The Industry Solutions Delivery (ISD) mission is to enable every company to be a digital business. With global reach, ISD drives digital transformation and modernization by engaging customers in market making initiatives. ISD is actively recruiting a leader to join our organization where you will be leading, managing, supporting, and accountable for the overall business performance within this organization - overseeing sales, delivery, solution strategy and operations. This is an opportunity for someone to build a business that drives business outcomes and customer success within a geography and/or segment of ISD.
As the General Manager Consulting Services Sales, "Making the Market" is the prevailing business priority. The role is accountable for the generation of demand for innovation, the shaping of deals/engagement, and building targeted customer executive relationships to accelerate the customers journey.
Overall business performance includes financial commitments and scorecard accountabilities. As a consulting leader, this role is chartered with optimizing the organization’s capabilities aligned to ISD business goals, making the market with transformational engagements, and driving operational and delivery excellence within their organization.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Responsibilities
People Management
- Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
- Model - Live our culture; Embody our values; Practice our leadership principles.
- Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
- Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.
Consulting Market Planning & Execution
- Develops, orchestrates, and executes comprehensive Consulting market plan for a small geography by prioritizing teams' solutions in line with global strategy and enterprise business using knowledge of local market and customer business. Articulates value proposition for Consulting within the Microsoft partner ecosystem, as well as the various resources available across Microsoft. Drives solution and sales planning and portfolio management that is "on strategy," collects, and provides feedback on portfolio success. Aligns to broader Microsoft portfolio imperatives.
- Establishes and drives orchestration across Enterprise Operating Unit (EOU) on strategic and top-tier accounts to ensure alignment on account strategy. Sets clear goals for all roles in driving customer adoption across three clouds. Establishes rhythms across enterprise that facilitate collaboration on strategic, top-tier, and consumption goals.
- Grows relationship management across a broad portfolio of top customers (e.g., strategic (S500), managed customer list, enterprise customer list) with an integrated and intentional One Enterprise approach to achieve Microsoft strategic priorities. Establishes regular cadence with Chief Information Officers (CIOs) and Business Decision Makers (BDMs), and may work with customer Chief Executive Officers (CEOs) and senior public officials within a small or single-subsidiary geography.
- Drives sales strategy in support of the broader Microsoft strategy and revenue generation, including consumption, support renewals, and sales margins, in a solution selling environment across a small geography. Monitors pipeline, scopes pre-sales, navigates staffing planning/resource reallocation, leverages resources from across the organization to optimize resource efficiency and uses forecasts to regularly review and assess probability of success and cost of sale and identify where help is required to close deals. Accomplishes alignment of Consulting organization sales strategy to Enterprise Commercial, Public Sector, and One Commercial Partner strategy. Drives orchestrated implementation across Enterprise Commercial, Public Sector, and One Commercial Partner. Drives sustainable growth by balancing customer, Microsoft, and team long-term objectives against short-term results.
- Provides advice and coaching on how best to leverage and orchestrate company processes, assets, and intellectual property (IP) around strategic digital transformation approaches, high-level deal design and project delivery, and Support services (e.g., Premier, Unified). Leverages local knowledge and customer insights to inform key parameters for generating customer value. Participates proactively in established project governance to advocate appropriately for both customer and Microsoft and ensure delivery excellence.
- Drives execution of all aspects of the Consulting business through a defined cadence of accountability. Defines key quarterly objectives and tracks against those objectives. Executes through a variety of teams, directly and indirectly, influencing for successful outcomes. Adapts and integrates appropriately with broader Microsoft teams to execute effectively. May create structures in conjunction with segment leaders to facilitate the adaptability needed for success.
Operational & Business Excellence
- Drives execution excellence through rhythm of the business, driving achievement of fundamental goals, optimizing processes, driving tool adoption, and providing guidance, balancing short-term execution and longer-term success, and ensuring compliance with Microsoft policies.
- Implements operational processes to drive continuous improvement of team performance (e.g., closed-loop sales campaigns, project quality reviews, root-cause analysis for support issues) using learnings from successes and failures.
- Provides input into relevant tools to support Regional and Enterprise Consulting business reviews, priority setting, and annual business planning processes for a small or single-subsidiary area. Manages and aligns regional and global resources through account planning. Manages dynamics of the Consulting profit and loss (P&L) to achieve all metrics.
- Adheres to and aligns with budgets in collaboration with internal teams (e.g., One Commercial Partner (OCP), Enterprise Operating Unit (EOU), Marketing and Operations (M&O)) to drive revenue targets (e.g., sales revenue, delivery, consumption) and monitor resources for a small geography.
- Demonstrates awareness of top-line revenue and company priorities (e.g., Azure Consumed Revenue, Support renewals) and how it impacts his or her region.
- Ensures positive customer experience from the planning and monitoring phases through the execution phase and supports lifecycle, through the alignment of the right resources at the right time for customers. Proactively identifies opportunities for resource optimization and process improvement, and recommends potential changes. Identifies trends in customer experience across the customer experience lifecycle and elevates accordingly.
Leadership
- Builds organizational and people capability for the future through coaching, engagement, and talent management for a team of direct-report leaders, while also leveraging a deep understanding of market trends and customer needs/expectations. Executes and implements the established capability strategy. Develops and advocates a learning culture within the organization and prioritizes learning and deepening of capability as key elements of success for every role.
- Creates and executes talent agenda in partnership with peer group leaders and Human Resources to facilitate moving talent across organizations to accelerate growth.
- Drives an inclusive environment by engaging all Consulting employees within assigned geography (e.g., small) regardless of reporting structure. Creates a culture that enables employees to do their best work through cross-functional collaboration and appreciation of diversity. Champions and implements the diversity and inclusion strategy for the Consulting organization.
Other
- Embody our Culture and Values
Qualifications
Required/Minimum Qualifications
- Bachelor's Degree in Business Administration, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 8+ years of related experience, including senior sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, and/or leadership roles in multi-tiered large organizations
- OR equivalent experience.
Additional or Preferred Qualifications
- Bachelor's Degree in Business Administration, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 15+ years of related experience, including senior sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, and/or leadership roles in multi-tiered large organizations
- OR Master's Degree in Business Administration, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 12+ years of related experience, including senior sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, and/or leadership roles in multi-tiered large organizations
- OR equivalent experience.
Sales Leadership M6 - The typical base pay range for this role across the U.S. is USD $147,200 - $243,000 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $193,000 - $267,000 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations. #J-18808-Ljbffr