[ Apply ] PS Lead(257531 -External) @ Microsoft (Beijing)

Type

Full-time

Experience

Associate

Industry

Computer Software

Posted

2009-06-05 20:16:11

Public Link

[ Copy ]

Job Description

* **Job Category: ** Sales

* **Location: ** Puerto Rico, Guaynabo

* **Job ID: ** 257531

Public Sector (PS) Lead Is responsible at the subsidiary level for driving PS
strategy execution resulting in growth among top 5 PS criteria: revenue, CPE,
competition, image, people.

><br>Drives high level engagement and sales with government, educational,
health and other publicly funded entities.

>Manages the PS sales team and builds the plans and strategies for resource
allocation (people and dollars) in accordance with the Microsoft Public Sector
Sales Model and Strategy. <br>Participates to citizenship strategy definition
and roll-out within the area, and is accountable for PS specific citizenship
topics.

>Leads and ensures orchestration across all Microsoft and partner assets in
order to create the optimal CPE. Ensures coordination and collaboration at the
regional, global and corporate levels to ensure cross group collaboration to
address PS opportunities and challenges<br>Initiates and drives specific
competition programs that are unique to the Public Sector market (Open Source,
Google, Oracle, IBM).

>For the Emerging Region the PS Lead is also accountable to define the related
operating model for the region and to partner (200% accountability) with GMs
and relevant Regional SLT members for the development of people, processes and
other business capabilities for our PS play & strategies driving the short and
long term success across the region. This includes, decision making on
regional vs. local, SLAs, Combo Roles, Vendor vs. FTEs Trade-offs, engagement
model and governance, functional expertise building and cross-pollination of
best practices across the region and from relevant markets. <br>

>Drives segment Business Results<br>§ Lead sales subsidiary/area segment to
consistently meet or exceed revenue results

>§ Accountable for the all up PS P&L and scorecard<br>§ Manage a balance
between short term results and long term growth

>§ Use competitive, customer, and industry knowledge to increase customer
segments and partner breadth and to respond to change <br>§ Drive excellence
in execution in our core PS sales priorities

>§ Maximize the impact of our industry solution execution<br>§ Manage risk
taking and change leadership which results in large-scale results for sales
subsidiary/area, segment, or industry

><br>Leverage of Stimulus Packages and other relevant government incentive
programs

>Provide People Leadership that provides the capability to continually grow
and expand the opportunity and potential of the business.<br>

> Be a talent leader who can spot, attract and grow talent in the
organization; has a track record for consistently importing and exporting
talent across Microsoft, and ensures an effective leadership pipeline and
succession capability.<br>

> Recognized market sales leader who is sought after to represent MS
publically which results in improved perception of Microsoft in market and
thereby attracting talent<br>

> Coach Subsidiary Leads (applies for multi-subsidiaries Area Leads)<br>

> Pro-actively manage good and bad attrition<br>

> Develop people to be world class sellers (and is a role model)<br>

> Drive readiness (both horizontal and vertical) of people as a key element
for future success <br>

> Produce and articulate a change agenda; hold direct reports accountable for
change management<br>

> Achieve results that reflect the diversity of management team work styles
and backgrounds <br>

> Delegate oversight of discipline tasks to direct reports (Manager of
Managers) <br>

>Achieve a reputation for encouraging excellence and creating a great place to
work which results in higher MS Poll results <br>

>Establish reputation as a Customer and Partner champion.<br>• Extend network
and influence outside of Microsoft to be considered a thought leader whose
opinions are sought across companies and industries

>• Produce output that consistently exceeds customer satisfaction standard
<br>• Build relationships with senior government officials, educational and
health leaders.

>• Develop positively MS image through citizenship management<br>• Ensure that
services/programs/products deliver simple, high-value experiences that exceed
customer/partner satisfaction year over year

>• Become recognized as an industry leader in customer and partner
satisfaction and in perceived overall value. <br>• Fully understand customers
and partner priorities and business needs, consistently influence
customer/partner decision making and thereby drive revenue growth in
subsidiary/area or market

>• Execute on a specific PS CPE plan (based on analysis of customers and
partners pain points). <br>Ensure account plans incorporate CPE specific
actions, including services dimension

>Ensure Management Results Organization Capability are achieved across
segment with a high level of effectiveness and efficiency.

> Ensure that the team structure is sound and that roles are clear <br> Ensure
that the sales plan is integrated and aligned to overall Microsoft strategy

> Develop clear goals with developed and applied regular measures ensuring
that work is not duplicated across teams and disciplines <br> Maximize
productivity and efficiency models (like Growth Productivity Framework,
Country Maturity Model)

> Influence improvements to business management systems which result in
increased productivity and reliability <br> Enable people to spend more face
to face time with customers and partners

> Ensure direct reports have clear, current, and measurable goals and
objectives that are aligned to corporate goals, that they have appropriate
authority to achieve them, and have career-development plans in place <br>
Ensured that discipline efficiency increases year after year with the same or
fewer resources required

>Integration<br>• Work effectively across industry, segment, subsidiary/area
and discipline boundaries to achieve One Microsoft.

>• Achieve results that enable other disciplines and business groups to be
successful in addition to one’s own.<br>• Take advantage of other parts of the
business to achieve new growth in a segment or industry

>Establish an environment of teamwork and cross-business group cooperation
throughout the organization<br>

>Requirements<br>Candidates must have at least 10 years of practical
experience in IT sales

>Business Leader experience<br>Industry and technical marketing knowledge of
hardware, systems software, applications and peripherals

>Preferably, but not mandatory, understanding of the Public Sector ecosystem
Public Sector environment

>Experience in managing high level relationship<br>Strong business acumen:
budgeting, revenue management, business planning, organizational development,
strategic thinking, etc.

>Ability to managed in and be part of a matrixed environment; strong cross-
group collaborator

>Very strong interpersonal and influencing skills<br>Strong written and oral
communication skills.

>Fluent in English; local language required at the discretion of the GM<font>

Note: Be sure to include job titles and information source(Qpou.com) in your application.