Director, Sales Excellence and Licensing
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The Sales Excellence Director role is responsible for driving operational excellence across Microsoft’s Enterprise Segment sales organization. The Enterprise Segment consists of both Public and Commercial sector customers as well as Licensing Sales. The Sales Excellence Director function is responsible for: Managing segment business operations effectively Enabling predictable sales processes that fosters execution excellence Growing World Class Selling capabilities including adoption of related processes and tools Driving cross-group / cross-sector collaboration and alignment Creating growth and share execution strategies Driving a Customer Centric culture Licensing sales function The three main priorities for the Sales Excellence Director are: Deliver execution excellence, agility & innovation through Operational Excellence Find sustainable competitive advantage through Business Insight Provide the sales, change and people leadership through Sales Leadership This role requires the person to be able to excel the following activities: Prioritization and simplification - Driving continued improvements in sales capabilities; including individual capabilities, effective opportunity prioritization, efficient teaming, and strategic selling, all resulting in improved resource optimization. Help the teams simplify and bring structure to our business. Be a change agent - Be effective advocate for change. Clearly communicate the business rationale for change and gain the support of employees and key stakeholders. Manage employees' concerns about their roles and career prospects during periods of change. Clearly align roles, systems, and processes with the direction of the change in order to benefit from it. Sales coaching - Assisting and coaching sales teams in elevating our customer relationships and the developing “art of selling” capabilities. Lead by example as the sponsor on key opportunities. The Key Accountabilities are: Deliver on the requirements of the COO of EPG – support the EPG lead in driving sales and operational performance to meet or exceed the business goals in revenue growth, compete, scorecard and CPE Lead and develop the pillars of sales operations, business insights, sales leadership and licensing sales to support and drive the business objectives Lead a high performing, highly motivated team Manage segment business and sales operations efficiently including core processes in relationship management (RM), opportunity management (OM) and business management (BM) Drive sustainable change throughout the EPG organization in targeted areas defined by the EPG LT and WW EPG (where required) Lead the segment CPE strategy and operations Lead the One Sales Excellence approach across the area/subsidiary – be a leader in collaboration and standardization of processes across PS, SMSP and services (where required) Lead the Software Asset Management (SAM) function for the segment, delivered through the SAM Engagement Managers Successful candidates will have: 10+ years related experience in sales and/or sales management and/or consulting services (including recent Microsoft experience) MBA degree preferred Strong stakeholder management, executive presence and 1st class communication skills Experience in people management and team development Proven history of successful business planning and execution High degree of competency in the follow areas; Create Business Value - is the focus on achieving the greatest return on resources invested. People who exhibit this competency apply measurement systems and frameworks to business practices and procedures, generate continuous improvement, and implement new business models to generate revenue. They take action to ensure that products are appropriately commercialized and leveraged in the marketplace. Impact and Influence - The ability to generate support from others to achieve the desired business outcomes, especially in situations where there is no clear “ownership” of the issues under discussion. People who exhibit this competency apply it in a planned and strategic way, never randomly. They motivate people to want to follow them even when they don’t have to. They are credible leaders. Cross-boundary Collaboration - The practice of effectively working with individuals and organizations outside of one’s immediate work area or span of control. People who exhibit this competency create increased benefits and successes through collaboration and by sharing ideas and resources. The end result benefits not only the groups that work together, but Microsoft as a whole. Enabling Change - The ability to effectively advocate for change. People who exhibit this competency have the ability to clearly communicate the business rationale for change and to gain the support of employees. They demonstrate skill in managing employees’ concerns about their roles and career prospects during periods of change. They align roles, systems, and processes with the direction of the change in order to benefit from it. Deep Insight - The ability to see the big picture, develop models, learn from experience, and see the system impact on the business ecosystem (of actions, decisions). People who exhibit this competency think in new and different ways with the intent of breaking new ground. They rethink events, develop new concepts, and question assumptions. They stay focused on situations, problems, or technology as they relate to the marketplace and customers. Strategic Sales Planning - Focused on developing plans that are future-oriented and reflect an understanding of emerging opportunities and segments. People who exhibit this competency regularly and systematically apply their understanding of business and financial concepts to the selling, marketing, and supporting of technology solutions and services. |
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