DIrector - STU Transformation, WW Specialist Sales Team in Redmond, WA


TitleDIrector - STU Transformation, WW Specialist Sales Team
CategorySales
LocationRedmond, WA
DivisionSales
Date AddedDecember 5, 2014
Open Positions1

Are you excited about an opportunity to help drive WW Enterprise Sales? Are you interested in driving broad global impact? Are you passionate about driving high performance sales teams and leading changes? If so, then the WW Specialist Sales Team the right place for you!

As we transform into a cloud and devices company, driving specialized solutions sales and technical-sales engagements becomes even more critical in the enterprise segments. Executing it consistently requires the top talents leaders and sales managers in the field, as well the best and well equipped sellers.

The Dir. WW STU Transformation is responsible for the STU strategy and enablement impacting the 60+ field Specialist Team Unit (STU) leaders and 300+ managers, and for collaborating with the role owners to implement consistent programs that reaches 3000+ individual contributors (sellers and technical-sellers) across different specializations (e.g. Devices, Mobility, Productivity, Communications, Project, Data Platform, BI, Datacenter, Azure).

The function works closely with the field leaders, STU Time zone/Area STU Leads, WW Specialist Sales Leadership, SMSG-R team, HR stakeholders, Sales Excellence, and M&O Role Excellence teams.

Primary responsibilities include:

Lead the strategy and implementation of STU sales model going forward
- Own WWSS POV on all aspects of STU sales model including definition of STU roles, org design, account coverage model incl. Shared STU principles, and compensation design - in partnership with the WW Specialist Sales LT and A15 STU Leads.

Drive field STU performance
Implement a rhythm with STU TimeZone Leads to assess and manage implementation of improvements impacting key field STU indicators, including:
o Business Performance: Growth of Cloud and Solutions revenue, STU led scorecard, marketshare and operational excellence
o People: Churn - good/bad attrition, Tenure in role, Diversity in org, Competitive hirings, top talent retention
Lead v-teams on identification of root cause and implementation of correction of error plans - engaging with the field leaders also to identify and scale best practices.

STU Leadership Community: Right people in the right place, and enabled to perform
- Own definition of STU Lead Profile of Excellence (PoE) and expectations (accountabilities)
- Own and run STU Lead People mgmt. rhythm in partnership with HR, including assessment of STU Leads vs PoE and succession plan for A13 and large subs
- Revamp the STU Leadership Development Program (SLDP):
o Define/Update role assessment for all STU roles and based on profile of excellence (PoE)
o Coach and support field STU leaders assessing M2 and M1 sales and technical-sales managers vs. PoE
o Evaluate assessment results and jointly prioritize development needs with Area and TimeZone STU Leads
o Define and Lead end execution of key STU management development events, including S4 Management Track, and support field leaders defining best approaches to address local management GAPs (training offers, resources, coaching, promote community experience sharing)
o Partner with HR, SMSG-R and SMSG Mgmt. Excellence teams to drive a solid enablement curriculum for field STU leadership community - influencing creation of new assets whenever needed

Required:
o 10+ years of experience in the field enterprise sales organizations
o 6+ years of Sales Management experience in the enterprise segment with strong track record.
o Proven ability to lead changes, train cross-functional teams, with a consistent track record of results beating targets and competitors
o Excellent internal and external communications skills are required (written, verbal/presentation)
o 20% International travel
o Bachelor's degree

Desired:
o MBA degree
o Experience leading sales teams in multiple subsidiaries/areas/cultures (incl. emerging/developed countries)

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