OverviewA Sales E&O Leader at Country/Subsidiary will be an Individual Contributor role and are expected to lead with pinned resources from HQ, ensuring alignment with centrally defined GTM and marketing strategies. These resources, spanning Sales Excellence, Operations, GTM, and Marketing are leveraged to drive consistent seller activation and execution across the field.
Synthesizes findings into insights across sales projects, including implications that inform sales objectives, leveraging executive presence to influence decisions and proactively identifying expansive ideas for field and partner sales strategy. Drives the creation and execution of a strong Chief Marketing Officer (CMO) to establish and lead local, modern marketing governance and capability within the subsidiary. Connects Microsoft priorities and strategies to customer priorities. Drives resource optimization of key investments with rigor in partnership with the Chief Financial Officer (CFO) to deliver right resources at the right time with the right return on investment (ROI). Grows Business and Sales Operations capability to deliver true insights for leaders, managers, and sellers. Analyzes and understands capabilities needed to drive success within scope of accountability and works to develop/mentor/coach talent internally. In addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance.
Responsibilities Business and Sales Operations Leadership
Grows Business and Sales Operations capability to deliver true insights for leaders, managers, and sellers. Monitors and communicates business and sales growth opportunities throughout the planning process, and provides detailed recommendations for improvement to key senior stakeholders. Drives resource optimization and new digitalization solutions based on customer strategies, and discusses customer needs and solutions based on customer insights. Provides effective leadership to teams (e.g., Central Marketing, Business and Sales Operations, Compete, Customer and Partner Experience, Business Product Group). Promotes leadership strategies across subsidiary leadership to engage customers on their journey to build loyalty and deliver sales insight and revenue. Utilizes Microsoft organizational knowledge to interpret internal/external business challenges and recommends best practices to improve products and services. Enables Business and Sales Operations to be successful through effective Empower Digital Success (EDS) leadership across the country or area, driving simplified rhythms, and increasing customer and partner facing time in alignment with EDS. Drives balance between organizational productivity and well-being.
Connected Sales and Marketing
Provides leadership to teams across the subsidiary for a connected sales and marketing strategy. Drives the creation and execution of a strong Chief Marketing Officer (CMO) to establish and lead local, modern marketing governance and capability within the subsidiary. Connects Microsoft priorities and strategies to local sales and marketing priorities. Creates a strong and modern marketing team and capability across the subsidiary. Coaches teams and contributors for exceptional return on investments of marketing initiatives. Assists team on business and market knowledge, and on ways to collaborate internally to position Microsoft products, solutions, and/or services against competitors. Drives the strategy around global programs relevant to the local market. Drives thought leadership and efforts for winning new audiences in the market, develops connections, and creates business development opportunities.
Culture and Leadership at Scale
Analyzes and understands capabilities needed to drive success within scope of accountability and works to develop/mentor/coach talent internally. Promotes Diversity and Inclusion (D&I) plan, inclusion throughout talent process, and diversity-recruiting strategy. Promotes change and cultural transformation within area of accountability as a coach, mentor, or program leader. Inspires managers and individuals in the organization and fosters a culture of customer-centricity, accountability, collaboration and achieving big, bold goals. Collaborates with the other teams and organizations to determine the health of co-selling process within the region, and address partner capacity and capability needs. Represents the company externally with local partners, influencers, and national leaders in support of the company’s strategy. Ensures co-located employees develop a sense of belonging through internal events and communications. Creates an area culture that fits within and aligns to Microsoft culture and values in partnership with the Area Vice President or Country Manager, to achieve a higher degree of customer-centricity, accountability, and collaboration, and value alignment for the area of accountability. Inspires, leads, manages, and holds accountability for successful growth of the team. Promotes a culture of innovation that brings everyone together through facilitating interconnectivity. Brings Microsoft purpose to the organization's day-by-day approach.
Customer Value Creation
Connects Microsoft priorities and strategies to customer priorities. Identifies gaps in workloads through communication of financial value to the customer, collaborating with sales team and driving new workloads. Builds on their network and industry experience to connect customers with ideas, people, and resources to new support customer opportunities. Creates constructive tension with customers to challenge thinking and develop deeper customer engagement. Assists team on business and market knowledge, and on ways to collaborate internally to position Microsoft products, solutions, and/or services against competitors. Works with teams to ensure that Microsoft can align capabilities and offerings to be ready to engage with the customer, accounting for customer eco-systems and needs in preparation for go to market. Directly interacts with the product engineering team to take customer feedback on products and share information.
Delivering Business Results
Drives resource optimization of key investments with rigor in partnership with the Chief Financial Officer (CFO) to deliver right resources at right time with right return on investment. Collaborates with internal teams (e.g., Finance, Marketing, Engineering, Field Sales). Manages and cultivates relationships with senior internal leaders (e.g., Directors, General Manager [GM]-level, higher). Acts as an advisor to senior leadership as a domain expert within Strategy team and greater Microsoft, leveraging deep technical/product knowledge, organizational context, and market awareness to guide less experienced colleagues and inform strategic business decisions. Drives and maintains a strong culture of compliance that exemplifies commitment to doing business with integrity and transparency in a way that develops trust with our customers, partners and suppliers. Remains accountable for successful cross-organization execution for plans. Drives the actual plan. Lands overall strategy, drives alignment to that strategy, and helps ensure the plan is executed. Leads, orchestrates, and optimizes resources across complex operating models and engines for effective business results. Holds accountability for execution and optimization success. Represents Microsoft externally to stakeholders including both customers and partners, and prioritizes time spent with each accordingly. Maintains a strong understanding of operations and status of execution against strategy based on indicators of success, and holds accountability for the success of transformation initiatives on an operational basis, including but not limited to the transformation toward a cloud business operational model.
Growth and Transformational Leadership
Synthesizes findings into insights across sales projects, including implications that inform sales objectives, leveraging executive presence to influence decisions and proactively identifying expansive ideas for field and partner sales strategy. Leverages insights to develop recommendations around potential future growth opportunities and strategic issues for Microsoft sales processes. Applies frameworks and methodologies to drive problem solving and insights. Drives the velocity of Microsoft’s transformation and for quality business performance results against strategic priorities and critical measures of success. Leads teams to execute projects, programs, and initiatives to deliver financial and operational results. Provides industry insights into customer engagements and helps close deals with customers and coaches and influences others internally on how to do this. Contributes recommendations to assist in market and government digitization efforts regarding engagement of government and alignment with policy. Demonstrates an understanding of local market opportunities including high growth industries and drives transformation in these areas. Partners with Subsidiary Leadership Teams to identify growth opportunities in the market, innovates to grow market share, and executes new strategies. Drives competitive insights to preempt competition across solution area competitors. Assists to drive Cloud and artificial intelligence (AI) country plan emphasizing sustainability, accessibility, skilling and digital transformation.
QualificationsRequired/minimum qualifications
- Bachelor's Degree in Economics, Engineering, Accounting, Finance, Business, or related field.
- Significant experience, including senior sales leadership roles,
- managing high-performance sales and/or technical-sales teams,
- coaching solution sales and account development strategies,
- and/or leadership roles in multi-tiered large organizations OR equivalent experience.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
