Requesting profile for Solution Sales Leader - SMC

Job Description

• Custodian of the 7 Solution Areas of Microsoft will own and is responsible for the P&L and Scorecards/ KPI s of all the products of Microsoft for the Corporate Managed Business Segment.The 7 solution areas are 1) Productivity & Collaboration (MWP), 2) Security, 3) Business applications (D365), 4) Azure - Core, 5) Azure App Innovation, 6) Azure Data & AI, 7) Surface suite of products.
• Guides the team to assess customer needs and connect the need to Microsoft technology and the 7 solution areas of Microsoft.
• Displays strong leadership capabilities with the experience of managing 2 levels of team members.
• Coaches the team to expand the relationship with customers/partners. Leads the team to develop solution strategies for driving and closing strategic opportunities.
• Leads the team to identify new partners and evaluate partner capabilities.
• Guides the team to apply the orchestration model.
• Coaches the team about Microsoft technology differentiators/competitive advantage.
• Leads the team to optimize the portfolio and facilitate customer innovation.
• Guides the team on ensuring customer/partner satisfaction.
• Drives and oversees integrated strategic planning.
• Guides the team regarding client performance, in whitespace analysis.
• Oversees end-to-end business.
• Strategic, leads by empowerment, with the ability to also be hands on when needed.
• Customer and partner facing.
• Supports the team on participating in Microsoft events and acts as the spokesperson for Microsoft at external events.
Sales ExecutionDriving Digital Transformation
• Proactively brings impactful industry insights with partners and ISV s into customer engagements. Coaches and influences others internally on how to do this.
• Influences Microsofts strategic direction across various markets.
• Acts as a thought leader in digital transformation across solution areas to advise customers.
• Leads a virtual cross-organizational team to drive strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value.
• May lead partner integration into account/territory planning and customer engagements.
• Oversees new Digital Transformation projects (e.g., cloud platforms and services) through business outcome selling and expanding customer business decision maker (BDM) connections.
• Sets a win strategy to accelerate and maintain a sustainable growth.
• Sets clear criteria and accountability to managers and team.
Opportunity Qualification
• Leads the team to support the account teams and drive conversations with strategic/high-potential customers.
• Facilitates stakeholders (e.g., Customer Success team unit, account-aligned team unit, Consulting, One Commercial Partner [OCP] organization) to build pipelines across territories.
• Sets best practices on social presence and guides others, and drives consistency across domains/regions.
• Coaches the team through the sales process (e.g., negotiation, commercial terms, compelling presentation).
• Applies Microsofts sales process (MSP) and Microsoft Consumption Process (MCP) to determine the quality of the opportunity/engagement and whether to proceed and educates the team on how to best address the customer needs.
• Develops, guides and empowers the sales team to think across organizational boundaries and drives cloud businesses growth at or above targets, and accelerates customer value realization through cloud services consumption across solution areas (e.g., modern workplace, apps and infrastructure, data and artificial intelligence [AI] and business applications, security, support), bringing together a unified, unique value proposition for the customers.
• Influences the technical and product leadership agenda across the Microsoft field and supports the corporate organization.
• Proactively reports progress to leadership and removes execution obstacles.
Driving Consumption
• Proactively coaches the team to remove consumption blockers in pre-sales by collaborating and innovating with partners and other internal regional and global teams (e.g., Digital Win Room [DWR], FastTrack, Global Black Belts) and coaches the team how to engage customers to drive cloud services growth, support and consumption in accounts and new markets.
• Leads with technical insights on how to grow customer business.
Drive Customer Business Outcomes
• Guides the team on communicating with customers, leveraging their business language, to understand their business needs or facilitates customer interactions to assess customer needs and connect the need to Microsoft technology.
• Drives cloud businesses growth at or above targets and accelerates customer value realization through cloud services consumption across solution areas, including Support.
• Provides direction/guidance on the development of solutions across regions.
• Helps the team create vision for the customers and develop strategic plans to drive sales and demonstrate business value.
• Autonomously provides executive sponsorship on large projects and leadership support.
Stakeholder Management
• Coaches the team on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners.
• Engages C-Suite decision makers to support teams on opportunity discovery and acceleration while maintaining an external network.
• Proactively leads external innovation circles/sounding boards.
• Represents the team internally at Microsoft as he/she engages internal stakeholders.(e.g., Account Team Unit [ATU], Customer Success Unit [CSU], One Commercial Partner [OCP], Worldwide Commercial Business [WCB] Solution Area Leads, Global Black Belts).
Deal Closing
• Leads the team to develop solution strategies for driving and closing strategic, highly complex and valuable opportunities.
• Drives the implementation of strategies and the collaboration with the account team to ensure alignment.
• Leads the team on ways to implement and share close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure.
• Coaches the organization and optimizes performance, responding to customers with agility and speed.
• Seeks alignment with all stakeholders and partners and removes blockers.
Scaling and Collaboration Scaling with Partners
• Guides the team to build a network of partners to cross-sell and up-sell and drive usage.
• Leads the team to identify new partners and evaluate partner capabilities.
• Facilitates the development of partner strategies and ensures execution.
• Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and building partner capabilities to build and influence the market.
• Coaches the team to drive end-to-end business solutions across solution areas, resulting in increased partner satisfaction and partner deal sharing year-over-year.
• Leads by example to be the executive sponsor for Global Independent Software Vendor (ISV) and Global System Integrators (GSIs) and drives sponsorship relationships.
• Actively participates in the local Partner Governance Council and makes recommendation for Partner Recruitment and Partner Resource Allocation.
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Keyskills :
salesmarketingbusiness developmentaccountstargetsocial mediadata sciencenew businessglobal teamsmarket sharesales processservice sales