Director - Commercial Business - Microsoft - Hong Kong

Job description
The ATU Director role adds value to customers by providing an executive presence and continuity to customers at the subsidiary or district level. Success is measured by customer satisfaction (results from NSAT scores and anecdotal feedback), an expanded # of customer contacts and increased penetration into other areas of the customer’s business.


The Hong Kong ‘Commercial Business ATU Director’ is responsible for 35 of our largest customers in Hong Kong. The ATU team is made up of Account Managers and Account Technology Specialists.

How does the ATU Director role add value?

The ATU Director role adds value by:
1. Leading a consistent and predictable sales business where team members are enabled to perform at their best.
2. Developing high-performing ATU teams and team members who are considered to be the best sales assets in the market.
3. Developing and growing strong customer executive relationships between Microsoft and customers.
4. Driving integration and orchestration within the Leadership team.
5. Ensuring execution of vertical and local/regional/Corporate strategies and alignment of these strategies in each account teams’ account planning efforts and execution against these plans.

How is the ATU Director role unique from other roles?

The ATU Director role is unique in:
1. Its leadership of an account team that is diverse, with a focus on managing and developing to this diversity of skills, motivations and goals.
2. Its enablement of team members who consistently meet or exceed sales targets, surpass stretch goals and develop professionally.
3. Its ability to demonstrate integrated market thinking, bringing customers, partners and Industry Priority Solutions Scenarios (IPSS) together.
4. Its responsibility for ensuring that his/her business is effective, predictable and consistent.
5. Its focus on the customer relationship and partnership, bringing feedback from the customer to Microsoft, enabling executive relationships and providing continuity for customers at the local subsidiary or district level.
6. Its enablement of Microsoft strategies and initiatives, guaranteeing their implementation within his/her ATU.

What are the key initiatives and challenges facing the ATU Director role over the next 6 months to 3 years?

The key initiatives and challenges facing the ATU Director role are:
1. Ensuring ATU team members and opportunity resources sell broader and deeper into the customer business.
2. Working effectively with other team units and with Marketing and Services in coordinated operations to drive revenue targets, optimized sales productivity, penetration goals, deployment objectives and customer satisfaction.
3. Driving accountability and ownership of processes and clarity around opportunity engagement (handoffs, resourcing, partner attach).
4. Continuing to advocate/drive sales excellence with all team unit and group Leads.

Requirements:
- 8-10 years of relevant experience
- Has experience in a sales environment, leading a team of high-performing sales individuals through successful sales cycles with customers.
- Has extensive experience “hiring smart”; understands the impacts, both positive and negative, that hiring decisions can have on team members and other groups and does not make compromises simply to meet headcount requirements.
- Is focused more on his/her team’s performance than on his/her own performance; measures his/her success by having each team member meet or exceed targets.
- Is adept at developing the skills of team members by understanding their individual requirements and providing the right coaching and mentoring activities to close gaps in performance.
- Is trustworthy and trusting; creates environments where individuals feel comfortable sharing issues.
- Has experience successfully collaborating and managing by influence (of non-reporting groups, peers or individuals).
- Has strong business planning and instilling business discipline skills, and encourages team members to develop targeted plans.
- Has experience effectively managing the business operations of an evolving sales force, within a larger matrixed model.
- Is comfortable in executive settings with senior levels within customer and partner organizations; knows the challenges these executives are facing.
- Is organizationally agile; can navigate a complex organization to reach a goal or objective; is effective at positioning gives/gets.
- Knows how to establish and manage to guidelines, roles and responsibilities of others.
- Has experience in turning around poor performing accounts and/or sales teams.
- Is fluid and flexible, is able to deal with ambiguity; leads change with his/her team members, championing the benefits of the change and overcoming the resistance.

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