Tech Solutions Professional - WW CTO, Sales Transformation in Redmond, WA


TitleTech Solutions Professional - WW CTO, Sales Transformation
CategorySales
LocationRedmond, WA
DivisionSales
Date AddedJanuary 22, 2015
Open Positions1

Are you excited about an opportunity to help drive Global Sales opportunities and strategies? Are you interested in driving broad global impact and helping Microsoft's Specialist Sales Team be the premier field sales organization? If so, then the WW Specialist Sales Team is the right place for you! We drive the excellence in strategy and execution for the more than 4,000 Solution and Technical Sellers worldwide.

As a member of the WW CTO, Sales Transformation, your primary responsibilities will be to lead the technology field strategy and landing of the most transformational and critical strategies for the STU. You will be part of a new team of senior sales and program leaders with a primary focus on the transformation to consumption centric value selling, one of the most critical changes that requires significant focus in FY15 and beyond. In addition to this clear focus on consumption transformation, you will also be asked to drive sales strategy on a number of cross BG sales challenges. You will partner closely with the Technical sales owners in each business area, WW STU Strategy & Operations lead, business leaders, as well as ensure we are inclusive of the WWEPG teams and key partners such as Services, M&O and WPG.

As we transform into a cloud first, mobile first company, driving consistent and decisive technical-sales engagements becomes more critical. Deep technical advisory - on the solution being sold and its impact in customer's environment - is being increasingly expected by customers. Also, architecting the right solution with consumption in mind, becomes even more critical to our results as revenues becomes more dependent on consumption growth. Many of the challenges we face on consumption are due to technology barriers and blockers, and our technical sellers are critical for this to be successful. It is essential that we have a senior leader in this team who can understand and tackle these issues in a way that engages engineering and services technologists to resolve issues within the products and offerings we provide, to accelerate consumption across cloud technologies.

This role will require you to be a senior technologist and field leader with a proven track record in Microsoft and who is connected to the customer so that all strategies put the customer at the center. You will work significantly with key customers and partners to ensure that any strategies are landing and to help resolve key issues. You will participate in all Win Rooms for consumption and ensure excellence in escalation. The ideal candidate will have operational strength combined with true passion for customers who can engage directly when needed but also coach and guide sellers/field leaders. A strong knowledge base and a good working relationship with Microsoft's Technical Field Sales organization, Services, Marketing and Engineering organization will be a key asset for this position, as proposing, enabling and driving virtual initiatives will be common place for this role to be successful. You will be looking for ways to help transform specialist sales and driving key initiatives cross-team to deliver programs and capabilities to the specialist field.

Key responsibilities and activities in this role include:
WWEPG Consumption:
Drive demonstrably improved results against all consumption metrics (Azure, O365, CRM OL)
Deliver results from engaging proactively with peers in the WW Sales Lead and WW Inside Sales Lead Transformation roles. Conduct deal clinics with selected customers that represent the market to which we need to drive transformation. For example, under deployed customers in specific geos who have multiple cloud services, or successful customers with multiple cloud services deployed. You will understand their challenges and accelerate both their individual consumption as well as taking this back to help us learn more programmatically.
Be a technology savvy SME for customers and for consumption win rooms, connected to engineering and technical services leaders to enable you to drive results
Enable and drive initiatives to recognize and document consumption patterns, both as a technical blueprint and as a process.
Drive Virtual Teams that focus and enable finding consumption volume patterns across the Technical Sales communities, Marketing, Services and Engineering
Drive Virtual Teams that escalate and help resolve key consumption blockers across the Technical Sales communities, Marketing, Services and Engineering
Engage with key customers to ensure we can represent the voice of the customer in all consumption discussions and to help unblock opportunities for consumption
Lead key consumption centric technical audiences to land processes and build scalable knowledge bases
Partner with SMSGR to determine the appropriate readiness requirements for technologists as we transform to a consumption centric sales org
Ensure there is as much consistency as possible across businesses for consumption approach - both for the benefit of a consistent customer experience and for ATU and other non-specialist sellers
Contribute to and review consumption playbooks/guides/tools and processes to ensure they are high quality, clear, simple and landable with technical sellers and services roles
Partner closely with consumption metric owners in each business team and with role owners across ATU and STU
Other projects and responsibilities:
Own and drive other key cross business initiatives on behalf of the GM Consumption & Innovation
Act as executive sponsor to key accounts WW to drive direct customer interaction and support field sales teams
Provide consultative engagement to STU Leads in WW EPG on consumption and all other projects (in close partnership with TZ leads and WW Strategy & Operations Director)

We are looking for a candidate with 10+ years' experience in technology field leadership with a preference for both field and corporate experience inside Microsoft. This person will understand life in the STU and what the team needs to succeed, and ideally been a CTO, CIO or technical sales leader. Strong project and program management skills are a key requirement, and strong communication skills with the ability to work, and lead through influence in a cross-group environment. Strong analytical ability is helpful. The candidate should have conviction, passion for the field, strength in developing and executing strategy.

Required Skills and experiences:
- 10+ years of experience in sales / technical-sales to enterprises
- Respected IT executive or technical leader who has successfully demonstrated the ability to significantly raise the capabilities of a large technical sales organization
- Proven ability to understand implications of change, train cross-functional teams, and provides the leadership to overcome barriers and achieve results through individual and team efforts.
- Proven success driving virtual teams comprised of key talent that spans across regions, countries, across varied disciplines and skill sets.
- Skilled at identifying and evaluating new technological developments and gauging their appropriateness for the business
- Proven technical thought leader who understands todays cloud market landscape with experience speaking to key customer and at large public events
- Excellent internal and external communications skills are required (written, verbal/presentation)
- 35% International travel
- Field leadership experience (Microsoft or competitors)
- Bachelor's degree

Personal Attributes: This role requires a highly motivated, self-led senior team leader with a mature and positive attitude and a passion for leading others through change and working with customers and partners on driving large complex enterprise class sales and services commitments to meet customers' business challenges and opportunities.

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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