The Specialist Team Unit (STU) Director is a key leadership role in the North America Enterprise Field Sales Organization. This role is at the forefront of helping our customers drive their digital agenda. This leader will have an organization of over 100 Technology Solution Professionals, Architects and Solution Sales Professionals in supporting the business within the Midwest (MWD). The STU takes on increasing importance to drive deeper workload specialization within our technical and specialist sales resources, optimize how we align these resources to opportunities and build a unified and cohesive specialist community. The STU Director will be an integral part of the District Leadership team and a key member of the overall leadership organization in the US.
The primary objectives of the STU Director are to drive customer satisfaction, grow market share, expand the technical and solutions impact of Microsoft in the area, and to lead a team of high performing individuals to help customers understand and realize the full potential of the Microsoft platform.
Manage the sales pipeline for the STU and ensure the Solutions Sales Professional in the team have a pipeline that is 2x the sales quota.
Be the customer-facing Technical and Sales Director responsible for representing the technical and sales strategy across all Microsoft solutions areas to customers in an individual area.
Be personally involved within large solutions opportunities and strategic conversations with senior executives internally and externally.
Manage the implementation of the STU based on the World-Wide blueprint
Manage the allocation of Specialist resources to area opportunities focusing on optimizing for greater efficiency, revenue and strategic impact. He/she will work through the Opportunity Sourcing Tool/Process that is being put into place currently to allocate the appropriate resources at the right time, on the right activities, to deliver maximum impact to the business - also through partners.
Execute competitive and deployment initiatives/engagement through tight collaboration with Marketing/Business Group Leadership.
Coordinate and align with District/National/WW readiness programs to build deep technical expertise within the team. Eventual goal is to ensure that they are at a 300-400 level and can compete aggressively by workload (leverage TechReady, Academy and Microsoft Certification programs).
Coordinate with the regional leaders of the DPE, MTC, Security and MCS organizations to provide a “One Microsoft” experience to customers and build a unified technical community.
Active participant in district business reviews.
Demonstrated sales management and technical leadership experience (7+ years).
Managed large, complex sales and specialist organization that span the US, Region or large geography. Demonstrated ability to develop and execute strategic plans.
Deep understanding of Microsoft’s Technology Vision and Roadmap.
Exceptional communication and presentation skills.
Strong people management skills (have managed people up, have managed people issues effectively, able to set clear commitments, focused on accountability, able to assess relative performance, have managed remote employees effectively).
Minimum of second line management experience or equivalent.
Ability to work drive influence in a matrixed environment.
Microsoft Solution Selling Experience or equivalent. Candidates must understand concepts related to pipeline velocity, opportunity structure, key milestones, and coaching the sales process.
Strong process and operational management skills - ability to drive scale, consistency and efficiency through the disciplined use of systems and processes.
Expertise in improving technology and sales relationships and scalability via partners and ISV’s where appropriate.
Bachelors and/or Master’s degree strongly preferred.
• 5+ years of sales experience
• Management Experience
Location - Downers Grove or Chicago preferred. Sales:EPG
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.
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