Public Sector Lead - WECA

The Public Sector Enterprise and Partner Group is responsible for driving sales into the Major and Corporate Account space and ensures that Microsoft builds long term sustainable relationships with customers in this area through our Customer Satisfaction, Compete and Business value delivery efforts.


The role demands a candidate with business development and strategic account management experience in the Enterprise market who is very familiar with the business and IT requirements. The candidate should have experience in selling Software and/or Services into this market. The candidate should be comfortable managing a team of diverse sales and technical professionals and be competent in leading and guiding a sales team.

The role is measured against the following outcomes :
Deliver against all commitments and those of the team
Achieve industry (ATU) sales revenue by Business Group
Achieve industry (ATU) sales quotas as per the segmentation of accounts
Sales predictability and forecasting accuracy
Execution efficiency measures - utilizing tools, processes, people efficiently (reports, pipeline close rates, etc.) - drive process adherence within the team
Ensure the completion of account plans for each account according to the Enterprise standards thereof, and the ongoing use of these plans to build the business maturity of the team
Competitive wins
Growth of market share
CPE metrics
People leadership score (WHI, LHI)
“Up skill” the team to continuously improve sales efficiency and effectiveness

The role is responsible for the people management of the following people which includes reviewing performance on an annual basis:
Account Managers
Solution Specialists (depending on industry)
Account Technology Specialists

The role is responsible for internal communication between a number of team members and virtual groups and require close coordination of activities between the following:
Interdependencies and Partnerships: Virtual Account team members, including Inside Sales, CAS, Account Managers, Sales Managers, BG Leads, Product Managers in BMO, BG Leads, Services Executives and Services Engagement Managers

The position is responsible for external communication to:
Key customers in the Enterprise - relationship building, representing Microsoft, customer satisfaction, growing market share, winning business and beating competitors.
Partners - relationship building, representing Microsoft, driving partner alignment, readiness and sales.
Press - representing Microsoft.

Bachelor's or Master's Degree Required.

p 5 to 7 years of selling experience
p 5 years plus sales and people management experience in IT
p Ability to develop business strategy, and sales plan, and lead people to execute
p Understanding of the Microsoft licensing programmes
p Computer Industry Background
p Familiar with Solution Selling approaches
p Ability to work independently
p Knowledge of competitive products


Interested candidate should apply online