Full-Time STU Lead CEE Multi-Country
Job Description
STU Lead CEE Multi-Country
Job Purpose:
The EPG mission is to ensure Enterprise customers realize the most business value from their IT investments through their, and their Partners’, relationships with Microsoft.
The STU Lead’s role within EPG is to lead a team of Solution Specialist Managers and/or Solution Sales Professionals and Technology Solutions Professionals, each with their own specialization, who are responsible for developing opportunities and demonstrating both the business value and technology value that Microsoft solutions provide. The STU Lead and his/her Specialist Team Unit drive growth for Microsoft.
Responsibilities:
Monitor and measure the all-up pipeline with team members (Managers or individual contributors as applicable).
Regularly review, prioritize and orchestrate opportunities.
Analyze data related to sales effectiveness.
Ensure the adherence to processes and tools as business demands dictate.
Establish yearly commitments for team members.
Mentor and coach team members. (NOTE: this may also include mentoring or coaching of Account Team Unit Specialist roles that are not direct report team members)
Complete performance and development/career reviews/appraisals of, and planning for, team members per Microsoft HR processes.
Hold regular meetings, both formal and informal, 1:1’s and team meetings, with team members.
Communicate Microsoft’s position on trends and vision to customers and partners.
Engage in highly competitive or high impact opportunities.
Attend or speak at local engagements and events.
Take part in all-up pipeline and opportunity/deal reviews with Leadership team members.
Meet regularly (formally and informally) with ATU, PTU, Services, M&O/BG and DPE Leads to ensure orchestration and optimization goals are being met.
Ensure win/loss reviews are conducted and participate as needed.
Define the overall strategy for the fiscal year and beyond.
Conduct joint planning sessions with BGs/Product Group Managers for each workload/category solution.
Work with the BGs/Product Group Managers on specific initiative and campaign requirements.
Develop a subsidiary IO alignment plan.
Conduct joint planning sessions with ATU, PTU, and Services Leads.
Work in close collaboration with PTU Lead on partner recruitment and selection.
Ensure team members are aligned with the appropriate team members from the PTU.
Ensure team members are providing partner readiness and coaching as needed.
Requirements:
Essential Experience – excellent verbal and written communication skills with equally good listening, team leadership and excellence in execution skills. 4 to 6 years of proven solution sales and sales management experience in Enterprise accounts and a track record of working with a wide range of business partners. Extensive experience leading sales teams who had to rely on a range of internal individuals – account managers, partner account managers, services, marketing – to achieve their goals. Preference will be given to candidates who can demonstrate knowledge of the business drivers within the lines of business of enterprise customer organizations.
Technical /Functional Skills – an understanding of Microsoft technologies and our license programs would be a distinct advantage. An overall passion for sales within a technology environment and for the business value it drives.
Personal Attributes – highly motivated leader with a mature and positive attitude, a passion for managing sales teams and working with partners on driving the sales of Microsoft technologies, and strong business and financial acumen.
Qualifications – Degree qualified (bachelor’s degree typically required, Master’s/MBA preferred), with 4 to 6 years of proven solution sales experience. Additional sales or marketing qualifications centered on driving business value through the use of technology in multiple industry vertical markets would be beneficial.
We offer:
Dynamic and prestigious work environment.
Participation on the interesting projects with significant clients.
The best tools and technologies at your fingertips.
Smart and motivated team.
Unique chance for personal development within the industry leader.
Competitive remuneration package.
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