Industry Solutions Sales Manager for Hong Kong and Taiwan

5 months ago

Hong Kong, Hong Kong SAR China Microsoft Full time

Overview

Industry Solutions (IS) is a global organization of over 16,000 strategic sellers, industry experts, elite engineers, and world-class architects, consultants, and delivery experts who work together to bring Microsoft’s mission of empowerment – and cutting-edge technology - to life for the world’s most influential customers. We are on the front lines of innovation, working side-by-side with customers to drive value across the entirety of their digital transformation journey.

Our team prides itself on embracing a growth mindset, inspiring excellence, and encouraging everyone to share their unique viewpoints and be their authentic selves. Join us and help create life-changing innovations that impact billions around the world

As Industry Solutions Sales Manager for Hong Kong and Taiwan, you are part of the leadership team within Industry Solutions Delivery (ISD) and accountable for all aspects of ISD sales/delivery across a large geographic region. You are a customer facing leader responsible for an organization of consulting professionals, building an organizational culture that obsesses on customer relationships and outcomes, and for delivering high-quality, transformational consulting engagements. The Industry Solutions Sales Manager for Hong Kong and Taiwan is responsible for the overall business performance of their organization, for developing and executing a people strategy aligned with Microsoft culture and business needs, and for working across organizational boundaries to drive clarity in a complex, matrixed environment. This includes building durable customer relationships, successfully managing the ISD (Industry Solutions Delivery) business motions, directly engaging with targeted, strategic customers, and leading an organization of multi-disciplinary delivery professionals. Placing customer outcomes and success at the center of your decision-making is fundamental for Consulting Leaders.
You will achieve this through business leadership (encompassing business management practices such as planning, forecasting, governance, and cost management), Delivery Management (focused on continuous improvement across delivery fundamentals, including portfolio optimization), Sales & Pursuit Management (driving co-innovation, deal quality, velocity, and win rate) and by leading an organization of consulting professionals, providing them with coaching, role readiness, career development and enrichment.

Qualifications

Required/Minimum Qualifications :

Bachelor's Degree AND 12+ years of relevant work experience OR equivalent experience.
10+ years people management experience or team leadership with direct reports.
10+ years' experience in sales/selling with leadership experience.
8+ years of project/portfolio management experience.
8+ years of account management experience.

Additional or Preferred Qualifications :

Industry / Cross-industry expertise Consulting Services record of accomplishment delivering successful customer outcomes in both sales and delivery leadership positions. Extensive people management and technical leadership experience; inspiring and fostering a culture of customer centricity, attracting, developing, and retaining technical talent Extensive experience leading teams in a complex, matrixed environment, creating clarity, generating energy, and delivering results Experience leading and managing consulting services delivery projects/programs Experience running a disciplined customer and business review process with cross-functional teams, identifying and prioritizing blockers, and problem solving across organizational boundaries Persuasive communication and conflict resolution skills Deep acumen of consulting delivery methodologies, e.g., Leading Edge Delivery and technical solutioning/scoping

Responsibilities

Industry Leadership

Industry Maturity: Leverages deep industry knowledge to drive Industry maturity across the organization, identifying regional industry trends, drivers, and ecosystems, and build the organizational capability to lead the market in the region. Industry Collaboration: Collaborates across Microsoft organizational boundaries and within partner communities to fully integrate Industry assets for customer business transformation. Industry Expertise: Acts as an Industry thought leader to advise customers on digital transformation. Acts as a spokesperson to external audiences.

Consulting Market Planning and Execution

Customer Focus: Ensures that customer relationships are well maintained throughout their organization, for developing executive relationships in targeted accounts, and for creating an organizational culture that prioritizes the customer experience and transformational outcomes. Market Planning: Develops, orchestrates, and executes a comprehensive Consulting market plan for a region by prioritizing organizational efforts in line with global strategy and enterprise business using knowledge of local market and customer business. Relationship Management: Grows productive business relationships across a region of strategic customers with an integrated and intentional One Microsoft approach and establishes a regular cadence at the Chief Executive Officer / President level within the region.

 Leadership

Organization Building: Builds the organizational capability necessary to compete in the marketplace, creating exceptional customer experiences, and exemplify Microsoft Leadership Principles, inclusivity, and collaboration. Leadership- Adheres to the Model, Coach, Care framework to attract, develop, and retain talent, delivers results through teamwork as One Microsoft, role models Microsoft values and commits to performance management

 Business Development

Sales Strategy Execution: Drive sales strategy and execution in their organization. Business Performance: Delivers on the Operating Model; establishing controls to optimize and achieve Regional Project and Billed Revenue, Delivered Value, ISD Direct Azure Impact, Delivered Margin X% target and Cost Per Delivered Hour (CPDH), Cost of Quality and Net Promoter Score. Sales and Pursuit Management: Accountable for the Sales and Pursuit functions, ensuring that high quality, on-strategy proposals, pursuit agility/velocity, and win rate. Aligning Sales / Pursuit and innovation teams (ISD, ATU, Service Lines CT/CI) is key accountability of the Consulting Leader.

Consulting Business Operations & Excellence

Consulting Accountability: 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 regional teams and across organizational boundaries, directly and indirectly, influencing successful outcomes. Business Rhythms: Leads Consulting business reviews, priority setting, and annual business planning processes for a large or multi-subsidiary area. P&L Accountability: Designs and manages elements of Consulting profit and loss (P&L) to balance resources and achieve all metrics. Manages profits and losses for their organization and considers the impact of decisions on the overall subsidiary profits and losses (P&L) as a member of the Leadership Team. Influences and impacts top-line revenue and company priorities (e.g., Azure Consumed Revenue).

Organizational Governance

Delivery Excellence: Drives organization-wide continuous improvement rigor to increase organizational maturity and sets a high bar for delivery quality. Organizational utilization, revenue, profitability, and customer satisfaction are key business indicators for success. Resource orchestration, resource management, problem-solving across organizational boundaries, and mitigating risk across their organization is the responsibility of the Regional Delivery Leader.  Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect

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