Microsoft Corporation US Surface Industry Solutions Lead in Cambridge, Massachusetts
Microsoft’s US National Specialist Sales Organization is seeking an experienced Industry Sales & Marketing Leader to drive acceleration the development of new industry and business outcome driven solutions, built on the Surface platform. This role is responsible for driving day-to-day execution of our solution development, industry sales model, in partnership with our Surface GTM (go-to-market strategy) team. This includes prioritization of our industry offerings, leading the development process, and orchestrating field and partner sales motions.
This is a highly strategic and analytical position that is responsible for identifying new industry solution opportunities, aligning our Surface value proposition, quantifying the market opportunity, engaging key solution partners (ISV (Independent Software Vendors)), and leading the design/development/landing of new industry solutions. This includes connecting Field Sales, Channel Partner, and M&O (Marketing and Operations) Device teams to learn, share and leverage best practices for landing our industry solutions at scale.
Develop short- and long-term vision, strategy and planning for the growth for new Surface Industry offerings.
Support end-customer engagement, as a Senior Surface Sales Leader with field sales teams. Assist in closing key/strategic deals or resolving customer/field escalations impacting deal.
Proven record of accomplishment of strong Project Management, ability to lead projects and execute deliverables on time and on budget.
Pipeline/forecast management: Work with the sales managers and sellers on pipeline/forecast hygiene, coverage, and accuracy for newly created industry solutions.
Scorecard and KPIs (Key Performance Indicators) management: Drive metrics, identify gaps (revenue, pipeline, and forecast) and drive an action plan to resolve
Identify and develop opportunities to unlock new industry solution revenue streams and drive customer satisfaction
Facilitate creation, communication, and training of sales assets and sales plays across all segments, in partnership with the M&O Device organization.
Identify root causes of problems with incubation product revenue/processes/tools and lead Correction of Errors process, where appropriate.
Track, analyze and report on status of programs, pilots, business model changes that may require modification of our strategic plan for Surface Industry Solutions.
Develop and use key cross-functional business outcome measures, tools, and processes in partnership with other teams to understand results and drive customer and mutual business success (ex: 3 Clouds + Surface)
Contribute to and foster an inclusive, diverse, and supportive work environment
Strategic Insights: Leads efforts to retrieve, analyze, and model data to obtain strategic insights. Create and lead successful evaluation programs with SMEs (Subject Matter Expert) to guide customers through the evaluation process. Effectively communicates findings that lead to informed business decisions.
Change leadership: Adds value to by designing, driving, and measuring the success of Surface Industry Solutions of significant strategy and operational impact, designed to change sales and operational behavior. Is an effective advocate for change. Clearly communicates the business rationale for change and gain the support of employees and key stakeholders
Community Building: Is the trusted advisor for the US Surface field sellers, helping solve complex sales problems and connecting sellers to the right engines for support. Ensure efficient and productive working relationships are established across field, corporate and product organizations.
Partner Engagement: In partnership with the Global Partner Solutions (GPS) organization, ensure solutions demonstrate value to the partner’s business vs. competition. Ensure active, healthy, profitable, and optimized channel to drive incubation sales.
Prioritization & Simplification: Driving continued improvements in sales capabilities; including individual capabilities, effective opportunity prioritization, efficient teaming, and strategic selling, all resulting in improved resource optimization. Help the teams simplify and bring structure to our business.
10+ years’ experience in developing Solutions for commercial organizations. Prior experience and success in the creation, architecture, and deployment of Commercial solutions.
Proven experience in effecting change, driving business strategy and process optimization, and organization design through effective cross group collaboration and group evangelization in a matrix organization at an eco-system level
Knowledge of business processes, sales cycles, & pipeline/forecasting management
Proven record of accomplishment including business development and demand generation
Manages confidentiality without exception
Experience managing a large group of stakeholders and executives
Successful & consistent project and time management
Demonstrated record of accomplishment of exceeding established goals on a consistent basis
Professional Services industry experience, executing recognized marketing and/or sales methods and processes
Demonstrates customer focus, strategic thinking, and analytical skills
Competencies & Education:
Intensely customer focused
Adaptability, flexibility, and the ability to deal with ambiguity associated with working in a fast paced and changing environment
An inspirational leader who can build a strong network across an organization that is experiencing rapid growth
Confident in interacting with and influencing senior leaders; ability to analyze data, synthesize and present results to senior executives
Strong executive maturity, verbal, and written communication skills, including ability to prepare and deliver effective presentations leadership
Ability to manage multiple projects and priorities demanding both rigorous attention to detail and high-level comprehensive solutions
Strong decision-making skills, utilizing data to inform decisions and identify financial impact
Bachelor’s degree or similar information technology related discipline or equivalent
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, political affiliation, or any other characteristics protected by local laws, regulations, or ordinances.
The expected base salary range for this role is from $136,600 - $198,000 USD
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.
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