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06-09-2008, 01:53 AM
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|  Client Director - Microsoft - Madrid Spain
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----------------------------------------------------------------------------- : Client Director Company: Microsoft Location: Spain, Madrid
_________________________________________ Description: Role Purpose The CD role adds value to Microsoft by producing a profitable partnership between the customer and Microsoft. The success of this role is measured by success of Microsoft’s full portfolio on sell-to, sell-with and sell-through revenue; account revenue health and growth, NSAT scores; enhanced customer products and/or services; global account team performance. In order to meet these objectives, you will need to: Develop customer and Microsoft executive relationships that drive a deep partnership. Collaborate with the customer that results in joint market offerings and enhanced customer products and/or services. Create a balance of short-term and long-term solutions that are adopted and deployed. Create and execute a multi-year business plan that leverages the full MS portfolio of products and technologies across business divisions. Manage a profitable and effective global account. Develop a high performing global account team. EPG Mission 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 CD’s role within EPG is to be the lead point of engagement for a global customer account through the development of strong relationships that reinforce the value that Microsoft technology brings to the account’s business issues and opportunities, allowing it to differentiate itself globally. Key Accountabilities Define and execute a relationship strategy with CxOs and identified supporters, neutrals and non-supporters across the customer account. Align the customer to an integrated, enterprise view of Microsoft’s industry, product, sales and marketing strategies. Cultivate an effective two-way executive sharing strategy through the executive sponsorship program. Create two-way processes with the customer that drive operational effectiveness with each other. Jointly identify enterprise priorities during marketing initiative discussions with the Global CxO and his/her team. Review the customer’s strategic priorities and jointly develop a product/service vision and execution plan. Develop a project scorecard with the customer to define and measure success. Ensure all appropriate Microsoft business divisions and partners collaborate or provide resources at every stage of a product or service. Develop an enterprise sales and marketing strategy with the customer. Qualify and prioritize global enterprise solutions opportunities. Develop opportunity plan for critical, enterprise level opportunities and ensure opportunity plans for all other opportunities are developed. Ensure global and downstream revenue targets close each quarter. Lead win/loss reviews with the global account team. Create and/or orchestrate an account profile. Jointly develop an all-up account vision/strategy with the customer. Develop processes for managing/tracking account profitability, investment ROI, budget and cost-of-sale. Manage the quarterly and annual all-up global pipeline. Manage and track account operations that support business plan priorities and customer investments. Continuously reinforce the vision for the account with the global account team, re-calibrating to keep the vision in focus amidst shifting downstream priorities. Build a team culture around the customer and its opportunities. Determine and define yearly commitments for direct reporting team members. Key Success Criteria Revenue: Annual and long-term sales commitments are met or exceeded. Sell-to, sell-with, and sell-through sales commitments are met or exceeded. Customer satisfaction: Annual and year-over-year as measured by positive/high NSAT scores, Conditions of Satisfaction (COS) ratings from the customer, and/or positive feedback from formalized customer reports such as QRS. Customer experience / Microsoft orchestration: The CD defines and owns the full Microsoft portfolio for the customer relationship and demonstrates the value to the customer’s business by identifying strategic ‘sell with’ and ‘sell through’ opportunities. Customer impact: The CD’s impact on customer go-to-market products and/or services meets joint scorecard targets and is valued by the customer. Growth: Projected growth targets are met or exceeded (as defined by FY commitments) through signed EA renewals and net new opportunity revenue. Team: Agreed upon annual global account team performance meets or exceeds the CDs expectations. Knowledge, Skills and Experience 1) Essential Experience - 10+ years of proven sales or consulting experience in Global Enterprise accounts and a track record of sales, strategy, industry and organizational leader at a General Manager or VP level for a company or global line of business capacity. Experience running a P&L with extensive background in leading global initiatives or projects to success. Experienced in large complex deal negotiations with a successful track record. Ability to navigate across Microsoft and CUSTOMER NAME in a trusted advisor/consultative approach; establishing creditability quickly with senior level executives across the organizations. Candidate must be a self-starter that works well across internal business groups that results in an integrated and seamless customer experience. Extensive experience working in global “virtual” account teams- sales, services, product groups, partners, and leading these teams towards a common vision/strategy and solution for the global account. (Hiring Manager to specify vertical industry market before posting.) 2) Technical /Functional Skills - An understanding of how client business problems are solved through Microsoft technologies. Knowledge of our license programs would be a distinct advantage. An overall passion for sales and leading teams to solve global business challenges for clients with Microsoft’s technologies and solutions. 3) Personal Attributes - Highly motivated organizational and team leader with a senior executive presence, a mastery of strategy and attention to detail, a tough business manager that balances customer and Microsoft advocacy, can-do entrepreneurial attitude and a passion for working with clients to drive the sales of Microsoft technologies and services that meet a client’s global business challenges. Qualifications - Degree qualified (bachelor’s degree typically required, Master’s/MBA preferred), with 10+ years of proven INDUSTRY NAME experience as an employee, consultant or partner, and technology/business applications sales experience in a global environment. Additional sales or marketing qualifications centered on driving business value through the use of technology in a specific industry vertical market would be preferred. (Hiring Manager to specify vertical market before posting.)
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