The
District Sales Director is the direct line manager of the Houston and
Austin Account Team Units in the district, and responsible for
translating Microsoft’s enterprise business strategy into a consistently
executed set of world class sales processes, and execution strategies,
enabling the sales organization to achieve its business growth
objectives in the most predictable and effective way possible.
The Houston District Sales Director will accomplish this by: Inspiring a World Class Sales Culture through highly effective sales leadership and change management practices including but not exclusive to sales growth planning with the district leadership team, the appropriate use of sales rewards and recognition programs, and the effective use of sales readiness to enable solutions selling and sales management excellence. Driving growth through world-class role model skills and personal coaching on the execution and orchestration of all Sales Excellence Standards including: Consistent application of account planning and opportunity management activities to optimize the alignment of sales and marketing resources. Sales Readiness: Accountable for developing a District Sales Readiness Plan and ensuring that it is completed. MSSP Execution Excellence - Field Leader of Microsoft solution selling fluency through coaching on all the specific MSSP deliverables, and the use of cost justified business proposals Ensuring creation/maintenance of account specific Conditions of Satisfaction agreements for all district enterprise customers. Fostering One Microsoft approach and culture that leverages and optimizes ATU resources, STU resources, Services, Partner and other for all Houston EPG accounts. Customer Satisfaction Management: Role model delivery of customer satisfaction management plans with our clients, featuring world class execution of standards for the following business practices: Modeling the way with delivery of the Crucial Conversations with our customers. Annuity Penetration: Responsible for improving our annuity penetration by enabling increased adoption of Core CAL, Enterprise CAL, enterprise products, and servers. ITAP & Premier Penetration: Identifying and implementing best practices in the area of selling relationship services through the integration of product sales and relationship services sales (Premier, ITAP) in the district. Driving business discipline through consistent sales pipeline hygiene management in conjunction with Marketing and STU leadership team members. Consistent execution of account, territory, and district business planning practices Annual sales optimization efforts and completion of the annual “Q1 Fast Start” requirements around customer segmentation, role taxonomy, commitments, BIF allocations, budgeting, etc Leading organizational change within the EPG District Talent Management: Driving our people leadership agenda to build/foster a diverse, respectful, collaborative, results driven and top performing organization. Through this strategy and the execution of the vital core EPG Business management processes, the Sales Director becomes the GM’s trusted business partner for the execution of disciplined growth strategies. Much like the Sales Excellence Lead, the SD is a core business partner of the GM. Summary of Required Knowledge, Skills & Abilities Proven success in selling Microsoft products and services to Enterprise customers and/or successful management of Microsoft sales resources. Deep understanding of all Sales Excellence standard processes including: relationship management, opportunity management (MSSP), and business management (including pipeline management) and associated standard tools and resources (e.g., GSX, MS Sales, account planning, SEF dashboard, Forecast Workbook) Current understanding of the technology industry and industry trends, unique local market dynamics and competitive environment Proven understanding of Microsoft global annuity strategy and enterprise licensing optimization programs Basic understanding of Microsoft platform technologies and enterprise products Summary of Qualifications 10 or more years of enterprise business experience (minimum two years of Microsoft sales management experience required) Bachelor’s degree in business or related field, MBA or related master’s degree preferred Career Model competencies: Cross-Boundary Collaboration, Holding Others Accountable, Confidence, Setting Goals and Expectations Enabling Change, Customer Insight and Commitment, Interpersonal Awareness, Developing People, Impact and Influence MSUSJOBS SMSG SALES:EPG |
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