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Microsoft is on a mission to empower every person and every organisation on the planet to achieve more. At the heart of this mission is our focus on enabling citizens across the UK through our work with Public Sector customers, and the ecosystems that enable them.

The UK Public Sector space is fast moving, dynamic and innovating at scale to deliver against a range of exciting opportunities, and some of the biggest challenges facing the UK. Across healthcare, education, defence and security, Central Government and Local and Regional Government transformation is accelerating, fuelled by AI which has the potential to revolutionise how Government operates for the benefit of UK Citizens.

This is a leadership role that sits at the forefront of these efforts, accelerating our depth and impact with critical customers across the Public Sector space, from reinventing the process for discovery and development of innovative new treatments in the health space such as AI use cases for disease detection and treatment through to delivering new modes of teaching and learning in the education space to drive inclusion for disadvantaged students. The variety and possibilities are endless.

This role leads a team of deeply passionate people across a range of disciplines, where leading with vision, simplicity and focusing on sales execution excellence are all critical for both short and long term success in this complex marketplace.

Responsibilities

People Management

• Managers deliver success through empowerment and accountability by modelling, coaching, and caring, equipping a great team to seek and deliver against our opportunity and vision for the sector.

• Model - Live our culture; Embody our values; Practice our leadership principles.

• Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.

• Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

Managing Partner and Leader/Stakeholder Relationships

• Enable our team by working to unblock challenges and maximise market opportunities across key roles (e.g., Digital Sales, Field Sales, Marketing, Category Teams and Field Specialist teams) to optimize customer lifetime value by supplementing global data with local insights for optimisation.

• Proactively cultivates trusting and influential relationships with leaders/stakeholders, while also leading a team to elevate leaders/stakeholders relationships and execute on Microsoft sales strategies with business and technical decision makers to secure buy in and close sales.

• Defines and demonstrates strong leader/stakeholder engagement strategies to enable their team to build strong relationships with leaders/stakeholders to drive strategic change decisions, including ability for close partnership with Corporate & Legal Affairs (CELA) on relationships and stakeholder mapping.

• Advocates on behalf of stakeholders internally, ensuring requests and needs across their book of business are being addressed. Focuses on the customer and partner business initiatives.

• Brings value to the both local UK leadership teams and corporate stakeholders.

• Drives partner engagements, behaviours and partner decision making. Navigates complex sales cycles through multiple ecosystems (e.g., customer, partner, retailers, integrated service/software vendors [ISVs]) and centralized marketing engine.

• Coaches and guides the driving of end-to-end business solutions to increase average deal sizes. Drives cross-organisational clarity and supplements global data with local insights to optimise for customer lifetime value through acquisition, retention, and growth strategies leveraging scalable routes to market. Examines changing business model transformation for the consumer business to ensure that Microsoft products are effectively incorporated into retailer's business models to drive acquisition and retention.

Delivering innovation for our customers:

• Improves upon existing strategies and helps develop new strategies for teams to better understand business outcomes that drive AI adoption and acceleration across Public Sector relevant to their UK Public.

• Enables and empowers managers (e.g., specialist sales, category managers) to drive cloud/subscription businesses, AI, and early adoption programs growth at or above targets, and accelerate customer value realization through cloud services consumption across our solution areas.

• Ensures others are able to manage and coach cross-organizational teams on strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value. Leverages subject matter experts' deep understanding to translate industry insights into partner engagements and sales meetings by understanding partner specifics. Leads a diverse and inclusive workforce.

• Creates/hires a diverse team.

• Fosters an inclusive working environment via the ten inclusive behaviours. Influences the sales leadership agenda across Microsoft field and contributes with establishing vision and flawless execution of solution sales across different customer scenarios. Holds teams accountable to set, drive and execute strategic plan for area of accountability including influencing strategies across multiple stakeholders considering synergies with other products, cultures, geographies. Influences Microsoft's strategic direction across various markets.

• Acts as a thought leader in the PS space across solution areas to advise customers. Creates a culture that accelerates growth and enables business transformation through technology and partnerships with C-Suites.

Culture and Leadership at Scale

• Establishes and drives existing and new initiatives and capabilities needed to drive success within scope of accountability.

• Actively works to develop/mentor/coach talent internally or develop plans to attract needed talent to Microsoft. Positions oneself as thought leader and Microsoft advocate to connect with customer, and partner.

• Scales organisational capability, actively drives and operationalizes change to meet the dynamic needs of customers, partners, and ecosystem. Oversees collaboration efforts with other teams and organisations to determine the health of co-selling process within the region, and addresses internal and partner capacity and capability needs.

• Proactively develops and socialises strong customer engagement strategies among internal stakeholders and partners' leadership teams to build trusting and influential relationships that drive brand growth, and loyalty and ongoing business value. Serves as coach, advisor, and mentor for others on business model transformation and innovation with the area leadership team. Scales organisational capability, actively drives and operationalises change to meet the dynamic needs of customers, partners, and ecosystem. Ensures Microsoft's standards of business conduct are embedded into and aligned to the Microsoft mission in all aspects of engagement with customers, partners, employees, etc. Encourages and empowers teams to share learnings, calibrate on challenges and trends, and leverage pre-existing resources to promote community sharing across the subsidiary. Coaches team to create and sustain value and trust with customers and partners by respectfully challenging their decisions and/or areas for improvement, explaining cost impacts, project context, business impact, etc., and encouraging them to consider alternative approaches as appropriate.

Performance Growth and Improvement

• Sets expectations for team and coaches team to successfully execute the sales plays and customer/partner transformation strategies (e.g., reshape the partner and customer ecosystem, accelerate connection to customers through excellence in sell or co-sell motion execution). Provides leadership and strong orchestration ensuring high quality transition and data sharing to ensure that Microsoft consistently provides the best customer service to customers, partners and internal employees. Provides leadership and coaching to drive manager or cross-team results. Supplements global data with local insights to optimize for customer lifetime value through acquisition, retention and growth strategies leveraging scalable routes to market.

Sales Planning and Execution

• Drives cross-organisational alignment on a strategic plan and collaborates with key senior leaders who are stakeholders and provides leadership for what gets planned (e.g., drives the actual plan, lands overall strategy, drives alignment to that strategy, and helps ensure the plan is executed). Engages with C-Suite executives and coaches teams on how to leverage broader Microsoft organisation to better understand customers, including building positive working relationships with Crown Commercial Services, regulators and other influencers and lobby bodies. Drives alignment, influence, and impact across the organisation by helping to nurture and grow senior leaders within the organisation. Drives proper resourcing, sharing, and alignment with other groups across Microsoft. Drives Customer Acquisition, Retention and Growth initiatives in all segments.

Orchestration and Collaboration

• Seeks new scenarios where orchestration and collaboration would be needed, triaging gaps. Understands where new relationships may be needed, either internal or external to Microsoft. Ensures team is working according to intent.

• Ensures clarity of roles and responsibilities within the team and is held accountable accordingly. Drives clarity on co-sell opportunities with ecosystem partners with whom the team works. Coaches managers and teams on available resources within the organisation and how best to leverage them. Creates clarity of priorities for managers and teams.

• Protects the team's capacity to deliver on highest priorities. Proactively seeks other organisational opportunities for an improved 360 view of the One Microsoft.

Qualifications

Required/Minimum Qualifications

• Bachelor's Degree in Business Administration, Computer Science, Engineering, Business Management, or related field AND significant related experience, including senior sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, exceeding quotas by leading sales teams along complex sales cycles through a partner ecosystem and centralised marketing engine, Global, Area-level Business Management as a leader of Sales, Customer, Partner teams selling technology solutions/practice development, cloud/infrastructure technologies, and/or subscription services

• OR equivalent experience.

Additional or Preferred Qualifications

• Bachelor's Degree in Business Administration, Computer Science, Engineering, Business Management, or related field AND deep related experience, including senior sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, exceeding quotas by leading sales teams along complex sales cycles through a partner ecosystem and centralized marketing engine, Global, Area-level Business Management as a leader of Sales, Customer, Partner teams selling technology solutions/practice development, cloud/infrastructure technologies, and/or subscription services.

• OR Master's Degree in Business Administration, Computer Science, Engineering, Business Management, or related field AND demonstrable and deep experience, including senior sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, exceeding quotas by leading sales teams along complex sales cycles through a partner ecosystem and centralized marketing engine, Global, Area-level Business Management as a leader of Sales, Customer, Partner teams selling technology solutions/practice development, cloud/infrastructure technologies, and/or subscription service.

• OR equivalent experience.

   

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .