The success of this role is measured by success of Microsoft's
full portfolio on sell-to, sell-with and sell-through revenue; account revenue health and growth, customer satisfaction scores; enhanced customer products and/or services; global account team performance.
In order to meet these objectives, you will need to:
customer and Microsoft
executive relationships that drive a deep partnership.
with the customer to identify and develop joint market offerings and enhanced customer products and/or services.
a balance of short-term and long-term solutions that are adopted and deployed.
and execute a multi-year business plan that leverages the full MS portfolio of products and technologies across business divisions.
a profitable and effective global account.
a high performing global account team.
Enterprise Product Group
mission is to ensure Enterprise
customers realize the most business value from their IT investments through their and their partners', relationships with Microsoft
. The CD's
role within EPG
is to be the lead point of engagement for a global customer account through the development of strong relationships that reinforce the value that Microsoft
technology brings to the account's business issues and opportunities, allowing it to differentiate itself globally.
and execute a relationship strategy with CxOs
and identified supporters, neutrals and non-supporters across the customer account.
the customer to an integrated, enterprise view of Microsoft's
industry, product, sales and marketing strategies.
an effective two-way executive sharing strategy through the executive sponsorship program.
two-way processes with the customer that drive operational effectiveness with each other.
identify enterprise priorities during marketing initiative discussions with the Global CxO
and his/her team.
the customer's strategic priorities and jointly develop a product/service vision and execution plan.
a project/engagement scorecard with the customer to define and measure success.
all appropriate Microsoft
business divisions and partners collaborate or provide resources at every stage of a product or service.
an enterprise sales and marketing strategy with the customer.
and prioritize global enterprise solutions opportunities.
opportunity plan for critical, enterprise level opportunities and ensure opportunity plans for all other opportunities are developed.
global and local revenue targets close each quarter.
win/loss reviews with the global account team.
and/or orchestrate an account profile.
develop an all-up account vision/strategy with the customer.
processes for managing/tracking account profitability, investment ROI
, budget and cost-of-sale.
the quarterly and annual all-up global pipeline.
and track account operations that support business plan priorities and customer investments.
reinforce the vision for the account with the global account team, re-calibrating to keep the vision in focus amidst shifting downstream priorities.
a team culture around the customer and its opportunities.
and define yearly commitments for direct reporting team members.
Key Success Criteria
and long-term sales commitments are met or exceeded.
, sell-with, and sell-through sales commitments are met or exceeded.
and year-over-year as measured by positive/high customer satisfaction scores and other positive feedback from formalized reports.
experience / Microsoft
orchestration: The CD defines and owns the full Microsoft
portfolio for the customer relationship and demonstrates the value to the customer's business by identifying strategic 'sell with' and 'sell through' opportunities.
impact: The CD's
impact on customer go-to-market products and/or services meets joint scorecard targets and is valued by the customer.
growth targets are met or exceeded (as defined by FY commitments) through signed EA renewals and net new opportunity revenue.
upon annual global account team performance meets or exceeds the CDs
- 10+ years of proven sales or consulting experience in Global Enterprise
accounts and a track record of sales, strategy, industry and organizational leader at a Director
, General Manager
or VP level for a company or global line of business capacity. Experience
running a P&L with extensive background in leading global initiatives or projects to success. Experienced
in large complex deal negotiations with a successful track record. Ability
to navigate across Microsoft
and this enterprise financial services customer in a trusted advisor/consultative approach; establishing creditability quickly with senior level executives across the organizations. Candidate
must be a self-starter that works well across internal business groups that results in an integrated and seamless customer experience. Extensive
experience working in global "virtual" account teams- sales, services, product groups, partners, and leading these teams towards a common vision/strategy and solution for the global account.
- An understanding of how client business problems are solved through Microsoft
of our license programs would be a distinct advantage. An overall passion for sales and leading teams to solve global business challenges for clients with Microsoft's
technologies and solutions.
motivated organizational and team leader with a senior executive presence, a mastery of strategy and attention to detail, a tough business manager that balances customer and Microsoft
advocacy, can-do entrepreneurial attitude and a passion for working with clients to drive the sales of Microsoft
technologies and services that meet a client's global business challenges.
qualified (bachelor's degree typically required, Master's/MBA
preferred), with 10+ years of proven experience as an employee, consultant or partner, and technology/business applications sales experience in a global environment. Additional
sales or marketing qualifications centered on driving business value through the use of technology in a specific industry vertical market would be preferred.
- a minimum of 5 years of people management experience is preferred
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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