Western Europe Enterprise Commercial Strategic Accounts Director

The most successful Strategic Sales Leaders are ultra-resourceful, master orchestrators of virtual teams, and exceptional at navigating and influencing in matrix organizations. They are also leaders whom can grow and develop high potential teams and nurture from within by building a trusting, diverse, growth mindset culture. They have exceptional listening skills and are both curious and life learners. These attributes allow them to advise confidently and elevate their customer’s business and articulate the potential opportunities to define the right strategies that will lead our teams to drive massive growth in our clients spend with Microsoft.

This role will be to support Western Europe Enterprise Commercial and sit on the senior leadership team. It offers incredible opportunity to accelerate your career by driving business impact that can change the future.

You will be leading a virtual organization of Strategic Account sellers across Western Europe to deliver long term relationships and value to our Enterprise customers, building the momentum of digital transformation for our customers partners as well as the company itself.

The WE Enterprise Commercial Strategic Accounts Director provides sales leadership accelerating our customers’ digital transformation and delivers on our short term and long term financial goals and responsibilities. In this role you will be need to be a great sales coach and leader, have a challenger mentality, be experienced in building and developing large customer relationships that are transformational in nature, and have a background in complex deal-making, fluent in sales-leadership practice and able to lead with vision and flawless execution.

Be a part of a transformative, learning culture that drives innovation. It has never been a better time join Microsoft and see up close the digital revolution!

Responsibilities

Driving Business Growth

Working directly with our Strategic Account teams, you will be focused on coaching them to extend their transformational deal skills, whilst also being personally involved in driving deals and developing senior customer relationships. Maintain and leverage understanding of customers' business needs, influences cross-functional leadership, applies consultative approach, leads development of solutions, empowers virtual teams, defines long-term strategies, manages executive relationships, drives implementation of strategies. Strive for bold ambition and challenge convention.

Identifying our customers with the highest propensity for driving net new strategic partnerships, with core focus on driving transformational deal.

Leverage and usage of key business insights to elevate customer conversation and action.

Deliver tangible solutions to customers solving for greater efficiencies, cost savings, and deep regard for Microsoft partnership.

Manage opportunities in Western Europe region, responsible for working with local account teams, resources and clients in the geography.

Executive lead with our clients at C-level and above, capable of developing relationships to resolve commercial and business issues with integrity and trust

Build coalition and support of senior leadership teams throughout all organizations within MSFT.

Collaborate closely with the field and management teams to drive new business opportunities.

Business Excellence

Support the field through leveraging the wider Microsoft team to help us expand our customer relationships, e.g. Digital Win Room submissions

You will be laser focused on business outcomes and understand where we can drive further into our customer whitespace to maximise capturing the customer TAM. and driving healthy revenue growth that aligns with our key business KPI’s for both Azure and our software billed business.

Consistent, repeatable achievement of revenue and consumption targets through disciplined pipeline, forecast management.

Form and maintain strong partnerships with all the different organizations at Microsoft, Deals Desk, CELA, Industry IA teams, CT, Biz App, ISD, HR, Comms etc.

People and Cultural Transformation

Coach and guide our Strategic Account Managers to be the executive leader both internally and externally with our clients and MSFT stakeholders. In particular, to build confidence in extending relationships into key LOB customer stakeholders

Trusted relationship with the ECL leaders, aligning resources, teams and ensuring tight co ordination on all aspects of the deal to achieve winning commercial offer and follow through support for long term growth

Demonstrate pragmatic empathetic leadership to coach our teams to the highest performance

Create an environment of shared learning and collaboration

Lead and support diversity in every aspect of our organization

Demonstrate leadership qualities of integrity, transparency, and humility

Qualifications

10+ years of related experience: Senior sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, leadership roles in multi-tiered large organizations

Proven track record and experience leading large sales and technical sales organizations, selling and delivering complex solutions to enterprise customers

Proven track record and experience leading organizational transformations while delivering on short-term results;

Strategic leadership with track record driving results faster than competition in new markets/solution areas (preferred: cloud services growth and consumption)

Strong leadership interpersonal skills, coaching skills, cross-group collaboration and proven ability to influence across organizational boundaries

Talent attractor: Proven history attracting and developing new leaders

Meaningful non-Microsoft prior work experience at one of the following: IT Consulting or Services company such as McKinsey, Accenture, SAP, EDS, KPMG or the equivalent; Competing Cloud and software companies, particularly Oracle, IBM, SalesForce.com, VMWare, Cisco, AMZN

Bachelor degree: Required, MBA desired

Experienced in complex sales training e.g, sales methodologies , broad evangelism through events (presentation skills), effective marketing tactics, negotiation, financial analysis, industry knowledge

This role is geographically flexible and may be based in any WE region country with an established subsidiary

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 .