Director Global Accounts- Lead(705869 -Original)(1) Job
Job Category: Sales Location: United States, NY, New York Job ID: 705869 8981 Division: Consumer & Online
Microsoft Internal Job Description Global Accounts US Team Lead
Job Title: Specialist Sales Manager PCN and Comp Plan: S13 Compensation Plan Proposed Level: 65 PCN: Location: USA Reports to: Director of Global Accounts The Global Accounts Team reports into the Global Ad Sales leader for Microsoft Advertising Discipline: Global Accounts/ Sales Job Profile What purpose does the Global Accounts US team lead role serve? To lead a team in the management and development of Top Global Marketers securing their long term commitment to Microsoft Advertising's products, services and technologies while achieving annual revenue targets. This role will manage a team of US based Global Account Directors, Account executives and their support Global Account Managers to engage at the CMO organisation level with USA based Global marketers. This team will be responsible for partnering across the organization to maximise revenue output and execution via defined projects, work streams and category initiatives. Key responsibilities 1. The goal of the team is to Build and maintain world class customer relationships with the CMO office in the named global accounts.Thus committing them to sustained growth of Advertising Spend on Microsoft Affiliated media properties and technologies. 2. Lead the engagement with EPG, Ad platform teams and DPE in the USA on joint account planning and One Microsoft approach to the named client base. 3. Be the team conduit to local Field execution and joint account planning 4. Develop and Manage excellent partnerships with Regional leads and key HQ stakeholders 5. The US team lead will also be pivotal in engaging with the Global Director of Accounts to be the nexus between Global Communication share of best practise in the Top 100 Accounts and a senior spokesperson for the Global team in this region. 6.Manage Microsoft Executive Sponsorship 7.Create a people centered organisation with outstanding competencies and satisfaction 8.Report regional Account Activities, trends and wins/pipeline
Deliverables, Tasks and Success Criteria Job Deliverable: Build team and execute engagement strategy on US Global Accounts Key Success Criteria: Define engagement on specific client accounts and facilitate accelerated revenue streams for Microsoft Advertising as well as developing CMO organisational relationships Deliverable #1: Partnering Strategy Key Success Criteria: Source the fastest Growing revenue Account's for MSA from client list SWAT Marquee Wins Map and co ordinate client engagement based on opportunity tiers Organize and Facilitate Cross Organizational engagement and process for the USA Key Tasks: Quickly establish client CMO organization relationship and revenue opportunity snapshot near, mid and long term Internal Global V team formed on each defined account. Client organisation infrastructures and regional/local teams introduced to local MSA field where relationships don't exist Engage with Agency GAD/s to develop communication strategy with the AOR Facilitate COS on Tier 1 Client opportunities Deliverable #2:Accelerate Client Revenue to MSA through Central, local and SWAT WINS Key Success Criteria: 6 Marquee Client Wins in the USA Accelerated Revenue to $10 mill incremental per GAD in the USA Global ROB established with each Account Key Tasks: Communicate the Microsoft value proposition to the partner. Facilitate MSA engagement on opportunities with relevant product group/Global Creative services Regularly review and track Microsoft progress against commitments to and Conditions of Satisfaction (COS) where we have a program agreed Filter New Revenue streams down to execution with local and multinational sales teams Deliverable #3: Co ordinate One Microsoft Approach to named Clients CMO teams Key Success Criteria: Joint Microsoft and partner opportunity planning sessions are being conducted. Joint pipeline review meetings are benefiting both sides Client objectives are being met from our Cross Team approach Key Tasks: Articulate client's aims and objectives to global v-team members Facilitate CMO engagement and inclusion to Microsoft partner events Manage and develop excellent partnerships with Regional leads and key HQ stakeholders. Partner with EPG and DPE to investigate client win opportunities and conduct joint account planning Share client best practices to scale and leverage across multi-markets Report clients activities, trends, competitive intelligence, and industry sector best practice to field Candidate Profile Qualifications Area Qualification Description of what is required/preferred Experience What work experience is essential to the job? How many years of previous work experience would it typically take to gain sufficient experience in these areas to minimally fill this job role? No related experience 5-8 years of related experience 1-3 years of related experience 8-10 years of related experience 3-5 years of related experience 10+ years of related experience
Proven experience driving results with large advertising agencies Building Customer/Partner Relationships Deep understanding of the online advertising business Client wins in complex and large deals
What type of supervisory or management experience would be necessary to fulfill the job requirements, if any? Extensive experience in sales/ business development is required. Supervisory or management experience preferred. Education What education is typically required for the job? Required Preferred Required Preferred High School MBA/Master's Degree Associate's Degree PhD Bachelor's Degree Professional Training Consultative Selling, Negotiation, Digital Marketing Solutions, Cultural Sensitivity, Comparable Jobs Source Comparable Jobs Internal Account Executive, Sales Manager External Account Executive, Partner Representative Non-Microsoft Prior Work Experience Business development or media sales in leading traditional or online media publishers or Advertising companies Job-Specific Skills and Knowledge Support development and maintenance of the following skills and knowledge *Refer to the Appendix on page 6 for full details on skill/knowledge levels Subject Matter Expertise 200 to 300 Level knowledge of the tools and resources used by partners and customers and their Lines of Business (e.g., financial metrics and statements, industry and analyst reports, executive dashboards, etc.) 200 Level knowledge in the principal Line of Business or functional applications used in targeted industries (e.g., claims processing in insurance industry and inventory management for distribution companies, HR and payroll systems, etc.) Microsoft Offerings 400 Level knowledge of Microsoft Advertising Media Offerings and Consumer services 300 Level knowledge of basic Microsoft Advertising platform technologies 100 Level knowledge of Enterprise products Competitor 200 Level knowledge of major competitors 200 to 300 Level knowledge of the Partner Ad Agency Hiring Profile Seek candidates possessing the following indicators of success Is experienced in building partnerships that help customers grow their businesses and deeply understands customer relationship-building as a discipline. Is experienced and adept at getting people working towards a common goal; consistently demonstrates strong people management skills. Is tough skinned; shows no fear in the face of challenges Consistently demonstrates integrity and honesty. Knows how to deliver on promises. Has in-depth knowledge of major accounts, their customers and their industry challenges. Is organized with strong prioritization skills. Is creative and innovative. Microsoft Sales Competencies Sales Competencies and Proficiency Targets Competency Proficiency Target Competency Proficiency Target Confidence 3 Technology Expertise 2 Impact and Influence 3 Building Customer/Partner Relationships 4 Interpersonal Awareness 4 Value Selling 4 Cross-Boundary Collaboration 4 Strategic Sales Planning 3 Team Leadership 2 Drive for Results 3
Appendix: Job-Specific Skills and Knowledge Levels The following defines the 100 to 500 level scale used in the Job-Specific Skills and Knowledge section above Skill and Knowledge Level Descriptions Level 100 Conversant. Aware of key issues associated with the technology or skill, where and why it is appropriate to use, and major limitations on applicability. Knowledgeable of appropriate terminology. Aware of limitations of own knowledge, and of how and when to seek additional expertise. Level 200 Literate. Has received in-depth training in the technology or skill, and is knowledgeable on methods and procedures for its application. Capable of practicing the technology or skill, but lacking in substantial real-world experience in execution and implementation. Level 300 Practitioner. Fully trained and competent in the technology or skill, with appropriate real-world experience in its application. Uses the technology or skill on a regular basis, and is knowledgeable of business, technical and other challenges and critical success factors for implementation. Level 400 Fluent. An acknowledged leader in the use and implementation of the technology or skill, with multiple instances of successful implementation of the technology or skill, including success stories and case studies to demonstrate credibility with customers, partners, and Microsoft employees.
Global
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