Senior Director, Enterprise Sales, MS Business Solutions (Dynamics) in Redmond, WA


TitleSenior Director, Enterprise Sales
CategorySales
LocationRedmond, WA
DivisionMS Business Solutions (Dynamics)
Date AddedJanuary 14, 2015
Open Positions1

This Job is eligible for the following work arrangements :TeleWork
The EPG CRMOL Lead is the BG role responsible for mainstreaming CRMOL in EPG. This role exists to ensure that the BGs investments in EPG are delivering the intended ROI and that CRMOL is effectively mainstreamed. This role can expand to include other Enterprise workloads (ie. Marketing, Services) after Sales Productivity. This role aligns at the WW Productivity Lead level and is the single point of contact and liaison for EPG into the BG As the WW CRMOL Lead for EPG, you will be responsible for driving the results of the business thru shaping the field sales strategy, managing sales execution and pipeline for CRMOL via a set monthly scorecard and ROB rhythm, helping with complex deals and ensuring sellers are skilled and ready. This role will also be responsible for ensuring alignment and proper visibility with field sales leadership and being the key bridge between our ATU teams, our MBS STU teams and the EPG Productivity Global Black Belts. Primary Accountabilities: 1) Mainstream CRMOL in EPG by driving the end-to-end enterprise selling strategy and business "architecture" of EPG's CRMOL sales motion across One Microsoft ensuring it is better than the competition at what matters to Enterprise customers. This sales motion includes a focus on the capabilities of selling business solutions to the BDM. Beginning initially with Sales Productivity in FY15, Marketing and Customer Service will be added in future FYs. 2) Own and drive all worldwide EPG measures of business success for CRMOL including budget attainment, Net Seat Adds, GSI attach, consumption/deployment and EPG scorecard metrics.. Drive EPG sales management, including sales planning, forecasting, pipeline and reviews. Participate in strategic and/or escalated sales opportunities. Provide BG leadership around Customer Planning, Partner Planning, L1 Syncs, EPG MBU Process, MYR, PRISM, WWSMM, S4, MGX 3) Co-Build and drive the EPG CRMOL field Sales community around the world, including GBBs, Solution Specialists, Technical Specialists, Services Executives and subsidiary sales leads. This role should spend 20-25% of their time in field with EPG & Dynamics field sellers driving deals and improving engagement. 4) Act as the primary EPG point of connection and leadership for engaging the BG on selling and competitive strategy; metric execution and business delivery; resource model; segment sales blockers, issues and requirements. 5) Involved with the sales management oversight of the EPG sales process for CRMOL. Particularly as it pertains to the CRMOL GBBs and to some degree, the 0365 GBBs. Includes the responsibility for ensuring the delivery of the CRMOL targets for the new GBB. This may include direct engagement with top deals/accounts and ensuring appropriate resource and staffing issues with MBS team. 6) Act as main point of contact for the WW Productivity Lead and TZ GBB Leads to engage the BG across Sales, R&D and PMG.

We are looking for a 10+ year experienced sales leader with significant software and solutions sales experience, with strong understanding of CRM and Business Application technologies/market and competitors, business drivers and emerging trends as well as the impact of these on partners and customers. Candidate must possess exceptional demonstrated decision-making, conflict resolution, problem-solving and negotiation skills. The leader will be great in developing, presenting and communicating strategy to executive leadership and the capability of translating this into field execution plans which are supported from the field leaders. The candidate has managed sales teams around opportunity management and pipeline management and is an expert in competition within the business. The candidate should have conviction, passion for the field, strength in developing and executing strategy. The candidate should have had both field and HQ experiences and is willing to travel up to 50% of his/her time to conduct customer, partner and sales team visits.

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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