Leverages internal resources and uses a data-driven approach to identify key growth levers. Creates a culture that accelerates growth, drives customer success, and enables business transformation. Drives resource optimization of key investments with rigor in partnership with Chief Financial Officer (CFO) to deliver resources. Acts as an advisor to senior leadership as a domain expert within the team and greater Microsoft, leveraging experience, organizational context, and market awareness to inform strategic business decisions. Drives and maintains a strong culture of compliance that exemplifies commitment to doing business with integrity and transparency in a way that develops trust. Cultivates Business and Sales Operations capability to credibly lead governance for the Area/Subsidiary to drive a balance in short term results with longer term market momentum. Leads a team to identify opportunities to drive new digitalization solutions based on customer strategies and discusses customer needs and solutions. Drives initiatives and capabilities needed to drive success within scope of accountability and work to develop/mentor/coach talent or develop plans to attract needed talent to Microsoft. Champions diversity and inclusion (D&I) plan, inclusion throughout talent process, and diversity-recruiting strategy. In addition, this role has people-management responsibilities including driving employee growth and development, executing projects, and managing performance. **Responsibilities** **Business and Sales Operations Leadership** Cultivates Business and Sales Operations capability to credibly lead governance for the Area/Subsidiary to drive a balance in short term results with longer term market momentum, including driving focus on winning new customers to compete effectively. Communicates and socializes business and sales growth opportunities throughout the planning process, and provides detailed recommendations for improvement to key senior stakeholders across the area/subsidiary. Leads a team to identify opportunities to drive new digitalization solutions based on customer strategies, and discusses customer needs and solutions based on customer insights. Develops effective leadership to teams to deliver sales insight and revenue. Utilizes Microsoft organizational knowledge to interpret internal/external business challenges and recommends best practices to improve products and services. Drives an agenda of innovation, thought leadership, and execution to realize results. Maximizes the efficiency and productivity of internal operations including business rhythms, creating clear roles and responsibilities, readiness, application of internal tools and Microsoft Power BI usage, alignment with blueprint, account planning, and all Fast Start activities. **Culture and Leadership at Scale** Drives initiatives and capabilities needed to drive success within scope of accountability and work to develop/mentor/coach talent internally or develop plans to attract needed talent to Microsoft. Champions diversity and inclusion (D&I) plan, inclusion throughout talent process, and diversity recruiting strategy. Drives change and cultural transformation within the area of accountability as a coach, mentor, or program leader. Serves as Microsoft advocate to connect with government, customer, and partner. Acts as systems thinker with deep business insight and know-how of levers to use across the business to drive the ecosystem for both direct and at scale customers. Inspires managers and individuals in the organization and fosters a culture of customer-centricity, accountability, collaboration, and achieving big bold goals. Leads and drives as a role model the external agenda of all Specialist sellers to build and influence the market. Defines expectations and sets strategies with other teams and organizations to determine the health of the co-selling process within the region and address partner capacity and capability needs. Represents the company externally with local partners, influencers, and national leaders in supporting the company’s strategy. Ensures co-located employees develop a sense of belonging through internal events and communications. Supports local business performance by removing blockers related to local ecosystem and sharing market intelligence. **Customer Value Creation** Provides advice and industry expertise to help the team connect Microsoft solutions, priorities, and strategies to customer business impact and priorities. Leverages their network and industry experience to connect customers with ideas, people, and resources to support new customer opportunities. Leverages existing customer relationships in other accounts to bridge knowledge gaps and promotes experience and value with Microsoft solutions with other customers. Uses digital tools and technology to conduct research and engage customers. Generates and promotes constructive engagement with customer executives to challenge thinking and develop deeper customer engagement. Creates a strategy to take insights from relationships to influence decision-makers. Coaches team on business and market knowledge and on ways to collaborate internally to position Microsoft products, solutions, and services against competitors. **Delivering Business Results** Drives resource optimization of key investments with rigor in partnership with CFO to deliver right resources at the right time with right ROI. Collaborates with internal teams (e.g., Finance, Marketing, Engineering, Field Sales). Manages and cultivates relationships with senior internal leaders (e.g., Directors, General Manager level, and higher). Acts as an advisor to senior leadership as a domain expert within the team and greater Microsoft, leveraging experience, organizational context, and market awareness to inform strategic business decisions. Drives and maintains a strong culture of compliance that exemplifies commitment to doing business with integrity and transparency in a way that develops trust with our customers, partners, and suppliers. Remains accountable for successful cross-organization execution for plans. Drives the actual plan, lands overall strategy, drives alignment to that strategy, and helps execute the plan. Holds team and self-accountable to deliver core business measurements including pipeline, forecast, revenue, scorecard, profit and loss, and blueprint. Executes balanced area growth plans across segments and channels, ensuring quarterly and annual accountability for growth and business results. **Growth and Transformational Leadership** Leverages internal resources and uses a data-driven approach to identify key growth levers. Identifies opportunities to accelerate growth, mobilizes the organization and partner ecosystem, and drives strong growth execution leveraging Microsoft's go-to-market (GTM) resources. Creates a culture that accelerates growth, drives customer success, and enables business transformation. Understands market and industry trends and provides insights to customers, partners, and organization to help enable growth drivers. Ensures growth beyond short-term revenue, focusing on fundamentals for future growth such as recruiting developers and applications, new customer acquisition, partner recruiting, country and area plans, education, and skilling or certifications. Engages with government officials and key policy influencers to build a supportive environment for growth and transformation. **Qualifications** **Required/minimum qualifications** Bachelor's Degree in Economics, Science, Engineering, Accounting, Finance, Business, or related field, AND 12+ years related experience, including senior sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, and/or leadership roles in multi-tiered large organizations OR equivalent experience. 6+ years experience leading large sales and technical specialist organizations, selling and delivering complex solutions to enterprise customers. **Additional or preferred qualifications** Master's Degree in Economics, Science, Engineering, Accounting, Finance, Business, or related field, AND 10+ years related experience, including senior sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, and/or leadership roles in multi-tiered large organizations OR Bachelor's Degree in Economics, Science, Engineering, Accounting, Finance, Business, or related field, AND 15+ years related experience, including senior sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, and/or leadership roles in multi-tiered large organizations OR equivalent experience. Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .