Public Sector Business & Tech. Consulting Director

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Develops and drives go-to-market sales strategy and execution to ensure success within Public Sector market based on Microsoft's and customer/partner needs. Develops strategies to align teams with customer, compete, and market strategies that drive sales, consumption, and Digital & Artificial Intelligence (AI) transformation solutions. Leads, collaborates with, and empowers to execute on strategic initiatives, achieve targets and build and manage pipelines that achieve growth and accelerate customer/partner value realization. Develops talent internally and attracts needed talent to Microsoft. Leads teams by example, driving high-value engagements and creating trusting relationships with customers and partners. Coaches teams on, and drives the execution of go-to-market based on customer, partner, and Microsoft needs, and scaling business across markets. Oversees and directs actions to drive balance in business, financial, and people outcomes. Manages customer planning across accounts to ensure that teams across organizations drive end-to-end orchestration for customer value realization and outcomes. Defines long-term expectations and goals across teams to consistently leverage opportunities and effectively develop, align, and execute on market sales strategies

Qualifications

Required/Minimum Qualifications

• Bachelor's Degree in Business Administration, Sales, Computer Science, Technology, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 8+ years experience in sales, technology management, consulting, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations

• OR Master's Degree in Business Administration, Sales, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 7+ years experience in sales, technology management, consulting, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations

• OR equivalent experience.

• 3+ years direct/formal people management experience.

Additional or Preferred Qualifications

• Bachelor's Degree in Business Administration, Sales, , Computer Science, Technology, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 13+ years experience in sales, technology management, consulting, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations

• OR Master's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 10+ years experience in sales, technology management, consulting, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations

• OR equivalent experience.

• 5+ years experience leading teams and/or managers in a Sales, Consulting organization.

• 5+ years people/project management experience working with cross-functional teams.

• Certification related to security (e.g., Certified Information Systems Security Professional).†

People Management

• Managers deliver success through empowerment and accountability by modeling, coaching, and caring.

• Model - Live our culture; Embody our values; Practice our leadership principles.

• Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.

• Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

Leading and Transforming the Business

• Understands and leverages the many business strategies of Microsoft to maximize inherent network effects between Microsoft’s long-term business objectives. Builds connections between technology, business, economy, policy, and society for regulators and customers.*‡

• Develops and drives go-to-market sales strategy and execution to ensure success within their market based on Microsoft's and customer/partner needs. Develops strategies and coaches managers to align teams with customer, compete, and market strategies that drive sales, consumption, and Digital & Artificial Intelligence (AI) transformation solutions. Leads, collaborates with, and empowers managers to execute on strategic initiatives, achieve targets and build and manage pipelines that achieve growth and accelerate customer/partner value realization. Develops talent internally and attracts needed talent to Microsoft. Leads teams by example, driving high-value engagements and creating trusting relationships with customers and partners. Coaches teams on, and drives the execution of go-to-market based on customer, partner, and Microsoft needs, and scaling business across markets. Oversees and directs actions to drive balance in business, financial, and people outcomes. Manages customer planning across accounts to ensure that teams across organizations drive end-to-end orchestration for customer value realization and outcomes. Defines long-term expectations and goals across teams to consistently leverage opportunities and effectively develop, align, and execute on market sales strategies.

• Leads and/or partners with relevant teams on cybersecurity policy projects and strategies. Anticipates and addresses potential risks for Microsoft during a major incident or crisis in an industry sector or country. Continuously anticipates and mitigates risks to avoid crisis in the future. Drives the orchestration of strategic CI and resilience projects.*‡

• Leverages and acts as an influential member of an ecosystem of key cybersecurity/privacy influencers and professionals in the country. Drives the focus on security/privacy strategy, risk management and data/systems hygiene in critical sectors.†

• Leads the and aligns business within the segment, driving strategic direction across teams to enable revenue growth by proactively addressing business and competitive needs. Drives orchestration amongst internal teams and holds others accountable. Leads and influences across segments, partners, and internal leaders to drive growth and transformation across accounts. Aligns and gains buy-in from leaders and functions across the organization to ensure success of mutual plans and objectives. Influences the adoption of change based on breakthrough discoveries to drive impact (e.g., new operating model, improving collaboration). Drives teams to deliver success for business accountabilities. Leads teams across an organization to consistently leverage customer/partner insights and market strategies to act on opportunities to drive consumption, new solutions, and annuity business. Leads and coaches team and/or managers to maintain a growth and customer/partner mindset in response to the business environment. Empowers teams to enable Digital & Artificial Intelligence (AI) transformation for our customers and realize value from solutions that drive impactful market share growth. Directs teams to strategies and expectations for leveraging established systems, programs, and tools that enable consistent customer planning and a rhythm of business (RoB) to align end-to end solutions with go-to-market priorities across the customer portfolio and Microsoft solutions lifecycles.

• Defines ongoing and long-term customer value realization and satisfaction strategies contributing to net-new revenue and business growth. Holds teams accountable for customer value realization satisfaction, and coaches them on best practices and semi-annual survey results. Ensures internal and external executives are aligned on key areas of improvement to further impact increasing customer value realization and satisfaction. Manages and leverages key executive relationships across customer stakeholders (business and IT) to understand drivers of business value, satisfaction, and sentiments. Maintains a strategic perspective on customers and partners to business models and helps them evolve to achieve growth, be competitive, and realize greater alignment between the partner and Microsoft's business models and needs. Understands portfolio of strategic partners (Global Systems Integrator (GSI), Independent Software Vendor (ISV) and drives engagement across teams.

Accelerating Growth

• Leverages industry and market expertise, proactively leading teams to identify solutions to drive new opportunities and strategies in alignment with customer needs. Establishes a technology-driven professional presence in the market and represents Microsoft as a thought leader who can articulate connections between Microsoft solutions to relevant business contexts with industry and market leaders (e.g., speaking at external events, sitting on boards). Pursues industry of choice to create more strategic relevance and value with customers. Coaches teams to consider global perspectives in best practices in local trade, regulatory, and policy environments across geographic areas. Coaches managers and teams to tailor customer engagement for specific industries with relevant customer references and socializes best practices across their organization. Identifies and creates customer references for landmark successes in one or more strategic industries to develop a competitive advantage and to articulate ability to deliver customer value to achieve outcomes. Leverages experiences and expertise with customers across industry to influence the development of programs that help scale and accelerate successful engagements.

• Drives medium to long-term opportunities for Public Sector, all regulated industries, and/or other relevant industries. Anticipates and assesses the impact of current and upcoming technologies at the customer, industry, and/or country level. Creates a positive environment by contributing to the readiness of the country and expands Microsoft's market by addressing technologies, national sovereignty, security, privacy, or compliancy. Connects segments and industries to drive cross-industry market-making initiatives.*†‡

• Leads and coaches teams on the development and implementation of scalable go-to-market for maximizing revenue, consumption, and growth across solution areas. Shares best practices and holds managers and teams accountable for leveraging market-specific insights and highlighting solutions that solve business and technology challenges. Coaches teams to identify and proactively engage influencers to drive Microsoft's perspective across accounts and to utilizing available programs to drive customers to expand budget. Sets the expectations for and enables teams to be self-sufficient in leveraging digital assets and data insights, and exhausting all opportunities to develop relationships with new and existing customers.

• Defines expectations and sets strategies for teams to leverage drivers of Digital & Artificial Intelligence (AI) transformation relevant to their customers and partners across business units. Acts as a thought leader in optimally leveraging transformation across solution areas. Consults with customers and internal/external Partners to ensure successful value realization in delivery of solutions to customers. Drives and coaches teams to orchestrate across units and Partners to leverage and accelerate innovative transformation opportunities. Coaches managers to ensure internal partners are educated on industry trends and solutions. Develops and shares strategies for expanding relationships across customers' lines of business that enable innovative solutions, deliver business value, and create market growth. Coaches and supports teams to leverage industry experts within MS to identify and execute on transformation opportunities.

• Proactively collaborates with corporate teams (e.g., Corporate, External, and Legal Affairs [CELA], Global Market Development, Research, and Engineering) to address unique opportunities and challenges in Public Sector and regulated industries.*‡

Driving Success with and Through Others

• Fosters and defines a culture of inclusion, learning, mentorship, coaching, customer-centricity, accountability, collaboration, and achievement of bold goals. Influences and inspires managers and teams across the organization to motivate, engage, and bring teams together. Leads a diverse and inclusive workforce, creates and hires diverse teams, and fosters an inclusive working environment via well-established inclusive behaviors. Develops and rewards high-performing individuals and teams, hires diverse talent, prioritizes development, leads by example, and prepares people for more senior positions in other parts of the organization.

• As the Data Protection Officer of Microsoft Indonesia, your primary responsibilities will encompass ensuring compliance with the Indonesia Personal Data Protection (PDP) law. You will act as an advisor, guiding the organization to adhere to the PDP law and working closely with the Privacy, Safety, and Regulatory Affairs (PSRA) team to monitor compliance with both the PDP law and internal policies. Additionally, you will provide expert advice and collaborate with PSRA on data protection impact assessments as required by the PDP law. Your role will also involve serving as the contact point for individuals with concerns related to data processing under the PDP and acting as an escalation point for PSRA regarding any issues related to data processing under the PDP.

• Leads business planning and alignment beyond fiscal year boundaries across segments, partners, and teams to drive growth and transformation, define expectations for sale execution, and holds teams accountable for results. Defines where orchestration is needed for success, creates new points of entry for integration and collaboration, sets the tone for an organizational culture of inclusion. Shares best practices and a global perspective across the organization for managing competing priorities, reducing complexity for customers, and mitigating execution challenges, while maintaining a high level of accountability. Drives clarity when leading engagements across the organization by defining mutual and shared priorities across lines of business to drive impactful outcomes. Leads and coaches teams on engagements with key stakeholders to develop clear short- and long-term, execution strategies that meet customers' and Microsoft's objectives. Defines best practices across teams for developing go-to-market strategies based on mutual business needs and scaling across markets and globally.

• Supports and influences Corporate, External, and Legal Affairs (CELA)-led projects with in-depth technical insights on critical infrastructure, digital sovereignty, economy, national data strategies and novel technologies. Contributes to policy shaping and influencing efforts. May provide ad hoc support to CELA Standards Team in their engagement with National Standards Bodies to accelerate local adoption of international standards.*†‡

• Builds bridges between regulator and customer engagements on strategic Corporate, External, and Legal Affairs (CELA)-led tech-policy topics as a trusted advisor. Leads or contributes to the social impact programs of Microsoft. Establishes trust in Microsoft.*†‡

• Builds and maintains a broad executive network inclusive of partners. Cultivates an ecosystem of customer and external partners and defines where there is a need for partners to act in Microsoft's market to accelerate consumption and/or growth. Inspires and influences engagements between partners and executives on long-term business planning, development of scalable strategic partnerships, and influencing customer needs and outcomes across one or more industries. Ensures teams across their organization maintain relationships with an ongoing long-term focus that looks past quarterly and annual targets. Models and creates a rhythm of business (RoB) with customers and partners that enables continuous engagement and future strategic planning.

Technical Intensity

• Partners with the country or area Senior Leadership Team (SLT) and external leadership teams as a member in the subsidiary or regional team. Discusses the technology landscape of the country or region as a technical thought leader. Advises and influences the SLT on high priority industry and technology trends.*†‡

• Acts as a spokesperson for Microsoft to build and maintain public relations. Gives speeches or addresses media coverage on technologies or security and privacy domains and their impact.*†‡

• Promotes the demand for skills on new or upcoming technologies to ensure internal readiness, customer/partner skilling, and/or government elites. Identifies and leads advanced learning themes on identified thought leadership topics before programmatic internal material is available.*‡

• Identifies, engages, and builds networks with academic/research communities and/or higher education institutes to collaborate on market research, content of programs, and curriculum, and stay current on novel technologies. May drive the engagement with Microsoft Research community.*‡

• Acts as the internal and external security/privacy thought leader in the subsidiary. Leads security messaging direction for external outreach. Supports internal and external readiness on risk management, cybersecurity, privacy, and compliancy.†

Other

• Embody our culture and values