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Job Description
Change Management and Sales enablement (70% of time)
- Apply a broad and deep understanding of customers, partners and internal groups' needs, drivers, and decision-making processes to drive transformation across all licensing go to markets in geography.
- Influence business improvement and revenue shift by managing, and effectively coaching field and partners
- Identify and develop strategic relationships with internal change management counterparts, area leadership and stakeholders, partners, and customers and partner closely for mutual success
- Use expertise and influence in field to lead partner and customer engagements.
- Use voice of customer frameworks and industry metrics to understand customer, partner, and internal group satisfaction, and develop scalable strategies for improvement.
- Provide sales and licensing guidance to sellers to ensure customers are moving into proper program. Review pipeline to ensure guidance followed. Create COE as appropriate.
- Orchestrate licensing training across the BGs and the segments. (Web casts, roadshows, & sales workshops) including on-boarding and "stay current" training for field and partners.
- Be a trusted advisor and ambassador for the commercial licensing business in the market - internally, with partners and across the market ecosystem - positioning modern commerce, driving awareness and generating excitement in the market - in 1:1, 1:few and 1: many forums, in person and digital
- Continually work on a scalable approach to expand licensing messaging, across multiple channels, both traditional and digital
- Partner with segment and sales leaders to build a pipeline of product licensing advocates among our customers and partners
- Coach field and partners in product licensing know how, demos, modern storytelling, compete, and tools
- Influence business improvement by managing, and effectively coaching field and partners through change initiatives.
Business and Monetization (30%)
- Establish and be accountable for the business goals and targets of supporting cloud revenue across products in area/subsidiary
- Leverage deep understanding of modern commerce and the local business to apply thought leadership in identifying revenue opportunities
- Provide business leadership and insight in driving governance and changes to commerce model
- Provide influence & orchestration, cross segment, cross discipline (sales, marketing, services, and partners) and between the area/sub and Corp.
- Drive cross subsidiary collaboration health within area
- Influence the product planning prioritization to meet the local market’s needs
- Provides proven thought leadership to set the direction and approach for modern commerce to achieve clear and measurable outcomes for the business
Job Requirements
Experiences
- 10 years of related experience
- Experience managing complex projects, consulting, and leading virtual teams in cross-functional settings
- Solid experience in driving change management and driving sales behaviors across complex organizations
Skills & Knowledge
- Broad Strategic Management Vision
- Deep customer focus and understanding
- Strong core marketing communication skills & experience
- Highly analytical - ability to understand business metrics, customer and market trends
- The ability to think differently, adapt and drive new best practices
- Knowledge of Microsoft’s Commercial licensing programs, customers, sales motions etc is a plus
Education
- Bachelors degree (B.S./B.A) required and/or experience in relevant fields eg: business, marketing, information technology, operations, finance. Masters degree preferred
Desirable qualifications include formal training in Prosci Change Management, project and process management, financial accounting, business strategy and operations and/or internal controls
