Dir. Productivity Services

Job Category: Sales
Location: Charlotte, NC, US
Job ID: 829894-106327
Division: Sales

Americas Enterprise Services (USES), the fastest growing division at Microsoft, has an exciting leadership opportunity for a Services Solutions Sales Professional (SSSP) to lead Business Productivity/Application Platfoform Sales, market development, adoption and refinement of our key solution offerings in our Public and Commercial Sector organizations. The three components of this position include: 1. Large Capture, 2. Field Enablement and 3. Marketing Leadership.

First, this role will be responsible for landing very large deals. Each Region has tactical Service Executives (SE's) that do not have time to focus on very large deals. This position will work with the local SE's within the Public and Commercial Sectors and aids in the deals that are multi-million dollars and require long term focus. The SSSP must work well with the SE that coordinates with the end customer but have the ability to drive deals independently if required. She will be responsible for working with the SE and taking a major leadership role so the SE is allowed to work other opportunities while also going after this very large deal. This role will have a $5 million NWS annual target.

Key responsibilities:
Responsible for landing large contract vehicles to help accelerate MS Services Sales
Responsible for landing the million dollar opportunities.
Responsible for landing Solutions with the field sellers and Regional SSSP's
Responsible for working with the CTO team to develop, market and implement repeatable solutions into the field

Day-to-Day:
Meet with senior customers
Influence relevant enterprise sales and marketing initiatives and lead Services-specific marketing initiatives;
Deliver offering and sales/marketing feedback to Leadership

Key requirements:

To achieve these goals, we need a great leader, an individual with scaled mid- to large market enterprise-level skills to successfully fill this role. Requirements include:
15+ years of experience in a related field or industry
Bachelor's degree with specialty in Business Management, Marketing, or technology
Successful track record of Sales and Marketing management preferably for Mission Critical areas with technology solutions
A functional understanding of Services and EPG would be beneficial if an internal candidate, if external similar functional experience; exceptional cross boundary and collaboration skills are needed
Experience as a senior IT architect and strategist including Program Management, Portfolito Management, Capability Maturity Assessment and Enterprise Architecture
Ability to lead virtual teams and influence leadership in Matrix organizations is essential

If you are a passionate professional who thrives on solving tough problems and helping customers achieve what they never thought was possible then consider joining Microsoft's Enterprise Services Organization. Experience the challenge and excitement of working with talented teams and individuals all committed to the same goals, continuing to build confidence, trust and loyalty to MS technologies while we enable our customers to achieve the full potential of our solutions to reach their goals.

This Services Sales Specialist is responsible for leading market development, adoption and refinement of our key solution offerings.

The SSSP is:
An overlay sales role providing solution sales capability
An advisor to customer Decision Makers on how to best realize the value of the Microsoft technology and solutions
A primary resource for regional Sales Directors and Managers across the Americas within targeted accounts

The SSSP must exhibit acceptable proficiencies in the following competency areas

Building Customer/Partner Relationships
Identifies and takes advantage of his or her key customer/partner/client contacts and relationships with either direct or indirect communication to address immediate issues while establishing a foundation for a long-term relationship
Prepares executive summaries of business reviews that track results, returns on investment, and emerging opportunities while engaging Microsoft executives with customers/partners/clients, as appropriate
Addresses the most sensitive or complex business or technical problems while honoring the customer/partner/client's perspective and marketplace challenges throughout the process
Strategic Sales Planning
Defines go to market' strategies for related offerings and frameworks
Maintains a long-term perspective when creating approaches to systematically improve organization-wide sales capabilities and results
Proactively develops and introduces solution frameworks to facilitate future adoption of Microsoft products
Drive for Results
Uses organizational resources and personal networks to identify industry and market opportunities, continually driving innovative sales practices related to Enterprise Services
Engages other teams involved in the sales process to significantly improve how Microsoft does business, while ensuring accountability for improved performance on future projects
Team Leadership
Creates a sense of teamwork and gains the support of key members of the team, especially in stressful or challenging situations
Establishes standards and best practices for team to share information among its members and to publicly celebrate the successes achieved by the team
Creates approaches and strategies that directly address and/or overcome priority challenges
Product and Technology Expertise
Incorporates detailed assessments of competitor strengths and limitations into frameworks that strengthen Microsoft's competitive position
Applies his or her deep technical knowledge in both structured and unstructured customer/partner interactions when appropriate to expose potential challenges and resolve issues
Demonstrates his or her understanding of a broad array of internal and external developments to immediately establish credibility with a highly technical audience
Cross-Boundary Collaboration
Initiates collaboration with others; invites others to meetings and presentations to share information
Asks for critique and insights from others about new ideas, product or process innovations
Seeks support for collaborative activities from peers and senior leaders
Confidence
Acts confidently in uncertain circumstances; works effectively in ambiguous situations
Makes decisions without having to ask others for advice or permission
Stands behind his or her decisions
Impact and Influence
Consciously develops influence strategies
Anticipates the reactions of others
Adapts a presentation or discussion to appeal to the interest of others
Takes well thought-out action to achieve a specific impact
Interpersonal Awareness
Integrates his or her understanding of others' emotions as well as the content of what they're saying into his or her interpretation of situations
Understands less-obvious reasons for others' concerns, behavior, and perspectives
Understands others' attitudes and behavior

Position can be located in any major city near a Microsoft office.

Sales:ESS