Microsoft Global Client Director Siemens 

Germany 

240344428

• Bachelor's Degree AND mutliple years experience working in an industry or sales focusing on driving digital transformation for manufacturing sector
• Strong communication and orchestration experience

Account Management

• Oversees the development of a mature/dynamic multi-year customer plan detailing critical insights and new business opportunities aligned to customer priorities. Leads and coordinates a diverse team and key stakeholders (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to deliver on account plans and grow the account. Prepares for future needs by incorporating the 3 Horizons Model into account planning and leverages resources equally across the 3 Horizons, as well as provides long-term strategic insight to customers as a trusted partner.
• Directs the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both Microsoft and the partners, aligned to goals, budgets, and forecasts. Leads, challenges, and inspires team to focus on top priorities and challenges to drive business case. Leverages industry expertise to anticipate industry direction in different sub-sectors and build ecosystem plays together with the account.
• Coaches team on expanding strategic network of key internal and external partners and decision makers, including vertical industry partners, to ensure execution of core tasks and account transactions and to provide a comprehensive account management experience. Leads regular meetings with relevant partners. Enacts strategy for affecting transformation for partners to build solutions and applies an ecosystem-wide perspective to better position partner growth at all levels.
• Initiates collaborative opportunities with key internal and external partners and business and technical decision makers in developing, sharing, and promoting mutually beneficial, customizable joint investment plans to grow sales and partner impact, leveraging relationships, and industry expertise. Oversees efforts to share Microsoft and partner strategies into other segments of the customer's account and ensure customer success in the acquisition, implementation, and consumption of Microsoft's and partner's services and solutions. Collaborates across the organization and partners in discussions to impact the broader ecosystem.
• Manages team efforts to execute on collected feedback on additional needs, products, and features to develop targeted strategies for customers. Demonstrates a developed understanding of the customer's business model(s) to articulate growth opportunities, leveraging industry knowledge to shape ecosystem. Collaborates with relevant (internal and external) stakeholders and resources to drive change on behalf of the customer and to enhance team capabilities, improve Microsoft offerings, and adapt Microsoft's messaging to the assigned account.

Sales Excellence

• Drives execution of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and oversees recovery action plan to improve customer's overall experience. Implements customer-focused and mutual success criteria, such as executive steering committees, quarterly business reviews, and scorecards. Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy. Enables customers to provide feedback directly to leaders to help transform account space by establishing open communication channels for feedback, providing leader sponsorship, and providing direction to others to ensure customer feedback is addressed through the One Microsoft approach.
• Supports the development of the business transformation and co-innovation strategy for the account that is based on customer's expected outcomes and Microsoft's added innovative value, and opens doors to new opportunities grounded in an understanding of industry trends, customer needs, competitor differentiators, and final consumer perspectives. Maintains team-wide awareness of market changes to drive new industry-relevant cloud solutions to customers. Brings greater customer/partner ecosystem together with the customer to discuss how to enrich customer's value to their customers, and creates mutually agreed upon roadmaps on how to capture innovation/transformation within strategic accounts.
• Leverages understanding of customer business and ability to translate customers' business priorities to Microsoft solutions, and engages Microsoft decision makers to drive customer's strategy, goals, and optimization. Engages and influences decision makers of the account on Microsoft's vision, strategy, and value, and positions Microsoft to increase customer's budget allocated to Microsoft, tailor solutions that satisfy customers' key performance indicators (KPIs). Transforms features into business outcomes that accelerate the customer's digital presence. Leverages quantifiable business metrics that address business outcomes for the customer and holds others accountable to those metrics.
• Uses business cases to develop and present compelling value proposition presentations and specialized business plans for customers that showcase Microsoft's products and solutions to connect decision makers in the account to the broader Microsoft solutions, provides leadership to guide others on tailoring presentations, and generate new opportunities. Advocates internally to promote the relevance of Microsoft's expertise for the customer.
• Earns and maintains status as a trusted advisor to the account's business decision makers by bringing ideas and narratives, leveraging industry expertise, establishing ongoing cadences, and bringing together the customer's customers. Navigates the stakeholder landscape and mobilizes and mentors the account management team and relevant stakeholders with industry expertise to expand the partnership with decision makers of the assigned account. Leverages best-in-class sales and communication strategies and tools to address business needs and identify opportunities. Challenges and holds customers accountable by creating an environment of joint accountability and speaks up when customer is pursuing an inefficient path.
• Creates and qualifies new opportunities by identifying strategic opportunities within accounts and guiding the customer on how to best identify new opportunities, leveraging customer and industry relationships. Directs the team to create "Points of View" for customers, and maintains awareness of emerging patterns across the industry to anticipate customer needs and concerns. Acts on new business opportunities across the team by leveraging a partner ecosystem, and empowers team members to find new opportunities by setting a clear vision and energy for the team to drive towards.
• Oversees and coaches the team in building up and managing the sales funnel in all Microsoft's solution areas to achieve sales targets, secure pipeline hygiene, enable effective reporting and request and handle support to execute opportunities effectively.

People Management

• Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
• Model - Lives our culture; Embodies our values; Practices our leadership principles.
• Coach - Defines team objectives and outcomes; Enables success across boundaries; Helps the team adapt and learn.
• Care - Attracts and retains great people; Know each individual’s capabilities and aspirations; Invests in the growth of others.

Strategic Thinking

• Coaches the team in leveraging Microsoft sales strategies to articulate Microsoft's and partners' point of view and cultivate connections with decision makers through multiple levels of the customers' organization to drive purchase decisions and increase interaction and participation, leveraging relevant tools and resources (e.g., LinkedIn). Creates and leverages relationships in ecosystem to address complex political blockers and drive execution for the customer.
• Leads in strategic discussions by articulating ideas to transform customer business models to better serve their own customers, and increase profitability and market. Promotes and ensures the application of a more holistic digital approach between Microsoft and the customer. Prepares for discussions by thinking through what is important for the customer by establishing return on investment (ROI) models, key customer benefits, etc. Clarifies a joint road map around the 3 Horizons, to ensure time spent is allocated strategically across the short- and medium-term.
• Identifies potential joint business opportunities with the customer and plans and executes joint engineering, development and go-to-market programs for strategic initiatives to enable scaling business for the customer and Microsoft such as SaaS offerings on Azure, embedding Microsoft's security solutions into the customer's products etc..
• Leads by example to leverage unique, strategic industry-focused business insights and opportunities to create long-term competitive advantage for the customer. Challenges customers when appropriate to think differently and offer alternative industry-specific points of view.

Customer Engagement

• Proactively owns and elevates a transformative customer engagement strategy to foster customer trust and brand growth and loyalty. Sets team-wide tone for building and maintaining long-term strategic customer relationships and for driving larger impact for the customer. Defines and executes governance model to ensure mapping across seniority levels.
• Ensures a strong, comprehensive understanding of the customer's business needs, priorities, and strategies and industry insights, competition, market competitive trends, and the customer's customers across their team. Guides internal colleagues on ways to develop deeper customer knowledge. Coaches the team on anticipating customers' needs to deliver new insights on customers' business strategies. Articulates the need to address the customer's business needs. Manages efforts to act on opportunities to optimize offerings and delivers solutions into overall long-term business strategy. Identifies new potential market opportunities for the customer, leveraging industry expertise.