Are you an experienced professional with a demonstrated ability to think strategically and help grow a multi-billion dollar business? Do you thrive in fast-paced, highly visible environments? If so, we want to speak to you!
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. To achieve our mission in Microsoft's United States Enterprise Commercial (US EC) organization, we are seeking a Senior Leader to help lead our South Region Operations Team of sales professionals alongside the Regional Vice President. This Director-level role requires the ability to think both at a strategic and programmatic level, be able to effectively drive processes and consistency across the business and deliver impactful business outcomes. The individual needs to be comfortable engaging senior leaders while managing priorities in a fast-paced, complex environment.
This role will orchestrate across a variety of stakeholders for core deliverables and requires an individual who is a great team player, a self-starter, strategic thinker and adaptable to jumping in to solve issues and drive solutions across the business.
ABOUT THE ORGANIZATION:
The Microsoft US Enterprise Commercial (USEC) organization is 3300+ people strong and growing! We span multiple sales roles across the US (including employees in other countries that support some of our largest strategic customers). In the Enterprise Commercial South Region Operating Unit, we are looking for a strategic story-teller with sales experience and a passion for customer and partner excellence.
10+ years sales and/or sales operations experience
5+ years of people-management experience is required. This is a level 2 manager role overseeing a mix of managers and individual contributors, with a minimum of 5 direct reports
Demonstrable and proven experience in leading teams of people, preferably across strategic digital transformation execution and landing
Proven track record of successful program leadership in complex, multi-function transformation environments managing corporate strategy
Capable and accountable leader with a reputable ability to establish credibility and orchestrate across senior stakeholders
Solid understanding of industry and Microsoft licensing and services models is required
Proven capabilities of exemplary impact through cross-group collaboration and partnerships with a relentless drive to get things done
Strategic thinker who understands the business/information strategies, priorities, issues, opportunities and deftly orchestrates change and activities
Executive level presence i.e. possess an appropriate altitude of collaboration, presence, presentation, project and program management and communications skills
BA/BSc or equivalent academic attainment required, MBA preferred.
Travel is expected between 25 - 50% of the time
Location: Atlanta and Charlotte preferred, but open to candidates anywhere in the South region
Strategic Thinking, Planning & Leadership
Analytical, problem-solving and decision-making skills
Impact and Influence
Cross group collaboration
Project and Program Management
Drive for Results
Customer & Partner Focus
Scale up and down and get things done themselves and lead across/partner with others to get work done.
Bring an informed perspective (respected by others)
Deal with ambiguity and can lead through it
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
Orchestrate a High Performing Leadership Team
Lead and manage a high performing sales operations headquarters team
Enable forums to capture all voices of LT members
Enable problem solving among the LT
Develop and orchestrate an effective rhythms of business (RoB) that aligns with the MSUS Common RoB and requirements from USEC HQ
Support LT in building and growing effective inclusive teams; drive the Microsoft strategy; and role model our Microsoft values, to deliver exceptional results
Enable LT to effectively live and demonstrate our Brand and Culture through every engagement externally and internally
Represent Office of the South OU Leader
Where needed, be able to stand-in/represent the Operating Unit (OU) Vice President in meetings and ensure timely follow-up
Be principle stakeholder manager for the South OU across the various teams within Microsoft (ex: MSUS, WCB, USEC HQ, US OCP, US M&O, WW Enterprise and Industry teams)
Strong business alignment and partnership with finance and HR aligned partners
Accountability to ensure the milestones/deadlines of the larger organizations (i.e. MSUS and GSMO) are met with high levels of quality
Manage Office of the VP and Executive Communications for VP
Develop and deliver a strong support structure of administrative resources supporting the LT & broader South OU
Own and manage OPEX budget (all line items from Payroll, Hardware, T&E, Recruiting, etc), Blueprint and Headcount management effectively in partnership with Finance, Sales Excellence, HR, GTA; deliver +/- 2% accuracy
Build Momentum, excitement and inspire action in the field via the voice of the VP with relevant communications sent proactively and with predictable frequency
Ensure vehicles / forums exist to communicate the right key priorities and current progress to the field via All Hands, Pulse updates, Offsites
Share communication best practices and ideas across OUs and in turn leverage corresponding best practices from segment peers & partners
Manage and Organize VP Field & Customer Engagement and all Executive Engagement
Partner, coach, coordinate with stakeholders to execute on executive engagement plan, exec field visits, 1st to 3rd party exec events
Proactive planning of VP engagements with strategic customers (e.g.: 'problem' customers; Compete; Dark EA, Low Consumption etc) with minimal impact on seller productivity
Focus on quality use of VP time in field touch points (internal) and with Executive Sponsored Accounts (external) employing an end to end pre and post engagement model
Ensure all executive engagements/field visits at CVP level and above are run smoothly with right customers engaged and productive meeting outcomes achieved
Manage Sales Excellence and Sales Operations
Lead Sales Operations for the South Operating Unit - delivering accurate, consistent, productive and impactful Rhythm of the Business, support the reporting Sales Excellence Manager & team in all functions including (but not limited to) quota setting, account planning, territory mapping, pipeline management practices, forecasting, business reviews, etc.
Via the direct report Commercial Manager; Lead the Commercial Executives team and support them to drive compliant, effective, creative deal making processes
Own and lead the team through multi-Fiscal Year planning - organization design, growth models, alignment for greater scale, etc
Manage and Develop Team
As a manager, personally commit to deliver success through empowerment and accountability by:
Modeling: Live the culture, values and leadership principles. Share your management philosophy with your team and make it real through your words and actions.
Coaching: Enable others' performance. Build management skills by completing your learning path and development opportunities.
Caring: Empower others to discover, connect, and grow. Have healthy, candid conversations (Connects, Perspectives, 1:1)
Build South Region Brand & Culture in partnership with LT and enable org
Build and nurture Manager Community within South Region in partnership with GMs.
Support ongoing readiness efforts and coordinate community learnings and best practice sharing among managers and sellers.
Liaise and Manage Matrix & Extended Teams : Liaise with key business partners (Business Manager community, National/WW teams, Services, Partner org) and build/maintain connections to enable successful operation of the business
Partner with Executive Communications team to land voice of the South Region via social media platforms including LinkedIn, Twitter in alignment with Microsoft policies and procedures
Align messaging to corporate and commercial narratives that resonate with Enterprise Commercial audiences
Microsoft Runs on Trust
Inspire and protect Microsoft trust across employees, partners, and customers. Drive, maintain, and sustain a strong Culture of Compliance and Integrity and in support of a robust compliance governance process. Proactively assess risk and mitigate with a sense of urgency.
Encourage and support employee escalations by providing the right channels for reporting
Compliance Champion lead for South Region, with the Compliance team:
Proactively identify sales deal execution (SDE) risks and trends, raise issues to Area and Corporate teams for help
Analyze non-green EC Compliance Assessment results, Compliance Dashboard metrics, red flags and Internal Audit findings to identify process weakness and drive effective remediation together with Segment Leadership
Awareness & Communication:
Develop policy acumen and serve as first point of contact within your team
Support Internal Audit preparation in your OU and facilitate information flow between audit and process owners
Drive awareness for segment-specific risks and applicable controls and process improvements
Our company-wide shared priority: To realize our mission to empower every person and organization on the planet to achieve more, each and every one of us must help create a diverse and inclusive culture where everyone can bring their full and authentic self, where all voices are heard, and where we do our best work as a result. With this priority, personally commit to be an active and intentional participant in creating a diverse and inclusive Microsoft.
Establish a Diversity & Inclusion (D&I) Committee of Managers, Leaders and ICs within South Region
Create and launch action plan for D&I within South Region, partner with team and LT to execute on plan
Support and participate in D&I activities internally or externally where possible