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Data: 30/01/2013
3. STU Manager and team members – for effective business operations and orchestration, opportunity ownership and pipeline velocity.
4. Services Lead – for meeting ATU revenue targets and deeper penetration into markets or accounts and for ensuring the alignment of Relationship Services into proposals and successful leveraging of Relationship Services inside customer accounts;
5. Marketing (EML, IMM, RMM) – for coordinating effective marketing support for customers and securing necessary funds for account investments;
6. BMO – for designing marketing initiatives to drive demand generation, awareness and pipeline velocity;
7. Sales Excellence Manager – for adopting sales excellence and discipline approaches and providing feedback on what is working and where there is room for improvement.
What type of external communication/business relationships does this position have with vendors, partners, press and etc.?
The external communication and business relationships center primarily on press or association relationships to foster positive relations and awareness with Microsoft in the subsidiary. The ATU Sales Manager role also interacts with partners to meet growth objectives.
What key stakeholders (roles, departments, and business functions) does this role rely on to achieve its goals? What key stakeholders does this role impact?
The ATU Sales Manager role relies on and impacts the PTU, the STU, Services and the BMO to help achieve the ATU’s goals and to help drive the goals of these Team Units and departments.
Job-Specific Skills and Knowledge
Support development and maintenance of the following skills and knowledge
Subject Matter Expertise:
• Sales Management – previous experience leading teams with sales quotas/targets, using a sales methodology and the Sales Force Automation or Customer Relationship Management technologies that support the methodology;
• People Management – previous experience managing people and their professional skills development; hiring, development and attrition experience with teams;
• Organizational Change Management – experience in successfully implementing new organization models (e.g., such as the ATU), including the change management aspects;
• Customer Environments - knowledge of the tools and resources used by customers and their Lines of Business (e.g., financial metrics and statements, industry and analyst reports, executive dashboards, etc.);
• Business Management – has experience running a P&L, in a Cost of Sale model.
Industry Expertise
• Relevant industry related topics (e.g., regulatory or compliance challenges), especially in highly competitive situations.
Microsoft Products
• All Microsoft technologies (level of knowledge may increase in highly competitive situations);
• Microsoft Licensing.
Competitor/ Partner Products
• All major competitors, including local/regional competitors;
• Business value of partner Line of Business solutions and their sales/implementation models, including local/regional partners.
Requirements and Hiring Profile
• Has experience in a sales environment, leading a team of high-performing sales individuals through successful sales cycles with customers;
• Has extensive experience “hiring smart”; understands the impacts, both positive and negative, that hiring decisions can have on team members and other groups and does not make compromises simply to meet headcount requirements;
• Is focused more on his/her team’s performance than on his/her own performance; measures his/her success by having each team member meet or exceed targets;
• Is adept at developing the skills of team members by understanding their individual requirements and providing the right coaching and mentoring activities to close gaps in performance;
• Is trustworthy and trusting; creates environments where individuals feel comfortable sharing issues;
• Has experience successfully collaborating and managing by influence (of non-reporting groups, peers or individuals);
• Has strong business planning and instilling business discipline skills, and encourages team members to develop targeted plans;
• Has experience effectively managing the business operations of an evolving sales force, within a larger matrixed model;
• Is comfortable in executive settings with senior levels within customer and partner organizations; knows the challenges these executives are facing;
• Is organizationally agile; can navigate a complex organization to reach a goal or objective; is effective at positioning gives/gets;
• Knows how to establish and manage to guidelines, roles and responsibilities of others;
• Has experience in turning around poor performing accounts and/or sales teams;
• Is fluid and flexible, is able to deal with ambiguity; leads change with his/her team members, championing the benefits of the change and overcoming the resistance;
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