Microsoft Corporation Business Application Global Leader- FSI in Boston, Massachusetts
Financial institutions have embraced digital innovation at a record pace to adopt new ways of working, serve the financial needs of customers, and keep the markets performing. Digital has become the number one differentiator to serve growing customer’s needs, while making sure this is done so while still operating within their control frameworks and regulatory requirements needed to serve in all parts of the world. At Microsoft, everything we do is centered around our mission of empowering every individual and organization on the planet to achieve more. We are dedicated to listening to customers, understanding their needs, and working side-by-side to co-innovate and co-develop next generation solutions, helping differentiate them in the marketplace, deepen customer relationships and grow responsibly.
At Microsoft we are investing deep in the Financial Services Industry with our Microsoft Cloud and related solutions. We are building for banking, capital markets, and insurance, end-to-end, industry-specific cloud solutions bringing together capabilities with multi-layered security and comprehensive compliance coverage to reinvent and modernize business processes, deliver differentiated experiences to customers, empower employees, and manage risk. These capabilities enable collaboration and automation to streamline processes with AI and analytics tools, turning insights into action to accelerate transformation.
The Global Business Applications Sales Leader for FSI has the following responsibilities:
Drive the hyper growth and market share gain of Microsoft Business Applications in the Financial Services Market.
Providing the highest standard of execution of the in Industry creating lighthouses and transformational wins, being responsible of bringing the One Microsoft highest standard of expertise around the following 5 components of Business Applications expertise:
Business Applications Industry Thought Leadership with BA Sales Specialist by industry to complement our global sales plays with impactful, locally relevant industry points-of-view and value propositions (incl., industry trends, challenges, solutions and customer references.
Business Applications Business Value Management/Catalyst Specialist to build Microsoft credibility and demonstrate value as a strategic partner for digital transformation to customers and prospects with clear articulation of business outcomes and customer KPIs, and from the learning on top accounts request for the enablement of our field on these assets.
Guide the aligned Business Applications deep Technology Sales Specialization on key core D365 modules and PowerPlatform to articulate the value of ‘off-the -shelf’ Microsoft D365 core, ‘up the stack’, built with a data-first model vs custom solution or competitive products, and to guide the customer on how to tailor, extend and integrate those applications with Power Platform
Leverage the Business Application Strategic Deal Making bringing the end-to-end best in class expertise to tackle the most innovative new business models, combined with technology stretch, and new commercial structures
Complete integration in the sales execution with the Solution and Architecture Team to ensure the feedback loop of industry business applications sales execution learnings with the Engineering and Product Marketing Group.
Supported by the GTM Enablement Team to operationalize the impact on the field, and bring learnings and best practices to scale
Fostering value creation by guiding GBB resources on lighthouse initiatives, market making deals within each industry, in tight cooperation with the One Microsoft team of Industry Teams, Account Teams, Partners, and other functions bringing in the deepest technology and business expertise within that industry.
Ensuring a continuous learning from the market by being at the forefront of innovation, and by bringing to the market the latest in technology development from Engineering and in industry by his broad knowledge and experiences across the globe. Providing the highest standard of value creation with Microsoft Business Applications portfolio, and with that achieve increased market share, and growth within an Industry Business Applications addressable market.
Acting as an extension of the Microsoft Industry team to provide the specific product knowledge of the vast Business Application portfolio in what is major for each industry. In that representing the Business Application Solution corporate LT to align and evolve global strategies within specific industry markets to ensure we have the right long-term growth plans in each industry market around the globe.
Accountable for subsidiary business performance within an industry, and responsible for assessing Area and Country growth opportunities, identifying root causes to performance gaps or business opportunities, building deep engagement with the partner ecosystem and assessing talent and capacity plans to ensure Microsoft realizes its full growth potential a particular industry.
Being the face of Microsoft Business Applications with all appropriate external stakeholders such as analysts, press, trade conferences and partners tailored by industry – establishing him/her-self as a strong industry thought leader.
People and Cultural Transformational Leader
Managers deliver success through empowerment and accountability by modeling, coaching, and caring
Positions oneself as a thought leader and trusted advisor to executive-level business decision makers. Sets expectations and strategies for sales team to build stronger relationships with both internal and/or external decision makers across business areas.
Proactively develops internal stakeholders and partners' leadership teams to building influential relationships driving ongoing business value through multiple levels of the customers' organizations. Cultivates a climate across teams where customer needs are articulated and championed internally to influence decisions and strategies in alignment with customer needs across the organization and into the industry.
Defines strategies and delivery of compelling, value-proposition presentations (e.g., with the use of business cases) and specialized business plans for clients that drive business outcomes. Coaches' others and socializes best practices the organization on how to tailor industry-specific presentations. Represents Microsoft as a thought leader by speaking at industry panels.
Defines strategies and expectations to facilitate the development of marketing and business strategies aimed at growing opportunities among current and new clients and/or customers. Draws insights from aggregate feedback validating to enhance capabilities broadly across their organization while continuously adapting Microsoft's messaging to ever-changing business needs and landscapes.
Key Characteristics of the role
The Global Sales Leader provides leadership, business insights and strong team contribution to opportunities in the global market.
Given the span of influence, experience, seniority and capabilities of the team the leader will utilize coaching methods to empower and influence performances and results.
The role is expected to get into the details and be hands-on in the business to support the local sales teams and ensure the TZ/Area/Country is achieving its overall business performance metrics by industry.
He will report directly to the Global Vice President Business Application Sales
The role will be supported in the execution by the Business Applications GTM Enablement Team and in tight integration with the Solution and Architecture Team, and will be capable of strong individual contribution and influence across non-direct reporting teams along with the large team of experienced senior sales professionals
The successful candidate will be an experienced professional with strong industry & customer experience. The business sales leader has demonstrated the ability to do strategic sales planning, exceptional customer/partner relationship management, sales talent assessment/development and sales execution.
The ability to hold others accountable and demonstrate impact and influence without direct control while maintaining excellent cross-boundary collaboration are critical success factors for the role.
9+ years of technology-related sales or account management experience
OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 8+ years of technology-related sales or account management experience.
Additional or Preferred Qualifications
12+ years of technology-related sales or account management experience
OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience
OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience.
10+ years of services sales or account management experience.
5+ years of people management experience.
2+ years of manager of managers experience.
Should have demonstrated excellent business judgment and results. A proven track record of sales excellence and performance across all distribution channels
Experience managing an organization of 20+ people comprised of both individual contributors and managers
Strong analytical background, ideally at a Tier 1 strategy consulting firm to an Engagement Manager /Project Leader level, or significant investment banking/PE/VC experience
Entrepreneurial spirit and confidence to pick up and lead new projects. Ability to take a practical approach to business development. Creative thinker who can see “the big picture” and unite new and disparate ideas with practical plans, working comfortably in the face of ambiguity and in a matrixed enterprise organization. Think strategically about business issues and organizational strategy
Have a passion and skill for getting into the details to understand root cause behind issues and opportunities and possess the ability to turn deep business insight into actionable plans. Have the ability to clearly prioritize and effectively manage multiple tasks and projects in parallel and effectively achieve results through a largely indirect group of internal Microsoft stakeholders
Experience in dealing with senior stakeholders; strong networking and influencing skills. Ability to lead and influence extended teams without formal reporting-line authority. Possess the ability to build positive working relationships across Microsoft Customer and Partner Solutions (MCAP) senior leadership team. Have a proven ability to work effectively in a loosely structured team environment that demands a high degree of cooperation, flexibility, teaming, cross group and real-time responsiveness
Good communication, and ability to present complex industry concepts internally (e.g., to Sales teams) and externally (in front of senior client or at events). Possess excellent listening skills and proficient oral and written communications
Have a passion and interest in multi-cultural issues, and the growing impact of developing economies on global business trends.
Fluent English language abilities and excellent presentation skills required with some regional language speaking skills preferred
The role will require extensive travel post covid.
The salary for this role in the state of Colorado is between $162600 and $243000.
At Microsoft, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.
Benefits/perks listed here may vary depending on the nature of your employment with Microsoft and the country where you work.US-based employees gain access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and fitness benefits, among others.
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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .
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