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| Global Accounts EMEA GM |
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As the EMEA General Manager for Global Accounts you will be directly responsible for driving the EMEA business representing approximately $1.5B of Microsoft’s enterprise business. This includes achieving revenue targets, EA renewals and increasing customer satisfaction for all Global Accounts in EMEA. This responsibility covers both accounts headquartered in EMEA as well as accounts headquartered in Americas and Asia but having operations in EMEA. The role also carries responsibility for landing key EPG priorities (ex BPOS, EAP, ECI, Google Compete, Industry Solutions) with Global Accounts to drive market making wins which can be scaled broadly. Driving the Industry POV and landing Industry Solutions with Global Customers is a key responsibility. From an organizational perspective the role includes leadership of Regional Business Managers under the Regional Sales Director and management of Regional Technology Managers in EMEA as well as dotted line leadership of Global Business Managers and Client Directors.
The candidate should have the ability to manage customer relationships at all levels including CxOs and Divisional and Line of Business VPs. The GM must be able to provide coaching and guidance to the GBM/CD’s on EA renewal strategy to achieve 100% EA renewal rates. The EMEA GM should possess the skills to guide Regional Business Managers in the areas of sales performance, commitment achievement, pipeline and investment management, marketing strategy, as well as review and career management. The GM will coordinate a group of Regional Technology Managers responsible for pilots, proofs of concept, beta programs, demonstrations and technical justification and should also work in collaboration with the Global Accounts Organization (GAO) headquarters to ensure regional results can be leveraged and scaled globally. The GM will be responsible for management and people development for the EMEA regional team of Microsoft’s Global Accounts Organization (GAO). The role will set clear strategies, objectives, and measures for Product Sales, Premier, MCS, and Partner Services within the targeted account base and coordinate these efforts for EMEA back to MS headquarters. The sales strategy must drive and protect annuity revenue streams with the Global Accounts. The role will ensure the Global Accounts regional sales force has the necessary resources to drive revenue for the region and develop key opportunities for the account as a whole.
The GM will be responsible for building strategic relationships within the entire EMEA account base, articulating a clear vision that generates enthusiasm and impacts multiple divisions within the accounts. The GM is responsible for selling at the most strategic level within the account and implementing a broad product and services strategy. The GM should ensure development and execution of Account Plans according to the global customers’ expectations. The GM will be responsible for knowing the competition, its strategies, and tactics within the EMEA marketplace.
In addition, the GM is expected to drive deployment of Microsoft’s infrastructure products across all accounts. The GM must partner with WW Industry to ensure that Line of Business (LOB) applications are developed on the Microsoft platform. Specific focus on leveraging Industry Solutions to drive LOB wins is required. |
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Bachelors Degree
MBA
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15 years + |
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English : Speak / Write Fluently
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open-ended |
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unspecified |
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EU National |
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Swiss German Region |
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| Qualifications: Proven track record of leading large enterprise sales organizations and delivering revenue commitments. Ability to drive engagement and understand needs and issues at senior executive levels (CxO, Line of Business VP). Effective at converting corporate strategy to field execution. Strong internal networking skills to support spanning management of roles in countries throughout EMEA. Strong people management skills with track record of attracting and developing talent. Self starter and self motivated. Ability to simplify and cut through complex environments where there is a lack of clarity. Proven ability to drive change management initiatives. In addition to competencies above, excellent internal and external communications skills are required (written, verbal/presentation). MBA preferred. |
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At Microsoft, we're motivated and inspired every day by how our customers use our software to find creative solutions to business problems, develop breakthrough ideas, and stay connected to what's most important to them. We run our business in much the same way, and believe our three core business divisions offer the greatest potential to serve our customers. They are: Platform Products and Services Division: Includes the Client Group, the Server & Tools Group, and the Online Services Group. Business Division: Includes the Information Worker Group, the Microsoft Business Solutions Group, and the Unified Communications Group. Entertainment and Devices Division: Includes the Home & Entertainment Group and the Mobile & Embedded Devices Group
We are committed long term to the mission of helping our customers realize their full potential. Just as we constantly update and improve our products, we want to continually evolve our company to be in the best position to accelerate new technologies as they emerge and to better serve our customers. |
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Microsoft
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