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Data: 12/09/2013
MDL & PPL Development Director
Location: US
Job ID: 849877-122231
Division: Services & Support
Do you want to be part of one of the key pillars of Microsoft’s Cloud strategy? Do you enjoy the challenge of incubating new offerings in a fast paced and quickly changing environment? Are you looking for a role that allows you to use your experience to have a worldwide impact?
The Cloud Vantage Services team, help customers realize their full potential through accelerated adoption and productive use of Microsoft’s Office 365 Service. They are a seasoned, global team of experienced Services professionals, delivering world class services, earning customer confidence, trust, and serve as customer advocates within Microsoft. As Microsoft intensifies its focus on the cloud, the Cloud Vantage team will need to grow rapidly to meet demand of the market, as well as act quickly on customer feedback, in order to stay competitive in this fast growing market.
The Business Development Director will spearhead Cloud Vantage market introduction and growth as well as enable the broader sales and delivery community in being able to position, sell and renew Cloud Vantage Services agreements in Canada and Latin America.
In this role you will partner closely with Enterprise and Partner Group (EPG) Sales leads, Services Leads, key Services field sales and delivery roles, and other EPG business owners to identify opportunities, analyze business health, and provide feedback from the field to HQ. You will also be working closely with Services Delivery Executives and their teams, partnering with them to support their field engagement plans and processes that facilitate consistent, efficient sales motion to penetrate target segments.
The role is non-location specific and will be expected to travel widely (35%) within the Canada and Latin American Subsidiaries, spending time with Office 365 Global Black Belts, other Sales and Delivery resources, and customers.
Key Responsibilities:
• Evangelize Cloud Vantage Services with the field (sales and delivery resources) and customers to establish Microsoft as a leader in the Cloud business.
• Drive the development of the local subsidiary practices by helping to recruit, hire, select, on-board, and participation in the skills development processes.
• Actively participate in the delivery and development of training required to ramp up Cloud Vantage field sales and delivery resources.
• Deliver deep field and customer insights back to the corporate team (e.g. What is working, what is not working, business trends, key levers to win deals, delivery best practices, etc.).
• Support the account teams in pre-sales activities, making sure that Cloud Vantage is properly positioned and understood.
• Support Cloud Services Delivery resources in client delivery (coaching/mentoring), helping to maximize the Cloud Vantage Services value.
• Co-Own with the subsidiary leadership Cloud Vantage sales and attach metric in the Time Zone. Work with Office 365 Sales leadership team to establish a clear opt out process (as Cloud Vantage needs to be proposed 100% to all EPG opportunities).
• Co-Own with the subsidiary leadership Cloud Vantage business updates into existing field business rhythms (e.g. Monthly Business Reviews, Time Zone ROBs, etc.).
• Drive cross-organizational collaboration to prioritize and resolve some of the toughest issues raised by our Field.
• Organize customer events promoting Cloud Vantage, including providing key-note materials, organizing key speakers, and speaking for the events.
• Working within the WW Cloud Vantage Services team, evangelize as appropriate to field-based sales and services leadership to land initiatives in the designated geography.
• Develop and implement a mentor program within the region and contribute toward the global development of this approach.
• As part of a worldwide team, drive cohesive and consistent practices across Canada and LATAM as the Cloud Vantage business evolves.
• Establish model and rhythm in each subsidiary around pipeline management.
• Drive Sales excellence and sales programs in each subsidiary.
Qualifications:
• 10+ years of relevant experience, ideally a combination of Business Development, Field Sales management, and Services Leadership.
• Exceptional in building relationships both internally and at the CxO levels.
• Has a background in being able to clearly understand both project delivery and support implications in a lifecycle service.
• Field sales, professional services, and services leadership experience is a must.
• Experience and in-depth knowledge of Cloud Vantage and Office 365 offers desired.
• Willing to travel up to 35% of time to conduct field, customer, and partner visits (in assigned geographies).
• Exceptional cross-group collaboration skills with proven track record of driving high-impact sales results.
• Excellent executive communicatio
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