Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

As the Manufacturing Industry Sales Head, you’ll lead The Manufacturing Account Team Unit (ATU). ATU is the organization that owns the customer relationship overall and orchestrates all internal and partner resources to drive customer business outcomes. The core account team consists of Sales Manager, Client Executive, the Client Technology Lead and the Customer Success Account Manager (CSAM).

Responsibilities

People Management

Managers deliver success through empowerment and accountability by modeling, coaching, and caring.

Model - Live our culture; Embody our values; Practice our leadership principles.

Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.

Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

Driving Business Growth by Customer and Partner Obsession

Actively maintains and leverages a comprehensive understanding of customers' business needs, strategies, and priorities across Manufacturing Industry. Draws insights across books of business and influences/leads cross-functional leadership to affect decisions and strategies in alignment with customers’ current and anticipated needs across teams to influence customer needs.

Leads the development of high-impact innovative solutions that enable digital transformation across the customer set and drive outcomes that create business value for customers.

Empowers virtual teams to define strategies, objectives, and a rhythm of business (ROB) for account planning across the customer set, clearly articulating standards and priorities. Directs and coaches team(s) or manager(s) where and how to invest account management resources and other stakeholders.

Defines and drives long-term strategies aimed at maintaining levels of customer satisfaction, and manages and leverages key executive relationships across books of business to understand systematic drivers of satisfaction and/or dissatisfaction.

Drives the development and implementation of scalable strategies for maximizing selling and customer add opportunities across teams in their organization.

Facilitates the development and application of mature and dynamic business planning to manage business portfolios across books of business.

Business Excellence

Evaluates revenue and consumption/usage across segments and markets, works with partners in Finance and business group cost-volume profits (CVPs) to drive further action (e.g., improving accuracy, ensuring realism), track forecasting trends across fiscal years, and drive reforecasting where appropriate.

Oversees and directs actions across complex business areas, and manages planning and prioritization efforts across accounts to ensure that individuals and teams within and across organizations follow-through with appropriate responses to account needs.

Acts as an advisor when directing and holding virtual teams accountable for addressing execution and customer escalations, defines strategies and best practices for consistently executing prompt and swift corrective actions across industry verticals.

Proactively expands network of key internal and external partners and other business decision makers across their business areas to ensure execution of core tasks and transactions, grow partner impact, and to provide seamless and scalable account management experiences.

People and Cultural Transformational Leader

Positions oneself as a thought leader and trusted advisor to executive-level business decision makers across their business areas.

Proactively develops and socializes strong customer engagement strategies among internal stakeholders and partners' leadership teams to build trusting and influential relationships that drive brand growth, loyalty, and ongoing business value through multiple levels of the customers' organizations.

Defines expectations and strategies for the teams to adhere to throughout the development and the delivery of compelling, value-proposition presentations (e.g., with the use of business cases) and specialized business plans for clients that drive business outcomes across books of business.

Defines strategies and expectations for team(s) to leverage a deep understanding of clients' and/or customers' business models, and priorities to facilitate the development of marketing and business strategies aimed at growing opportunities among current and new clients and/or customers.

Drives workforce planning, talent acquisition, recruiting, succession planning, and change management processes.

Leverages a strong knowledge of and experience with Microsoft's product landscape, solutions, and strategy to address customer's needs.

Qualifications

SALES LEADERSHIP

15+ years of related experience: Sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, leadership roles in multi-tiered global organizations, proven track record of selling complex solutions to enterprise customers and delivering customer business outcomes.

Experienced in complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Holden, Krauthammer, etc.), sales methodologies.

BUSINESS ACUMEN

Meaningful non-Microsoft prior work experience at one of the following:

Driving digital transformation within one or more large Enterprise organization(s) as Line of Business Lead, Consulting or Services company such as McKinsey, Accenture, SAP, or the equivalent; competing cloud service providers and software companies, particularly Oracle, IBM, SalesForce.com, AWS, Google Cloud.

Proven track record and experience leading organizational transformations while delivering on results on short-term, mid-term, long-term. Background in large-scale, multi-year enterprise change management.

Strategic leadership with track record driving results faster than competition in new markets/solution areas (preferred: cloud services growth, consumption, usage). Strategy development with multi-phase execution and delivery.

Demonstrated ability to understand how to run business and commercial models (including, but not limited to, account territory management, P&L ownership, business planning).

Broad evangelism through events (presentation skills), and effective marketing tactics.

Executive communications, engagement, and influence.

Strong negotiation and financial analysis skills.

Knowledgeable of the Microsoft partner ecosystem and programs, understanding of competitive landscape of cloud solutions within the industry.

PEOPLE LEADER

Talent attractor and developer: Proven history attracting, retaining and developing new leaders and talent overall.

Strong leadership & interpersonal skills, coaching skills, cross-group collaboration and proven ability to influence across organizational boundaries.

Experience in building and developing diverse and inclusive teams.

EDUCATION

Bachelor’s degree required, MBA preferred (or equivalent experience).

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances