Are you interested in being a part of one of the most exciting and fastest growing sales teams at Microsoft Middle East & Africa? You will be working with one of the most prestigious global petrochemical customers in the world helping them transform their business through the use of Microsoft cutting edge technology and cloud services. While based out of Khobar, Saudi Arabia, this is a global role that will cover global customer operations across the middle east, America, Europe, and Asia.
Whom are we looking for? If you are an individual with:
- Very high level of Energy
- Have a great Passion for technology and the way it can change the world.
- Extremely Talented, and can back it up with distinguished track record of college or career achievements.
- Have an Edge, Adventurous, and willing to take calculated Risks in exploring new technology frontiers and adding value to the customer value chain.
Then we are looking forward to meet you.
The Global Business Manager (GBM) is a critical role essential to the success of the Sales Territory and to the multi-faceted relationship between Microsoft and this Global Petrochemical Company. In this high profile position you will enable and lead the entire sales relationship between Microsoft and this customer. You will be responsible to set multi-year business strategy for sales engagement with the customer on a global scale, coordinating all Microsoft resources including a very experienced extended worldwide sales team to ensure all Microsoft work with this Global Firm is highly effective and meets mutual joint goals.
Global Accounts are very significant high profile Microsoft customers and in this role you will be responsible to protect and grow an important account for Microsoft through deep executive relationships and customer commitments. You will define a CXO strategy within the account including engaging Microsoft’s senor leadership teams for sponsorship, executive relationships and customer business reviews. You must anticipate competitive challenges and set in place action plans to neutralize them. You must drive the core Microsoft platform, plus engage solutions in the customer’s lines of business to demonstrate your bringing value to their business on many levels and to move Microsoft’s customer rating from a vendor to a strategic supplier.
The success of the business is measured by your leadership to drive revenue growth of the Microsoft business, advancement of critical projects & technology deployments, signing of Enterprise Agreements, achieve ongoing improvement of Customer & Partner Experience and to help the global customer differentiate itself in the market and grow their business.
Key Areas of Accountability
• Manage all aspects of the sell to relationship with the customer; Manage the MS relationship with all of the product groups, executive sponsors and Global Firm’s executives; Manage the virtual Global Account team.
• Establish and execute a global and multi-year account business plan that identifies strategically and tactically how the business growth, Customer & Partner Experience (CPE) performance and other metric based performance factors will be achieved. Execute the plan and meet or exceed metric goals including revenue, CPE, competitive displacement, and other goals.
• Succeed as the most senior point of focus for global pricing negotiations/discussions (licensing and other agreements). The GBM is the last point of non-Microsoft management escalation on all pricing and LCA issues impacting the account.
• Provide a predictable and consistent interface between Microsoft and the Global Customer. The operating model should leverage the extended team of resources available from Microsoft, but achieve a high level of predictability, consistency and responsiveness.
• Maintain a comprehensive account profile for the account. The profile should show relationship maps for the global customer account that identifies each contact’s power, purpose, value to Microsoft, and relationship links/power flows within the global account. The profile should enable Microsoft to maximize the business benefit from relationships across the customer account, in support of the account business plan.
• Define and execute a relationship strategy with CxOs and identified supporters, neutrals and non-supporters across the global customer account that allows you to gain insight into the customer’s business initiatives and the barriers to the success of those initiatives.
• Align to EPG objectives - CPE (Customer and Partner Engagement), CSI (Competitive Strategic Initiative), Relationship Excellence, Growth, Realizing Value through a One Microsoft positioning.
• Develop and execute a multi-year global strategy with the account that enables Microsoft to help the customer grow and differentiate themselves. Develop and execute the strategy and drive the customer to recognize that the Microsoft relationship is bringing unprecedented business value on all theaters of interaction.
• Track and manage the plan-of record for sales engagement between the customer and Microsoft. Manage internally the global pipeline and opportunity progress across the extended account team. Comply with all internal requirements for global major account sales management.
• Manage local, regional and corporate internal executives to get the right resources in the right place as needed to support the account business plan.
Key Success Criteria
• Revenue performance consistently at plan or better. Global forecasting Accuracy at 99% or better. Other metric items at plan or better.
• Full portfolio of current Enterprise Agreements maintained (no unplanned expiry/attrition). Net new opportunity revenue at plan or better. Referable or case study pilots/lighthouse wins within the account that supports the account growth and broader Microsoft strategy.
• Microsoft is considered among the customer’s most strategic business partner. Customer publicly acknowledges Microsoft contribution to their success.
• Comprehensive approach to ongoing generation of net-new opportunities in the account.
• Year-over-year increase in customer satisfaction as measured by CPE, Conditions of Satisfaction (COS) negotiated and positive feedback from the customer.
• Microsoft Executive Sponsors are in place and their contribution maximized to support the Account Business Plan.
• Account Business Management approach that balances short, medium and long term opportunity, maximizes the global Microsoft resources applied to the account, and anticipates and mitigates long range threats to the revenue stream.
Profile
• 15+ years of proven sales leadership with demonstrable track record achieving or exceeding revenue and other account goals.
• Significant experience leading and setting strategy for a distributed global team that includes sales, support, consulting and business partners
• Experience with managing and selling to customers in the Oil & Gas, Petrochemical, or manufacturing industry industry segment and understanding of IT issues as they apply to this industry.
• Experience in negotiating multi-year contracts over $30M in value, preferable Microsoft license programs
• Experience with successful interactions at C-Suite level in Fortune 500 customers.
• An overall passion for sales within a technology environment and for the business value it drives, preferably a broad understanding of the business applications for Microsoft technologies
• Personal Attributes - highly motivated team leader with a mature and positive attitude and a passion for working with customers and partners. Enthusiasm for driving the sale of Microsoft technologies and services to meet a customer’s global business challenges and opportunities. Proven ability to inspire, coordinate and lead a strong distributed extended team, comprising of people who are leaders in their own right. Demonstrable skills in strategic thinking, facilitation, planning, and tactical execution.
Qualifications –
Degree qualified (bachelor’s degree required, Master’s/MBA preferred), with 15+ years of proven IT sales experience. Additional sales or marketing qualifications centered on driving business value through the use of technology.
