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Data: 30/01/2013
Microsoft ricerca: ATU Lead Commercial
The ATU Sales Manager role adds value to Microsoft by leading a well-managed sales business resulting in long-term, predictable revenue growth. Success is measured by Sales and Relationship Services quota/plan and Rhythm of the Business Scorecard metrics that are met or exceeded (as defined by FY commitments; by all individual team members meeting or exceeding targets; by the effective use of empowerment; by the ATU Sales Manager’s demonstration of sound business judgement; and by positive feedback or scores/ratings on Manager Feedback and WHI (Workgroup Health Index).
The ATU Sales Manager role adds value to customers by providing an executive presence and continuity to customers at the subsidiary or district level. Success is measured by customer satisfaction (results from NSAT scores and anecdotal feedback), an expanded # of customer contacts and increased penetration into other areas of the customer’s business.
The ATU Sales Manager role adds value by:
1. Leading a consistent and predictable sales business where team members are enabled to perform at their best.
2. Developing high-performing ATU teams and team members who are considered to be the best sales assets in the market.
3. Developing and growing strong customer executive relationships between Microsoft and customers.
4. Driving integration and orchestration within the Leadership team.
5. Ensuring execution of vertical and local/regional/Corporate strategies and alignment of these strategies in each account teams’ account planning efforts and execution against these plans.
The key initiatives and challenges facing the ATU Sales Manager role are:
1. Ensuring ATU team members and opportunity resources sell broader and deeper into the customer business.
2. Working effectively with other team units and with Marketing and Services in coordinated operations to drive revenue targets, optimized sales productivity, penetration goals, deployment objectives and customer satisfaction.
3. Driving accountability and ownership of processes and clarity around opportunity engagement (handoffs, resourcing, partner attach).
4. Continuing to advocate/drive sales excellence with all team unit and group Leads.
Summary of Role in Microsoft’s Business Processes
Results:
What business results is this role accountable for?
The ATU Sales Manager role is responsible for overall ATU revenue targets
How does the ATU Sales Manager role drive toward these results?
The ATU Sales Manager role drives towards these results by:
• Leading a diverse team of sales individuals who drive and deepen customer relationships and who are effective at positioning the business value of Microsoft technologies to customers.
• Leveraging all relevant resources by leading the effective collaboration across team units and with Marketing and Services stakeholders.
Position Scope:
In what ways and levels does this role affect Microsoft: department-wide impact, division-wide impact, domestic only, worldwide, etc.?.
The ATU Sales Manager role affects Microsoft at the customer account level within a specified geography or territory. Depending on the size of the ATU, the ATU Sales Manager role is responsible for all accounts within his/her assigned territory or within a specific vertical/industry.
Decision-Making:
What are the key decisions that this role makes? What is the importance of these decisions? On what decisions would this role need to defer to its manager or customer?
The key decisions made by the ATU Sales Manager role are:
• Developing, retaining and recruiting high-performing sales individuals.
• Integrating and managing sales excellence processes.
• Working in close collaboration the Partner Team Unit (PTU), the Specialist Team Unit (STU), the Services, the BMO and the DPE Leads to role model sales excellence goals and objectives.
These decisions impact revenue targets, ATU team member morale and development, other team units, BMO, Services, and NSAT measures. The ATU Sales Manager role defers decisions to his/her Manager when the design and direction of an ATU’s responsibilities and revenue targets are involved.
Strategy and Development:
What other internal communication/business relationships does this role have with management, direct reports, peers and positions outside immediate work group? What is the purpose/type of communication: data collection, negotiation, status reports, etc.?
The ATU Sales Manager role works with the following internal resources:
1. EPG General Manager – for receiving direction on implementing Corporate initiatives, establishing quota and revenue targets and supporting ATU account strategies.
2. PTU Manager and PAMs – for generating scale and impacting customer satisfaction with partners.
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