Sales Director (Professional Services Sector)

The UK Professional & Business Services team, part of the UK Enterprise Commercial team, is accountable for leveraging deep industry and technical expertise in Professional & Business Services, to enable sales teams and partners throughout the UK to deliver relevant, customized, industry solutions and services, built on a secure, integrated cloud platform, to empower our customers to digitally transform their businesses. 

We are looking for a senior Business Leader to lead the Professional & Business Services Industry Enterprise Commercial team focused on a mission to accelerate the digital transformations of our customers in key industries and enable customer success across the UK.  

As the Professional & Business Services Leader, you will bring deep industry knowledge and a wealth of experience serving clients across the industry, along with the capability to motivate and inspire the organisation on a daily basis. In addition to managing the core business, you will drive strong relationships with senior industry leaders and provide strong business leadership while building and fostering a growth-oriented environment, enabling operations and delivery engine. If you have a passion for customer success; industry-focused business development and want to be part of the biggest and greatest digital revolution, we would love to hear from you. 

Our team culture is centred on embracing a growth mindset, inspiring excellence, and encouraging teams and leaders to bring their best each day. We also strive to have fun and ensure we give back to continually strive to improve the world around us. 

An opportunity to be at the forefront of AI. Leading the impact of AI on knowledge industries and driving its use cases across our built industry is a unique opportunity. 

AI is transforming the way we work, enabling us to harness vast amounts of data, automate routine tasks, and make more informed decisions. In the Professional & Business Services sector, AI can enhance productivity, improve customer experiences, and drive innovation. By leveraging AI, we can create smarter, more efficient processes and deliver greater value to our clients. 

• Extensive years of related experience: Sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, leadership roles in multi-tiered global organisation s, proven track record of selling complex solutions to enterprise customers and delivering customer business outcomes. 
• Experienced in complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Holden, Krauthammer, etc.), sales methodologies. 
• Experience leading cross functional multi-disciplinary & matrixed teams 
• Relevant industry experience across industry (Professional Services, Built, High Tech)  

The Acoount Team Unit Segment Leader is leading account teams to drive customer business outcomes, to help customers to digitally transform in their industry, to accelerate revenue growth, consumption, usage and customer adds. 

 
DEMONSTRATE CUSTOMER & PARTNER OBSESSION by... 

• Driving business value to customers and demonstrating that Microsoft is focused on their success. 
• Lead and empower account team to drive digital business outcomes for your customers across 3 Horizons that are relevant to their Industry and territory. Drive business growth through transformational wins and strategic partnerships by helping customers to innovate and build new business models. Execute on Industry clouds (if available), IPS (Industry Priority Scenarios) and Priority Sales Plays. 
• Win with Partners through joint account planning in all accounts and actively selling with priority partners for the industry and for the solution areas. 
• Accelerate Customer Satisfaction - you and your team being the Trusted Advisors to our customers, increasing Account Team Quality and improving Account Transition experience. Develop and intensify networks across Industry, Customer and Partner by building expertise in at least one relevant industry and by focusing on BDM audience. Demonstrate and model internal and external executive engagements. 

 
 ACT AS CULTURAL TRANSFORMATION LEADER by... 

• Role model learn-it-all culture by developing industry, management and leadership skills based on the Learning resources available. 
• Empower teams to take necessary time for external focus (customers & partners) and prioritize time towards external focus (for self & account teams). 
• Coach for excellence by adopting and applying new habits, executing on weekly/bi-weekly coaching rhythm with each seller and focused on driving customer outcomes and partner engagements. Coach ATS to deliver on technical role expectations based on guidance. Coach for CCE (Connected Customer Experience) execution across all ATU roles, most importantly across AE-ATS-CSAM collaboration. 

LEAD WITH BUSINESS EXCELLENCE to... 

• Accelerate sales execution and to deliver a predictable, healthy and compliant business. 
• Lead and empower frictionless orchestration across the Enterprise Operating Unit and hold the rest of the sub teams accountable for lead generation and pipeline velocity across 4 rolling quarters to deliver on targets. Lead the consumption business leveraging the customer journey process. Empower and inspire each and every seller to become modern digital seller. 
• Lead a 360 review at least once a year for highest propensity accounts including the key stakeholders across customer, partners and internal, ensure high quality account planning delivery on time, ensure account plans drive a step change increase in share of Customer Potential and Propensity (CPP) to maximize share of wallet, sign off account plans each quarter. 
• Achieve targets on Financial Revenue Accountability, billed revenue, consumption, usage, customer adds. Manage churn, anticipate and win against competition through our technologies and partners by differentiating the values of our solutions. 

 
MICROSOFT MANAGEMENT DEVELOPING THE BEST IN THEIR PEOPLE 

• Achieve team and organisation priorities. As a manager, personally commit to deliver success through empowerment and accountability by: 
• Modelling: Live the culture, values and leadership principles. Share your management philosophy with your team and make it real through your words and actions. 
• Coaching: Enable others’ performance. Build management skills by completing your learning path and development opportunities. 
• Caring: Empower others to discover, connect, and grow. Have healthy, candid conversations (Connects, Perspectives, 1:1). 
• Trust and Compliance: Personally, commit to generate and protect Microsoft trust by modelling integrity every day and contributing to ethical sales and sustainable growth. To be updated for FY22 Compliance priority 
• Model integrity and ethical behaviours every day. 
• Operate in full adherence to Company policies and processes and ensure timely 100% completion of online mandatory Compliance Trainings. 
• Cooperate with audits and other compliance processes & controls and help on remediation actions. Be proactive in identifying risks inherent to your role and escalate concerns.