WW Microsoft Services is redefining how Microsoft and its customers go to market with best in class personalized customer experiences. Transforming our sales and go-to-market capabilities is fundamental to succeed in leading with digital, cloud and modern support, while driving customer transformation as One Microsoft. Microsoft Services Go-to-Market supports the company business priorities and provides a framework to Field Services teams worldwide to execute on joint sales and marketing motions (Key Plays) across One Commercial Organization. As a Sales and GTM team we are focused on driving strategy execution to improve sales costs by being intentional in how we sell our Services solutions. Aligned execution relies on two key engagement models: Account-Based Engagement (ABE) and Territory-Based Engagement (TBE). Each model addresses specific customer segments and sales roles. The Territory-Based Engagement model is focused on accounts managed by non-Services Executives (SE) with Services
TBE Go-To-Market Design •Partner with the WW Sales Strategy and Partner Strategy teams to design the strategic direction of the Territory-Based engagement model. Identify the best practices in the market and in other Microsoft organizations. Facilitate the development, socialization, and implementation of a multi-year capability roadmap. •Partner with Regional Services Leads to establish a maturity model for TBE and pilot the orchestration through it. Strengthen our high potential territories growth and sales playbook evolution by integrating TBE into the QRP planning process, demand generation
Qualifications: •10+ years of relevant experience including selling and delivering complex, BDM-relevant IT solutions. Proven track record of research leading to strategy development and implementation. Experience in identifying and implementing efficiencies across a diverse product/service portfolio, as well as international markets with different levels of maturity. •Deep domain expertise in the complex software solution and IT services market. Working knowledge of the competitive landscape and understanding of the partner ecosystem including motivation, capabilities, key differentiators, etc