Role Purpose
Microsoft’s UK Communications Sector (CS UK) is looking for an experienced sales leader to manage the CS UK Account Team Unit (ATU) dedicated to the revenue growth, share gain and customer satisfaction through delivering shareholder value to a defined list of key customers covering the UK’s major Telcos and Media companies.
The UK’s Communications Sector generates over $200m annual revenue, of which the ATU drives around $110m from a territory of 32 named enterprise accounts in Telecommunications and Media. Due to the broad nature of the CS UK business, the ATU manager will be largely EPG focused, but will need to drive full and vibrant relationships within the SMSP, C&O, STU and PTU businesses too.
The ATU Sales Manager role is to lead a motivated sales team to deliver long-term sustainable and predictable results whilst delighting our customers.
Success is measured by a number of measures, including:
Revenue (Sales & Services) versus plan
Market Share Growth
Customer Experience
Workgroup Health Index (WHI) [an internal Microsoft measure that judges the general motivation of the team.
Windows 7 and Office 2010 deployment
Team/Department Mission
The mission of the CS UK team has recently been changed to reflect the excitement and velocity of change within the Communications Sector vertical - “Inspiring and innovating communication, entertainment and information across connected lifestyles for you and your customer”.
Key Accountabilities
Leading a consistent and predictable Account Team Unit (ATU) business where team members are enabled to perform at their best
Developing high-performing ATU teams and team members who are considered to be the best sales assets in the market.
Developing and growing strong customer executive relationships between Microsoft, partners and customers.
Driving integration and orchestration within the UK Leadership team.
Ensuring execution of vertical and local/regional/Corporate strategies. Drive alignment of these strategies in each account teams’ account planning efforts and execution against these plans.
Ensuring team members and opportunity resources sell broader and deeper into the customer business.
Working effectively with other team units (STU, PTU, DPE, Industry, Marketing, Services & C&O) in coordinated activities to drive customer shareholder value, revenue targets, optimized sales productivity, share gain, MS adoption and customer satisfaction.
Driving accountability and ownership of processes and clarity around opportunity engagement and management.
Advocate/drive sales excellence within ATU and share best practices with broader CS community.
Knowledge, Skills and Experience
Essential Experience
Strong business acumen
Strong coaching and mentoring skills
Confidence in navigating ambiguity as a norm
Entrepreneurial mindset
Strategic Sales planning
Strong analytical capabilities
Detail oriented work style
Experience of working at a Multinational company is preferred
Ability to travel locally and Internationally
Personal Attributes/Interpersonal Skills
Sales Management - previous experience leading teams with sales quotas/targets, using a sales methodology and sales tools that support the methodology.
People Management - previous experience managing people and their professional skills development; hiring, development, performance management and attrition.
Extensive leadership skills
Excellent communication and collaboration skills
Motivational and Inspirational
Qualifications
Bachelor’s Degree or MBA/Master’s Degree or equivalent.
Business Management - has experience running a P&L
Microsoft is an equal opportunity employer and supports workforce diversity
