Managing Director SPT, ANZ

Overview

The ANZ SPT Managing Director at Microsoft serves as a critical interface to our most valued customers into the digital age. This role will sit on the ANZ senior leadership team and help drive the largest and most complex engagements in the Area.

As a company, Microsoft’s mission is to empower every person and every organization on the planet to achieve more. We empower our own people to achieve more and make a difference in the world. Join us and lead transformational impact with our top customers. This role is vital to Microsoft’s competitive ambitions. Traditional sales engagement methods have evolved, and customers are seeking consultative partnerships. Armed with world class cloud solutions, your role is to unlock the potential of customers by demonstrating clear business value accelerating their Digital Transformation and success.

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 aligned to ANZ and sit on the senior leadership team. it offers incredible opportunity to accelerate your career by driving business impact that can change the future. 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!

Qualifications

• 10+ years of experience in sales, marketing, business development and/or enterprise level information technology consulting 
• Strong growth mindset. Seeks to solve for difficult customer challenges.
• Proven ability to lead, build trust and be highly credible across levels of organizations.
• Knowledge within Industry and ability to make confident recommendations at C-level, business decision makers.
• A Bachelor’s degree with exposure to Information Technology (or equivalent) is strongly preferred

Profile Capabilities & Behaviors Required:

• Sales Achiever - Achieve results by understanding digital transformation drivers and customer priorities. Identify new opportunities and help customers accelerate their move to the digital age for their own benefit as well as their customers.
• Digital Transformation Driver - Anticipate market changes to drive industry-relevant solutions to customers, influencing BDMs and ITDMs, building trust with stakeholders and translating Microsoft solutions into business impact and outcomes that accelerate the customer’s digital transformation
• Sales Challenger - Continuously build industry and technical knowledge. Bring innovative industry solutions, benchmarks and references to C-level executives that drive greater efficiencies, optimization and increase customer satisfaction
• Deal Orchestrator - Orchestrate virtual selling team and all Microsoft resources maximizing revenue opportunity. Lead and drive entire sales cycle and leveraging repeatable offerings to accelerate and win deals.
• Executive presence – Capable of developing and maintaining relationships at C-Level and above through relevance, industry knowledge and exceptional communication skills.

Responsibilities

• Driving net new strategic partnerships, with core focus on deals in the greater than $100M.
• Plan and present clear vision of customer success
• Collaborate closely with the field ATU/STU and management teams to drive new business opportunities.
• Critical that plan is made to evolve and continually vetted ensuring stated objectives.
• Strive for bold ambition and challenge convention.
• Build coalition and support of senior leadership teams throughout all organizations within MSFT.
• Support the field through Digital Win Room submissions and successful navigation of the process.
• Increase technical and industry acumen delivering innovative ideas to accelerate customer success in the cloud.
• Laser focus on business outcomes and driving aggressive revenue growth that propel customer satisfaction built around Digital Transformation.
• Consistent, repeatable achievement of revenue and consumption targets through disciplined pipeline, forecast management.
• Leverage and usage of key business insights to elevate customer conversation and action.
• World class customer service through alignment of customer objectives and plan to achieve.
• Deliver tangible solutions to customers solving for greater efficiencies, cost savings, and deep regard for Microsoft partnership.
• Manage opportunities in Asia 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
• Empower our SPL’s to be the executive leader both internally and externally with our clients and MSFT stakeholders
• Manage Executive Leadership team at Microsoft, be able to take the lead at EVP Level at MSFT and be seen as the expert in the room for SPT deals
• Trusted relationship with the EOU 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
• Form and maintain strong partnerships with all the different organizations at Microsoft, Deals Desk, CELA, Industry, CT, Biz App, ISD, HR, Comms etc.
• Manage a high degree of accountability and discipline for all aspects of forecast and operational management
• Constantly manage our talent base, by recruiting, leading and developing the best people at Microsoft – and manage talent that is not a fit at SPT to the right place where the individuals can thrive
• 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