Technical Solutions Professional - Area Lead, Sales in Redmond, WA

TitleTechnical Solutions Professional - Area Lead
LocationRedmond, WA
Date AddedDecember 5, 2014
Open Positions1

Are you excited about an opportunity to help drive WW Enterprise Sales? Are you interested in driving broad global impact? Are you passionate about technical sales and its increased importance in a new world of cloud services and devices? If so, then the WW Specialist Sales Team the right place for you!

As we transform into a cloud and devices 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, a successful adoption and usage of our solutions becomes even more critical to our results as revenues becomes more dependent on consumption growth.

In line with this increased tech-sales need, the company in investing to grow our technical-sales leadership team, investing in a new dedicated lead for the TSP roles worldwide.

The new WW TSP Lead role is responsible for the coordinating the strategy and execution of our workload-aligned Technical-Sales force (TSPs), in alignment with the WW Tech-Sales Lead. You will be leading our 800+ technical-sellers and tech-sales leadership teams in the subsidiaries to accelerate sales and adoption of Microsoft solutions.

The function works closely with our field technical-sales leaders, WW Specialist Team Unit (STU) Director, STU Time zone/Area STU Leads, WW Specialist Sales Leadership, Sales Excellence, M&O Role Excellence teams, and the other technical sales leaders in WW-EPG.

Primary responsibilities include:

Consistent Execution: Workload aligned technical sales
Drive consistent TSP execution across subsidiaries, accelerating solution sales
Key measures of success:
o Quota, % of TSPs achieving quota
o TSP-led scorecard metrics green

Strategy: Drive EPG tech-sales strategy, including the roles evolution and their integration with the overall EPG and Services sales model / blueprint
o Represent field perspectives to WW EPG / WW Specialist Sales Leadership on areas of opportunity in the current model.
o Deeply understand enterprise customers' needs and competitor's strategies, and propose and lead implementation of the best tech-sales approach to sell for consumption and accelerate our growth, including definition of tech-sales roles (mission, accountabilities, compensation model, and blueprint / coverage model), in partnership with the field leadership, WWSS Business Architects, Sales Excellence Sales Model Design teams, SMSG/M&O Role Excellence, and Partner teams. Work with senior leadership and cross-segment teams to drive the approval and end-to-end implementation of these recommendations.
o Own TSP sizing and fy16+ blueprint recommendations

Tech-sellers and Managers Leadership: Right people in the right place, and enabled to perform
o Hiring and development: participate directly in hiring process of A15 tech-sales leaders, drive solid hiring guides to tech-sales leaders and tech-sales positions
o Own profile of excellence of the TSP disciplines, and drive talent mgmt. and enablement projects to bridge the gap between average execution and profile of excellence
o Partner with HR and field leadership to update and land technical-sales career model
o Partner with SMSG-R to drive a solid enablement curriculum for technical-sellers community and tech-sales management
o Lead Tech-sales Rangers program execution
o Leverage main engines to land appropriate readiness to tech-sales communities (Techready, Techsales University). Tech-ready: Own definition and execution of tracks for TSPs specialties (devices, cloud, solutions)
o Engage with each of the TSP role leads to enable consistent practices across TSP specialties
o Define specific discipline and role's accountabilities aligned with overall Enterprise priorities, in partnership with M&O Role Excellence team
o Ensure our TSPs are equipped with the needed processes and tools, and consistently leveraging them to achieve results

o Partner with Sales Excellence team to define and implement the management processes and tools needed to enable field managers to lead, coach and inspect execution of their technical sellers
o Implement efficient processes to manage and coach field tech-sales leaders, and execute on them monthly - integrated with overall EPG's rhythm (MBUs, QBUs, MYR).

Scale: Drive programs that scale our technical-sales through Partners
o Engage with STU and ATU Teams worldwide to map and share/implement best practices that can accelerate field success, in partnership with other members of WWSTU Team (Enablement)
o Drive sales scale through partners' p-sellers (p-TSP) in partnership with SMS&P-Corporate Accounts teams

o 10+ years of experience in sales / technical-sales to enterprises
o Respected IT executive or technical leader who has successfully demonstrated the ability to significantly raise the capabilities of a large technical sales organization
o 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.
o Skilled at identifying and evaluating new technological developments and gauging their appropriateness for the business
o Excellent internal and external communications skills are required (written, verbal/presentation)
o 20% International travel
o Field leadership experience (Microsoft or competitors)
o Bachelor's degree

o MBA degree
o Experience in multiple subsidiaries/areas (emerging/developed countries)

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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