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**Responsibilities**:
People Management
- Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
- Model - Live our culture; Embody our values; Practice our leadership principles.
- Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
- Care - Attract and retain great people; Know each individual's capabilities and aspirations; Invest in the growth of others.
Consulting Market Planning & Execution
- Develops, orchestrates, and executes comprehensive Consulting market plan for a mid-size geography by prioritizing teams' solutions in line with global strategy and enterprise business using knowledge of local market and customer business. Gains alignment of plans from senior leaders. Articulates value proposition for Consulting within the Microsoft partner ecosystem, as well as the various Consulting available across Microsoft. Drives solution, sales planning, and portfolio management that is "on strategy," collects, and provides feedback on portfolio success. Aligns to broader Microsoft portfolio imperatives.
- Establishes and drives orchestration across Enterprise Operating Unit (EOU) on strategic and top-tier accounts to ensure alignment on account strategy. Sets clear goals for all roles in driving customer adoption across three clouds. Establishes rhythms across enterprise that facilitate collaboration on strategic, top-tier, and consumption goals.
- Grows relationship management across a broad portfolio of top customers (e.g., strategic (S500), managed customer list, enterprise customer list) with an
integrated and intentional One Enterprise approach to achieve Microsoft strategic priorities. Establishes regular cadence with Chief Officers (CXOs), and may work with customer Chief Executive Officers (CEOs) and senior public officials within a mid-size or single-subsidiary geography.
- Drives sales strategy in support of the broader Microsoft strategy and revenue generation, including consumption, support renewals, and sales margins in a solution selling environment across a mid-size geography. Monitors pipeline, scopes pre-sales, navigates staffing planning/resource reallocation, leverages resources from across the organization to optimize resource efficiency and uses forecasts to regularly review and assess probability of success and cost of sale and identify where help is required to close deals. Leads strategic alignment of Consulting organization sales strategy to Enterprise Commercial, Public Sector, and One Commercial Partner strategy. Drives orchestrated implementation across Enterprise Commercial, Public Sector, and One Commercial Partner. Drives sustainable growth by balancing customer, Microsoft, and team long-term objectives against short-term results.
- Provides advice and coaching on how best to leverage and orchestrate company processes, assets, and intellectual property (IP) around strategic digital transformation approaches, high-level deal design and project delivery, and Support services (e.g., Premier, Unified), using skills and past experience. Leverages local knowledge and customer insights to inform key parameters for generating customer value. Participates proactively in established project governance to advocate appropriately for both customer and Microsoft and ensure delivery excellence.
- Drives execution of all aspects of the Consulting business through a defined cadence of accountability. Defines key quarterly objectives and tracks against those objectives. Executes through a variety of teams, directly and indirectly, influencing for successful outcomes. Adapts and integrates appropriately with broader Microsoft teams to execute effectively. May create structures in conjunction with segment leaders to facilitate the adaptability needed for success.
Operational & Business Excellence
- Drives execution excellence through rhythm of the business, driving achievement of fundamental goals, optimizing processes, driving tool adoption, and providing guidance, balancing short-term execution and longer-term success, and ensuring compliance with Microsoft policies. Implements operational processes to drive continuous improvement of team performance (e.g., closed-loop sales
campaigns, project quality reviews, root-cause analysis for support issues) using learnings from successes and failures.
- Provides inputs into both Regional and Enterprise Consulting business reviews, priority setting, and annual business planning processes for a midsize area. Manages and al
