Sales Director, State & Local Government in Sacramento, CA

TitleSales Director, State & Local Government
LocationSacramento, CA
Date AddedDecember 5, 2014
Open Positions1

Microsoft's State and Local Government team is looking for an experienced sales leader to lead our Northern California State and Local Government team comprised of 5 Account Executives, 4 Account Technology Strategists and 2 Office 365 Specialists.

The State and Local Government (SLG) Account Team Unit (ATU) manager is responsible for delivering a strategically-managed, profitable and growing Account Team Unit business produced through customer relationships- and sales-excellence practices where the Microsoft sales teams focus is on solving the customers' strategic business objectives through Microsoft solutions.

Success is measured by Quota achievement; expansion of BDM/ITDM relationship depth across the customer environment and the customer satisfaction therein; Rhythm of the Business Scorecard metrics as defined by fiscal year commitments, individual team members meeting or exceeding targets, by the Sales Manager's demonstration of strategic & sound business judgment. The ATU Sales Manager role provides an executive presence and continuity for BDM/ITDM customer relationships in the Northern California area.

Key Accountabilities:
o Meet or exceed revenue, market share growth and increase new business targets identified in Annual /Quarterly Territory Planning.
o Develop the Account Team Unit strategy by analyzing customer and internal strategic priorities aligned to external factors (regulatory, industry and competitive) to inform strategy and Customer planning efforts.
o Conduct Strength/Weakness/Opportunity/Threat (SWOT) analysis of the employees business strategy, drawing on his/her knowledge of customers, industries, competition, partners and enhancing Territory Plan to drive Year-Over-Year revenue growth and associated consumption.
o Hold the Account teams accountable for execution of Customer Planning by ensuring regular reviews with sellers to coach sales fundamentals which include: Customer Plan, Customer Relationship Mapping, Industry Positioning, Pipeline and Forecast Reviews, win/loss analysis, CPE Survey, etc.
o Work with Partner Team Unit (PTU) Lead, Partner Sales Manager and Area/Regional Industry Market Development Manager to understand partner ecosystem and relevant industry Solution Areas.
o Lead team through their Customer Planning Process and Quality Reviews by ensuring inputs of cross-group teams: Specialists Team Unit (STU), Partner Team Unit, Industry Team, Dynamics, Services, Developer and Platform Evangelist (DPE), Marketing & Operations (M&O), Sales Excellence, Business Groups (BGs), LCA, etc. Regular, frequent cadence of coaching and inspecting of Customer Plans for completion AND quality enhancements.
o Leveraging Sales Excellence Planning & Business Management tools, Coaching Readiness and other resources to manage the Account Team Unit business

Key initiatives and challenges:
o Mobile First, Cloud First Transformation
o Sales and Operations Excellence
o Customer and Partner Success
o Organization & Team Development
o Coaching Individuals and Teams

Experiences Required:
o Strong sales and business background centered on software technologies (Microsoft Software and Devices technology preferred)
o 10+ years of industry-related experience
o 5+ years management experience leading sales teams to achieve quota with sustainable growth year-over-year.
o Deep understanding of key industry solutions and competitive technologies
o Extensive experience in working with high-performing sales individuals and software/cloud partners is required.
o Strong business planning and instilling business discipline skills, and encourages team members to develop targeted plans.
o A BA/BS degree preferred and/or equivalent work experience.
o State and Local Government Industry Preferred

Location preference is Sacramento, CA (but open to candidates in San Francisco & Mountain View). Approximately 25% travel is required.

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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