Mobility Business Architect -Worldwide Specialist Sales, EPG in Redmond, WA

TitleMobility Business Architect -Worldwide Specialist Sales, EPG
LocationRedmond, WA
Date AddedDecember 5, 2014
Open Positions1

Mobility Business Architect, Worldwide Specialist Sales - EPG

The Enterprise Mobility & Devices Specialist Sales team is part of the WW EPG organization and has the charter to lead the transition to Devices and Mobility sales in "Mobile first - Cloud first world". This role focuses on building the sales strategy and execution plan for selling Enterprise Mobility Solutions. Selling Enterprise Mobility stack is both a strategic imperative for EPG and for Microsoft as a company making this a high impact and visible role.

The Mobility Business Architect is responsible for aligning and refining the core sales motions for execution by the field. Our People Centric IT approach to Enterprise Mobility (Unified Device Management, Identity, Access & Information Protection, and Desktop Virtualization) play a pivotal role in winning market share and growing revenue across all devices. With the launch of Enterprise Mobility Suite, we must land an integrated sales motion across field sales, marketing, services, and partners. Mobility Business Architect works within the Mobility & Device team and collaborates with members in Window Devices, Compete, Landing and Field Enablement. The role also collaborates with marketing teams in Server & Windows, Enterprise Partners, Services, and SMSP to drive and support WW field execution and is accountable for:

1. Enterprise Mobility Sales Strategy & Execution
o Sales motions and scenario definition
o Sales model and role clarity within with STU roles
o Sales Process and orchestration guidance for ATU, STU, PTU, Services, and Partners
o Sales compensation model and incentive plans to drive accountability & behavioral change
o Collaborate with Industry teams to create messaging and solutions catalogue for Industry mobility sales scenarios
o "Sales Priority Book" creation and its field landing
o Leveraging key Microsoft milestones/events to validate and land strategy through MYR, PRISM, WWSMM, MGX/S4, TechReady, and landing roadshows

2. EPG Scorecard Metric Owner
o Support the WW sales teams, Field Enablement team and STU leadership to enable green on EMS Suite metric.
o Review A13 feedback during QBUs and work together with the Lifecycle BA, Field Enablement teams and with areas to course correct and/or address their issues.
o Develop and recommend correction of errors (COE) for EMS Suite metric on the EPG scorecard.
o Collaborate with x-org to create fiscal year metric definitions for the EPG scorecard

3. Business Group Liaison with WW EPG
o Develop strong x-org relationships and ROB to influence engineering and product marketing decisions on behalf of the WW EPG and the field.
o Drive, participate and enable discussions for month ROB and quarterly Server Marketing Connection meetings.
o Own and lead discussion with Server Marketing during regular ROB. Responsibilities include:
o Carry the voice of the field
o Update on key blockers (Onelist, KSBO), offer results, field execution status
o Competitive feedback coordinated with the Landing and CATM teams
o Feedback on marketing programs, content and roadmaps

4. Engage and collaborate with Regional Sales leads on Enterprise Mobility to support Field Engagement
o Support as a SME field enablement and readiness plans leveraging all Microsoft venues (S4, MGX, Tech-Ready, and WPC etc.) to refine Tablet sales capabilities among the seller community
o Support as a SME the field enablement communication and listening channels to the sales communities through regular field enablement cadence, newsletter distribution, and use of social tools.
o Lead and support as a SME for all Enterprise Mobility sales offers, contests and product launches.

5. Customer Engagements
o Deliver EBCs per team goals to support sales and strengthen customer perspective
o Engage in field visits per team goals to support sales, evaluate sales model performance and strengthen customer perspective

Candidates should have ideally have a minimum of 10 years of experience in sales or consulting in the enterprise segment, working directly with large customers and be familiar with field needs to successfully drive a new program. Ideally, the candidate has direct experience selling Device/Client Management and Virtualization and is familiar with related sales processes, customer and partner requirements, is deeply familiar with EPG's field roles and challenges. Demonstrable skills in the following areas are critical:
o Strong, confident executive communication (written and oral)
o Influence without authority
o Engine building, project management and operational excellence
o Strategic leadership combined with strong ability to execute x-org and drive for results in ambiguous environment
o Effectively manage budgets and utilize vendor resources

U.S. and International travel will be required (25%). Strategic planning processes (MYR, PRISM, & WWSM) as well as monthly business reviews with the BG require this role to be based in Redmond.
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.

Apply for this job at Microsoft