Global and EPG Joint Top Accounts Lead, Services Global Sales in Redmond, WA


TitleGlobal and EPG Joint Top Accounts Lead, Services Global Sales
CategorySales
LocationRedmond, WA
DivisionSales
Date AddedDecember 17, 2014
Open Positions1

If you are passionate about leading change and helping to drive transformation, this opportunity might be for you. This role is all about driving Enterprise Accounts in partnership with the Enterprise & Partner Group (EPG), focusing on Global accounts, Multi-National corporations (MNCs), and all top revenue generating Microsoft customers in our top 500 managed accounts.

The Enterprise Services Global Sales team is responsible for planning, driving, enabling and transforming Sales within the Services business (both Microsoft Consulting Services (MCS) and Premier), specifically the Sales motions required to grow Microsoft's strategy in Cloud, Devices, and Services directly and with our partners. In addition, we work in collaboration with offering development as voice of the field and customer.

The Global and EPG Joint Top Accounts Lead is a key role within the team and will execute against the two following pillars:

1. Operational leadership, and the development of future strategies, for the successful Global Accounts Program for Services. This ranges from daily operational activities through to the development of an ongoing business plan, including financial analytics, to grow and expand the program.

2. Leadership and continuous development of a sales results-based program for the Joint Top 500 accounts, as agreed upon between Services and EPG. This will include joint initiatives such as selling cloud-based solutions and ensuring that consumption plans are being executed. All of this will be done in very close partnership with EPG.

In addition, you will be continuously driving discovery strategies that will enable Services and EPG to secure Microsoft's leadership in transforming our enterprise customer base. You will determine how we calculate the before and after impact of the joint EPG sales strategies that we implement - the goal being to ensure that we are driving appropriate ROI, customer satisfaction and field integration. You will serve as a Key Advisor to the WW Services Sales Strategy Lead, and Services Sales Leadership Team.

The role will be Redmond based with WW field travel of approximately 20%.

Specific responsibilities include;

o Lead the current and ongoing design evolution of the Global Accounts Program
o Governance / operational management of the Global Accounts Program including all aspects such as quota process for each of the accounts in the pilot and Rhythm of the Business (ROB) process/field sales excellences leads (Forecasting & Pipeline Management)
o Creation and management of a global forecast view (for each account in the pilot)
o Hiring/Onboarding guidance for HQ Service Executive
o Global meetings to include - GAP Fall Meeting/Global Connect/MGX - including planning, logistics, and execution
o Community calls with all pilot accounts (HQ and downstream accounts making up each global account) and Services Sales Manager integration
o Liaise with HQ for contract simplification requirements
o Develop process and reporting for pilot KPIs and results
o Program requirements to automate & expand program including ROI models, funding solutions cross segment, and growth funding model to secure the business long term
o Liaise with Global Accounts Organization team and provide appropriate Pilot report outs to that team
o Lead the ongoing design and execution leadership of EPG integration initiative for our Services/EPG Joint Top Accounts
o Governance / operational management and ROI analysis for Joint Top Accounts initiatives
o As a key influencer, be the voice of services sales to ensure that other parts of the Services organization not only understand the Sales Strategy for Global & JTA, but are integral to its evolution in support of the transformation that Services Sales are making.

The successful candidate will have:

o Deep, quota carrying sales experiences having sold services and software to Enterprise customers and developing long-term, sustainable relationships in the market
o A track record of developing executable sales strategies with successful outcomes measured in revenue and penetration.
o The ideal candidate will be able to work in a matrix environment and will not care about reporting structures. S/he will be masterful in influencing, driving and developing power in the most precarious of situations, and will not take defeat or NO for an answer to achieve the corporation's goals.
o Services and Support experience in a proven system integration or big technology firm.
o Deep experience conducting global, cultural, complex, long term transformations in Sales AND Services, in a major technology corporation with sustained results.
o Experience in Services Delivery, having served customers in multiple markets across the globe
o Deep experience operating at the most senior levels of a Fortune 50 corporation.
o Experience dealing with a workforce of many thousands of Sales and Services professionals
o Expertise in working with clients at the CXO levels with deep impact in industries and communities across the globe.

If you find this opportunity to be compelling and can demonstrate your ability to excel as the Global and EPG Joint Top Accounts Lead, we are eager to explore the possibilities with you!

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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