Full-Time Public Sector CEE Health Industry Lead
Job Description
Public Sector CEE Health Industry Lead
Travel requirement: 40%
– Business / Industry Leadership – Lead with Industry strategies and solutions’ selling motion to generate growth (2X market growth as a minimum benchmark), leverage white spaces and support Microsoft sales programs for the Health industry in the framework of CEE PS all up.
– Partner ecosystem – Develop the Partner ecosystem (depth and breadth), focus on scalable solutions and most relevant geographies in the Health industry in the region
– Services and Devices – Lead with the cloud and support cloud readiness and cloud confidence motion in the field with customers and through partners. Champion health Apps scenarios and ISV partners to make the difference in customer’ choices of devices in Health
– Community and Influence – Manage by influence across the company’s stakeholders to position the relevance of the Industry view to grow Microsoft’s Business (Share and Revenue). Building the PS CEE Health community engaging all subsidiaries/regions in coordination with WW Health team EMEA TZ Health Lead
Key Accountabilities:
The CEE Health lead reports into the CEE PS GM (solid line) and dotted line to the EMEA Health Senior Director.
The CEE Health Lead will work with the Subsidiary and TZ resources devoted to Health, with account managers, Partner Account Managers, Cloud Specialists and BG’s reps in EMEA as well as the WW Health Team. The CEE Health Lead will support the engagement with key accounts in this industry and help land solutions, sales programs and campaigns in key opportunities providing the executive relationship with the key decision makers locally (internally and externally).
The lead will be responsible for the following key accountabilities:
– Stewarding the CEE Health business including accurate forecasting and pipeline management
– Contributing to the scorecard of the region
– Ensuring WW Health industry strategy is flawlessly executed in the field
– Supporting and accelerating field readiness on our Cloud Services offerings and devices
– Defining opportunity & qualifying level of investment needed by Microsoft and specific BIF
– Providing context & leadership of market trends & business drivers
– Engage on investment, coverage, account and opportunity planning
– Contribute as an integral member of the WW/EMEA teams in defining scenarios and strategy
– Understanding the political heat maps & helping to mitigate risks working with LCA and NTOs
– Early warning to the CEE/EMEA community on the development of competitive threats
– Customizes business value messaging, collateral, PPTs & white papers to CEE needs, as relevant
– Creating brand awareness of our value proposition in CEE (focusing on Tier 1 markets)
Key success criteria:
The CEE Health Industry Director will be accountable for CEE Health Industry revenue growth (2X market YoY), advancing Subs maturity and positioning of the Health business in all CEE countries/regions and significantly improving the Health Partners ecosystem, by solution and geography.
Measurements of success will be:
– YoY Health industry revenue growth (aligned with CEE targets as well as EMEA targets)
– Key ‘must-win’ projects / Accounts
– Effective engagement & development of the HEALTH community
– In Country mindshare (also with PSDs and GMs)
– Successful landing of Apps included in the CEE DSS process
– Partner ecosystem improvement
– Devices target (Surface versus other Win8 devices)
– Accurate EoY revenue forecasting
– Compete win back (if relevant)
– Cloud adoption and Leadership (through Partners)
– Subsidiary and WW Health stakeholders and Partners feedback
Essential Experience:
– Experience in the Health industry, or Government PS industry preferably in an international role (at least for the last ten years)
– Knowledge of and working experience in the CEE region (in depth knowledge of more than one country in the region)
– Knowledge of the Health or Government IT space: solutions, relevant partners and trends
– Preferably familiar with MS value proposition to the Health industry
– Sales leadership and internal influence
– Proven experience with the partners ecosystem
– Good fit with MS core values
Technical & Functional skills:
– Demonstrable Health industry experience
– Prioritization and objection handling skills
– Customer service orientation
– Operational experience on managing sales budgets, forecasting & pipeline management capabilities
Personal Attributes & Interpersonal skills:
– Interpersonal awareness skills
– Strong drive and outcome oriented
– Strong oral and written communication skills in English
– Understands the complex nature of the business
– Proven relationship-building skills with Health Officials and Partners
To apply successfully please visit the company website!
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