Overview
As a visionaryCommercialArea leadercoveringRetail, Consumer Goods,Communications,andMediaindustries, you will collaborate acrosstheRetail, Consumer Goods,Communications,andMediasectorsto unlock new levels of business performance and address critical market challenges. Your role involves spearheading strategic initiatives designed to drive exponential revenue growth and fostering alignment among leadership teams across diverse markets within your area. You will champion the adoption of AI-driven transformation while implementing change strategies that resonate with C-suite executives and elevate customer satisfaction.
By proactivelyidentifyingemerging market opportunities, you willrepresentMicrosoft as an industry pioneer and thought leader. Yourexpertisewill shape scalable go-to-market strategies, promote the adoption ofinnovativecloud solutions, and leverage partnerships to deliver innovative solutions that fuel market expansion. Cultivating a culture of inclusion, mentorship, and accountability will be central to your leadership, as you inspire and reward high-performing, diverse teams. Finally, you will foster collaboration across executive networks and strategic partnerships, paving the way for sustainable long-term growth thatimpactsthe entire ecosystem.
Qualifications
1. Extensive experience insenior sales leadership roles.
2. Extensive experience in managing high-performance sales and/ortechnical-salesteams.
3. Extensive experience in coaching solution sales and account development strategies.
4. Extensive experience in leadership roles in multi-tiered large organizations.
Responsibilities
What You Do:
Customer Advocate and Market thought Leader: Build and model trustworthy relationships in the market and industry to provide differentiatedexpertiseacross the executive suite of the customer and prioritized partners. Driving YoY satisfaction improvement inCustomer & PartnerExperiencethroughAccount Team Quality, Customer Plans and Account Transition experience .Growth and Transformational Sales Leader:Champion operational excellence through the landing, coaching and adoption ofMicrosoft’s Customer EngagementMethodology (MCEM)across Industry.People Leader: Build the capabilities for the customer journey left to right across allRetail & Consumer Goods, Comms, Media & Telcoindustries. Foster talent pipeline to ensure coverage to blueprint and headcount preservation.Developaninclusive culture that attracts top talent coupled witha track recordof exceptional sales performance.Steward of the Business: Lead theRoB, provide leadership for segment operations including partnering with Enablement & Operations and Finance to apply judgement to the segment forecast and pipeline hygiene in alignment with weekly Area and Core to region rhythms.
Compliance:Commit to upholding Microsoft's trust by adhering to its values, culture, and Trust Code in every decision.
HowYou Do:
5. Actively and visibly sponsors transformation initiatives across areas, including Coaching for Impact (consistent execution of solution plays) and learning programs to upskill the business, industry,AI,and leadershipproficiencyof sellers across whole area.
6. Creates a consumption culture that drives a rolling 12- monthAccount Technical Unit (ATU)created Stage 1 Azure Consumed Revenue (ACR)pipeline
7. Dedicates time weekly for each market to build a consistent coaching rhythm with managers on how they can enable their teams to succeedacross Field Revenue Accountability (FRA) Consumption, Usage Excellence, Orchestration and in attracting,developing,andretainingtalent with transparency and empathy.
8. Leads the charge as the ambassador for The Era of AI, positioning it with senior level decision makes as well as engagement with execs in GSI's and AdvisoriesDouble down on Software Defined Sovereignty, Azure,AI,and Cybersecurity in execution of the WWEnterprise CommercialGrowth Plan
9. Drives accountability by leading andrepresentingthe Area in weekly,monthly,and quarterly Enterprise or ATU rhythms of connection.
10. Builds credibility by spending at least 1 hour weekly developing an understanding of industry imperatives, competitive landscape, customer executive priorities, partner sponsorship andbuilding strategicpartnerships focused on TAM capture and Horizons 2 and 3.
11. Continues progress on Enterprise Operating Unit (EOU) orchestration, driving alignment acrossECshared resources, Specialist Team Unit (STU) Customer Success Unit (CSU), Global Partner Solutions (GPS), and Sales Enablement & Operations (SE&O) in area or subsidiary to execute as One Microsoft.
Measure of success:
12. Growth in Industry, ACR, Security, Unified Support, aligned mainstream solution plays in all the area market
13. YoY growth in billed revenue,consumption,and usage excellence in each segment with achievement in FRA attainment, partner share and ACR across teams.
14. Execution excellence for overallEnterprise Commercialbusiness across Enterprise .
15. Lead and model AI Halo conversation,Cloud SolutionAreanarratives and execute the GoToMarketand EnterpriseCommercialGrowth Plan
16. Active participation in Area governance councils, continued advancement of partner integration into theEnterprise Commercialbusiness asevidentin partner share and co-selling targets
17. Fostera successful future for you and your team through the adoption of role-specific activities, behaviors, and habits that result in personal growth for every team member, increased time with customers and partners and collective team success through a culture of empowerment,transparency,and trust.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect