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| Services Sales Manager Public Sector |
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The Services Sales Manager (SSM) role in Microsoft exists to lead a well-managed Services sales business resulting in long-term, predictable revenue growth. Success is measured by Services Sales quota/plan and Rhythm of the Business (ROB) Scorecard metrics that are met or exceeded (as defined by Financial Year commitments) by meeting or exceeding sales team targets; by the effective use of empowerment; by demonstration of sound business judgement; and by positive feedback or scores/ratings on Manager Feedback and WHI (Workgroup Health Index). The SSM role adds value to customers by providing an executive presence and continuity to customers at the subsidiary or district level. Success in this regard is measured by customer satisfaction scores and anecdotal feedback and increased Services penetration into other areas of the customer’s business.
Team/Department Mission
Microsoft Services help customers realize their full potential through accelerated adoption and productive use of Microsoft technologies. We are a global team of exceptional people who deliver world class services with partners, earning customer confidence, trust, and loyalty by Improving the overall Customer and Partner Experience, Serving as the customer advocates within Microsoft and Driving customer-centric product improvement.
Key Accountabilities
Leading a consistent and predictable Services sales business where team members are enabled to perform at their best.
Developing high-performing team members who are considered to be the best sales assets in the market.
Support Sales team individuals by developing and growing strong customer executive relationships between Microsoft and customers.
Driving integration and orchestration within Leadership teams across Services and Public Sector (e.g. Account Team Units).
Ensuring execution of vertical and local/area/corporate strategies
Alignment of these strategies in the account/growth planning efforts of every Services sales team member and execution against these plans in conjunction with their respective Account Team Units (ATUs).
Sales Excellence:
Relationship Management - Manage the account assignments in the area of responsibility and ensure that Services Growth Plans (SGP’s) for all targeted accounts are developed, submitted and maintained. Drive regular account plan reviews with sales team in alignment with quota tracking and ROB reporting. Ensure the use of SGPs by team when developing combined Sales account plans with PS/ATU. Drive for increased customer satisfaction.
Opportunity Management - Ensure pipeline management and health through regular reviews and prioritization of opportunities. Drive for pipeline velocity and accuracy in support of realizing/exceeding full revenue quota. Maintain focus on both renewal and net new business. Drive for optimal opportunity closure and movement to backlog to realize externally billed services revenue target.
Business Management - Ensure business health and predictability through accurate business planning and forecasting, quota and commitment assignment and tracking, regular reviews and reinforcement with team, leadership interaction and reporting, business metrics and operational compliance.
Sales and Delivery alignment:
In Services closely partner with local Resource Practice Mangers and Area Service Line leads to ensure alignment with Service Delivery Management and solution/offering deployment, and as required engage Enterprise and HQ Sales teams, Operations and Services Business Practice Group.
In Public Sector engage with and advocate the Services value proposition to Public Sector Sales Managers, Account Team Units, Specialist Team Units & Partner Team Units Managers. Infuse the “One Microsoft” model by ensuring optimal and appropriate alignment of Services sales in ATUs. Communicate agreement on common goals and joint EPG and Services priorities with your team.
People Management and Administration:
Manage a team of Services Sales individuals in terms of Quota and Account assignments, Commitments, Readiness, Career Development and Drive for results through coaching and reinforcement at the individual level. Daily administration activities emanating from managing people and the sales business such as e-mail, training, reporting etc. |
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Bachelors
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15 years + |
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English : Speak / Write Fluently
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open-ended |
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80`000 - 100`000 (Annual salary) GBP |
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EU National |
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Home Counties Reading |
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Services sales experience
Public Sector industry experience
Large Account and/or Management experience
Sales Management - Previous experience leading dedicated or virtual teams with sales quotas/targets, using a sales methodology with Customer Relationship Management technologies that support the methodology.
Sales Acumen - Experience in Sales, Professional Services Sales, Sales methodologies and techniques (i.e. Consultative Selling, Question-based Selling, Solution Selling, Value Selling etc.). Also Sales strategy and planning, Account/Territory strategy and planning, Opportunity and Pipeline Management, Customer Relationship management.
People Management - previous experience managing teams and the outputs and outcomes required from the team including personal, financial and professional.
Organizational Change Management - experience in successfully implementing new organization models and roles, including the change management aspects.
Customer Environments - knowledge of the tools and resources used by customers and their Lines of Business (e.g., financial metrics and statements, industry and analyst reports, executive dashboards, etc.).
Business Management - experienced in Business Planning and running a P&L, in a Cost of Sale model.
Industry related topics (e.g., Regulatory or Compliance challenges, Contracting and Negotiation), especially in highly competitive situations. |
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At Microsoft, we're motivated and inspired every day by how our customers use our software to find creative solutions to business problems, develop breakthrough ideas, and stay connected to what's most important to them. We run our business in much the same way, and believe our three core business divisions offer the greatest potential to serve our customers. They are: Platform Products and Services Division: Includes the Client Group, the Server & Tools Group, and the Online Services Group. Business Division: Includes the Information Worker Group, the Microsoft Business Solutions Group, and the Unified Communications Group. Entertainment and Devices Division: Includes the Home & Entertainment Group and the Mobile & Embedded Devices Group
We are committed long term to the mission of helping our customers realize their full potential. Just as we constantly update and improve our products, we want to continually evolve our company to be in the best position to accelerate new technologies as they emerge and to better serve our customers. |
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Microsoft
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