Job Openings at Microsoft

Job description

The IMDM’s primary goal is to directly support revenue growth by establishing Microsoft as a leading business solutions provider to industry sectors. IMDMs grow a market in a given sector (Health), industry, vertical, and/or solution area (SA) by developing the market, partners, and demand with the local customer base and then developing and executing a plan that lands the Microsoft platform in Line of Business (LOB) solutions. The success of the IMDM role is primarily measured by opportunity generation and growth of solution area (SA) revenue.

Lead from the front with Sales Transformation

• Coach and provide industry enablement to Accounts Team Unit (ATU), STU & Leadership Team to advance Business Development Manager (BDM) relationships and credibility. Every seller should be able to deliver the Microsoft Industry PoVs relevant to their customers’ industry.
• Develop market through knowledge sharing with all accounts in Sector (community calls, ISU, etc)
• Collect and share competitive insights from BDMs and partners with extended account team
• Identify strategic local marketing campaigns/industry events and support with industry collateral/veneers

Deep ATU Engagement To Generate Revenue; Engage BDMs Directly In Business Conversations

• Be a pivotal part of Account Planning and drive industry into multi-year growth plan
• Drive LOB opportunity discovery including ISV solutions; follow up with account teams and PSE on opportunities opened
• Provide Industry knowledge, content resources to account team as needed
• Support partner in opportunities
• Partner with the Account Executive (AE) to create and qualify opportunities in MSP; Transition qualified (0-40%) opportunities to AE, PSS, SSP, and/or Partner/Services. May have 1-2 ‘showcase” opportunities that require deeper/longer engagement TBD by manager.

Develop And Maintain Top Partner Solution Strategy

• Maintain clear and credible local Solution Area strategy and //partner solution library for all local solutions
• Keep line of site to “sell though” opportunities with partners and share with extended account team.

Note: ATU aligned to the purest ATU with ATU revenue, IMDM geography and Sector GM consideration.

Experiences Required: key experiences, skills and knowledge:

• Significant (10+ years) Industry solution selling experience
• 10+ years Industry domain expertise
• Business development skills
• Market development skills
• Industry specialized sales or consulting position within an IT Consulting or Services company +
• Sales or consulting position in a competing or partner company.
• No specific training or certification is required.

Education

• Bachelor’s degree
• MBA +

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Job description

Segment Director - SMSP

SMS&P Lead (Small and Midmarket Solutions and Partners Group Leader)

Do you want to lead one of the fastest growing segments, drive a huge part of the overall budget, lead a growing team and connect with Partners? Do you have what it takes to build the next platform for business success in a key geography? What would you bring to the Area Leadership Team in terms of new skills or talents? Can you drive success against Budget, Scorecard and growing share? Are you ready and able to take on a key challenge for Microsoft and shine through as a leader?

The mission of the Small and Midmarket Solutions and Partners group (SMS&P) is to (1) deliver valued On-Premise and Cloud solutions to Enterprise customers (Corporate Accounts) and to Small and Medium businesses, driving revenue, share and loyalty for Microsoft and our Partners; and (2) grow highly competitive partner ecosystems globally and within the subsidiary and region. In addition to customer and partner strategies built around two key business modes (Corporate Accounts and Small and Medium Business). SMS&P drives the overall engagement and programmatic approach for our Partner community and leads cross subsidiary initiatives based on additional strategic goals or market opportunities such as Software Asset Management & Compliance and in our Surface Commercial Channels.

About The Role

The Small and Midmarket Solutions & Partners Group (SMS&P) Segment GM drives the adoption and execution of the SMS&P strategy in the subsidiary to achieve the revenue & profit. Share and Customer & Partner Experience (CPE) people targets committed to in the SMS&P Scorecard. The Segment director is responsible for overseeing planning, orchestration and execution of highly effective subsidiary sales and marketing strategies (including customer campaigns), collaborating with colleagues within SMS&P, and with broader stakeholders in the subsidiary including Business Groups, the Marketing & Operations Organization (M&O), Enterprise Product Group (EPG), Public Sector, and Consumer Channels Group (including Operations, Channel, Original Equipment Manufacturers and Retail). As Microsoft solutions for the small and midmarket businesses are delivered through partners, a bit part of the strategies and engagements are partner related. The role reports to the Area Leader and is part of the subsidiary leadership team.

Responsibilities

• Meet or exceed the Budget
• Meet or exceed against the Business Scorecard
• Drive strategy and execution that enable us to take market share against our competitors on key technologies

Daily Execution To Include

• Own the business strategy, approaches, value chain and execution model through which Microsoft drives sales and marketing through partners.
• Develop and execute subsidiary strategy based on corporate strategic direction, customizing it to meet local needs.
• Develop and execute SMS&P Subsidiary strategy.
• Monitor Sales performance.
• Identify market opportunities.
• Manage resource allocation.
• Manage the local SMS&P response to market issues.
• In alignment with partner group strategy, organize and execute Sales and Marketing activities centered on the Corporate Accounts and Small and Medium Business goals.
• Short, medium term sales strategy definition.
• Lead and drive the overall SMS&P team to meet or exceed all relevant goals as measured in the SMS&P scorecard revenue growth targets for the subsidiary.
• Evaluate the success of sales plans and opportunities in meeting or exceeding forecasted revenue.
• Manage Rhythm of the Business.
• Ownership of customer and partner experience and satisfaction against a strong value proposition, creating a streamlined Microsoft engagement.
• Manage all aspects of hiring, developing, coaching/mentoring, assessing, rewarding and holding direct reports and entire organization accountable for assigned job responsibilities and results.
• Align team goals with SMS&P and business goals to maximize performance and motivation.
• Team diversity and retention.
• Drive people management and coaching excellence and improved Workplace Health Index (WHI).
• Development of people to ensure a strong bench to fill key roles and meet future growth requirements.
• Remain fully aware of MS policies (including compliance), strategies, and directions that relate to this group’s work and synchronize group’s work with those MS policies, strategies and directions.
• Forge and maintain relationship with other appropriate MS groups.

Qualifications

• 12-15 years’ experience in direct or broad scale marketing with proven results
• Successful and extensive track record of managing at a GM level in a sales organization
• Demonstrable track record of working with partners
• Experience of establishing new business models to go to market
• Extensive experience of selling to Corporate, Medium and Small customers
• Bachelor’s degree; Master’s degree preferred
• Extensive understanding of how MS partners market/sell to small and medium business customers
• Demonstrated experience devising marketing program strategies to meet the needs of partners and customers
• Passion for driving results
• Exceptional people-management skills
• Strong ability to influence others
• Demonstrated cross group collaboration abilities
• Strong negotiation and conflict resolution skills