Job Category: Sales
Location: United States, WA, Redmond
Job ID: 776209
Division: Sales
Are you excited about an opportunity to drive WW Sales? Are you experienced and interested in the Digital Marketing space and the opportunity to be part of Microsoft’s growth engine? Are you a strong sales leader, interested in driving a global business and working with the WW field and business groups every day? If so, then the WW Solutions Sales Team is the right place for you!
Microsoft Enterprise Search solutions for Internet Sites provide a strong platform for creating compelling Internet-facing solutions in the growing Digital Marketing space. Microsoft SharePoint Server 2010 for Internet Sites, Enterprise (FIS-E) and Standard (FIS-S) are our Internet Sites platform products for the quickly growing SharePoint product. The Digital Marketing software space represents a $4B market opportunity and is growing to $7.5B in the next few years. Building a software platform for the market is a strategic priority for Microsoft. FY12 marks the launch of DMP and represents significant opportunity to demonstrate leadership, with successful execution creating a net-new selling motion and partner-ecosystem for Microsoft. The DPM sales team is a broad sales organization, with SSP, TSP, PAM, and sales-leader resources. With these characteristics, the DPM Sales Lead role represents an attractive mix of operational complexity and strategic opportunity. It requires an exceptional candidate.
As the WW Sales Lead for the Digital Marketing Platform team, you will be responsible for driving the DMP Incubation business thru shaping the field sales strategy, managing sales execution and pipeline in the incubation field to a monthly scorecard and ROB rhythm, helping with complex deals and ensuring sellers are skilled and ready. This role will also be responsible for ensuring alignment and proper visibility with field sales leadership and being the key bridge between our field and the product/business group.
When successful in this role, you will be able to state on your resume that you led the growth of a new selling capability and partner ecosystem for Microsoft, defined the global sales strategy and GTM approach, and built a several hundred million dollar business!
Key responsibilities and activities in this role include: • Drive WW DMP Incubation targets (revenue and project wins) through strong leadership and by supporting key opportunities
• Own the Sales GTM plan for DPM SSP, TSP, PAM, and sales leaders – including being the role owner for each of these roles
• Drive the Business Group for fiscal year planning on investments; define sales strategy and model, sales targets & quotas, compensation, headcount, coverage, seller commitments.
• Provide input on sales model, resourcing and geo-distribution of resources. Dotted-line reporting of sales and technical resources.
• Define and manage dependencies from other MS organizations including the BG.
• Contribute to and roll out comprehensive sales playbook and execution model connecting sales, marketing, partners and services. Work with Area leadership to ensure DMP sales plans are in place
• Be the Voice of the Field in Redmond to advocate for field and customer issues
• Build and co-manage field sales communities with BGs
• Drive strong alignment where appropriate with the core EPG field, C&O, Comms Sector, and Global Accounts.
• Establish effective compete tactics by leveraging CATM resources and ensuring field adoption and use of the tools.
• Lead the incubation field by ensuring each team is set-up for success, is implementing against best practices and guidance and is trained and skilled in the solutions
We are looking for a 10+ year experienced sales leader with significant software and solutions sales experience, with strong understanding of Digital Marketing technologies/market and competitors, business drivers and emerging trends as well as the impact of these on partners and customers. Candidate must possess exceptional demonstrated decision-making, conflict resolution, problem-solving and negotiation skills. The leader will be great in developing, presenting and communicating strategy to executive leadership and the capability of translating this into field execution plans which are supported from the field leaders. The candidate has managed sales teams around opportunity management and pipeline management and is an expert in competition within the business. The candidate should have conviction, passion for the field, strength in developing and executing strategy. The candidate should have had both field and HQ experiences and is willing to travel up to 50% of his/her time to conduct customer and partner visits.
Comparable jobs @ Microsoft:
Area STU Lead, Incubation Sales Director/GM, EPG Lead, Comms Sector Lead, Public Sector Lead
Microsoft Enterprise Search solutions for Internet Sites provide a strong platform for creating compelling Internet-facing solutions in the growing Digital Marketing space. Microsoft SharePoint Server 2010 for Internet Sites, Enterprise (FIS-E) and Standard (FIS-S) are our Internet Sites platform products for the quickly growing SharePoint product. The Digital Marketing software space represents a $4B market opportunity and is growing to $7.5B in the next few years. Building a software platform for the market is a strategic priority for Microsoft. FY12 marks the launch of DMP and represents significant opportunity to demonstrate leadership, with successful execution creating a net-new selling motion and partner-ecosystem for Microsoft. The DPM sales team is a broad sales organization, with SSP, TSP, PAM, and sales-leader resources. With these characteristics, the DPM Sales Lead role represents an attractive mix of operational complexity and strategic opportunity. It requires an exceptional candidate.
As the WW Sales Lead for the Digital Marketing Platform team, you will be responsible for driving the DMP Incubation business thru shaping the field sales strategy, managing sales execution and pipeline in the incubation field to a monthly scorecard and ROB rhythm, helping with complex deals and ensuring sellers are skilled and ready. This role will also be responsible for ensuring alignment and proper visibility with field sales leadership and being the key bridge between our field and the product/business group.
When successful in this role, you will be able to state on your resume that you led the growth of a new selling capability and partner ecosystem for Microsoft, defined the global sales strategy and GTM approach, and built a several hundred million dollar business!
Key responsibilities and activities in this role include: • Drive WW DMP Incubation targets (revenue and project wins) through strong leadership and by supporting key opportunities
• Own the Sales GTM plan for DPM SSP, TSP, PAM, and sales leaders – including being the role owner for each of these roles
• Drive the Business Group for fiscal year planning on investments; define sales strategy and model, sales targets & quotas, compensation, headcount, coverage, seller commitments.
• Provide input on sales model, resourcing and geo-distribution of resources. Dotted-line reporting of sales and technical resources.
• Define and manage dependencies from other MS organizations including the BG.
• Contribute to and roll out comprehensive sales playbook and execution model connecting sales, marketing, partners and services. Work with Area leadership to ensure DMP sales plans are in place
• Be the Voice of the Field in Redmond to advocate for field and customer issues
• Build and co-manage field sales communities with BGs
• Drive strong alignment where appropriate with the core EPG field, C&O, Comms Sector, and Global Accounts.
• Establish effective compete tactics by leveraging CATM resources and ensuring field adoption and use of the tools.
• Lead the incubation field by ensuring each team is set-up for success, is implementing against best practices and guidance and is trained and skilled in the solutions
We are looking for a 10+ year experienced sales leader with significant software and solutions sales experience, with strong understanding of Digital Marketing technologies/market and competitors, business drivers and emerging trends as well as the impact of these on partners and customers. Candidate must possess exceptional demonstrated decision-making, conflict resolution, problem-solving and negotiation skills. The leader will be great in developing, presenting and communicating strategy to executive leadership and the capability of translating this into field execution plans which are supported from the field leaders. The candidate has managed sales teams around opportunity management and pipeline management and is an expert in competition within the business. The candidate should have conviction, passion for the field, strength in developing and executing strategy. The candidate should have had both field and HQ experiences and is willing to travel up to 50% of his/her time to conduct customer and partner visits.
Comparable jobs @ Microsoft:
Area STU Lead, Incubation Sales Director/GM, EPG Lead, Comms Sector Lead, Public Sector Lead
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