Telco Industry Market Development Lead

The Enterprise and Partner Group is seeking an aggressive, creative and self-motivated individual to lead business development, strategy and market making opportunities for the Communications and Media sector. This senior level position will report directly to the Canadian leader of the Communications and Media Sector and will be accountable to deliver measurable value to the field sales organizations. This important position as the Telco industry lead will require strong business development and communication skills, cross-division networking and collaboration skills, a desire to interact with and enable our various segments in Canada and play an active role in key Telecommunications, Hosting and Cloud markets. The primary goal of the position is to directly support revenue growth by establishing Microsoft as a leading Cloud and business solutions provider to the Communications and Media sector. The role contributes to this goal by growing the marketshare in cloud services by partnering with the major hosting and cloud providers in Canada. The role accomplishes this by developing the market, partners, and demand and by developing a plan on how to shape the market which includes strategies for solidifying the Microsoft platform in Line of Business (LOB) applications. The success of the role is measured by cloud wins, partner-led solution revenue and revenue quota attainment. The successful candidate will also work with WW and field counterparts to develop the industry go-to-market strategy, one which must include our services teams along with our strong and growing number of partners. Successful candidates must have experience negotiating complex deals and agreements and MUST understand the proper balance between supporting Microsoft business objectives while protecting our critical intellectual property. You must also be able to work independently and support our account teams to drive growth, marketshare and customer satisfaction. The work requires flexible hours and will carry international and domestic travel of approximately 30 percent. Candidates with previous hosting, service provider or Telco related fields are strongly encouraged to apply, as well as those with experience in consulting, particularly to senior Microsoft and industry audiences. The Telco Industry Director for is responsible for: • Developing, Owning and executing the subsidiary cloud Strategy and business plan to enable Microsoft to become a trusted advisor and partner to service providers in Canada. • Representing Microsoft as an industry expert by developing executive customer relationships, analyst relationships and driving public and analyst awareness of Microsoft’s thought leadership and customer evidence for the Canadian marketplace. • Achieving and exceeding all revenue and business metric accountabilities for Telco related sales and services. • Supporting the Canadian leadership team and various segment teams to drive market share, and key subsidiary scorecard metrics. • Playing a key role in enhancing Microsoft’s corporate image related to the Telco industry. • Creating a strategic cloud Partner ecosystem - ISVs and Systems Integrators - by solution and service (IaaS, PaaS and SaaS). • Providing sales leadership, mentorship and as required training to the subsidiary resources devoted to Telco Sector. Key accountabilities: • The Telco Industry Director will work with the Subsidiary resources devoted to Communications and Media sector accounts, Client Directors, Channel Sales teams, EPG Sales Excellence, Specialist Sales Teams, Marketing and Business Groups in the subsidiary and with the worldwide corporate teams to drive the engagements with key accounts in this space, define solution development, and sales programs. • Own and engage in developing market-making cloud opportunities providing the executive relationship with the key decision makers and mentoring the account teams with specific emphasis on developing new cloud opportunities. • Tracks the Online services and products revenue including accurate forecasting, pipeline management and presenting the business to the Leadership. • Works with the subsidiary leadership team to set priorities, assist with planning, and drives improved cloud marketshare for service provider segment in key accounts. • Defines opportunity & qualifies level of investment needed by Microsoft and actively manages the program, marketing and Business Investment (BIF) funds needed to execute the cloud strategy. • Customizes cloud business value messaging, collateral, PPTs & white papers provided by corporate to meet the subsidiary and Canadian market needs • Build the strategic Telco Partner ecosystem, by solution and segment. • Helps establish specific business plans with Partners that are relevant to MS business. Measurements of success will be: • Achieving revenue targets and customer satisfaction. • Achieving Cloud services and product revenue growth targets • Strategic Telco sector Partner ecosystem improvement. • Corporate and local stakeholder and Partners feedback Qualifications / Essential Experience: • 15 years (minimum) of direct experience in the Telecom, Hosting and/or Hi-Tech Industry either as an Executive or Consultant. • A proven track record in achieving sales and business objectives. • Driven Business leader with strong people management skills and leading virtual teams. • Experience in working with Microsoft Partners and sales organization and driving overall Microsoft value proposition to Telcos and Service Providers. • Bachelor’s Degree in Business Administration, Marketing, or Computer Science is requested; MBA/Master’s Degree preferred. • Good fit with Microsoft core values. Technical & Functional skills: • Operational experience on managing budget, forecasting & sales pipeline. • Knowledge of Microsoft products and solutions in the Cloud and Online Services context Personal Attributes & Interpersonal skills: • Interpersonal awareness skills • Strong oral and written communication and presentation skills • High energy, able to lead a diverse team of subsidiary sales professionals • Ability to work with the other industry teams to develop the overall Enterprise business • Expertise/fluency with French a plus; Travel requirement: 25 -40% At Microsoft Canada Co, people are the source of our energy. The people at Microsoft Canada are creative, from all types of backgrounds, bringing passion and new ideas, meeting challenges, and realizing their potential. Our benefits and resources are designed to keep our most important asset - our employees - healthy, happy and equipped with the resources they need to be successful and realize their full potential. Microsoft Canada provides a flexible work environment, with career advancement potential and most importantly, the opportunity to make a difference. As a Microsoft employee you have the opportunity to participate in the following programs: Stock Awards & Employee Stock Purchase Plan Registered Retirement Savings Plan Tuition Reimbursement Employee Software Purchase Program Fitness Membership & Subsidy I Volunteer (5 Paid Volunteer Days) Employee Assistance Program And so much more… At Microsoft, we share a passion for technology, customers and our partners. We aspire to be more than just a good company- we aspire to be a great company. What will make us great is our commitment to our mission of enabling people and businesses throughout the world to realize their full potential. Microsoft is an equal opportunity employer and supports workforce diversity.

Job ID 858593 Location Canada, Mississauga Job Category Sales Division Sales

MI