General Manager-Capital Markets

Microsoft

Location: Boston, Massachusetts, Hartford, Connecticut, Jacksonville, Florida, New York, New York, San Francisco, California, Woodbridge Township, New Jersey

Job Type: Full time

Posted

Men
16%
Women
Show that gap who’s boss!
Women are 16% less likely than men to apply to a job once they’ve viewed it, but are 16% more likely to get hired after applying to a job.*
*LinkedIn Talent Solutions Gender Insights Report 2019

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

  • Driving Business Growth by Customer and Partner Obsession
  • Actively maintains and leverages a comprehensive understanding of customers' business needs, strategies, and priorities across the industry or industries across teams represented in their portfolio. Draws insights across books of business and influences/leads cross-functional leadership to affect decisions and strategies in alignment with customers’ current and anticipated needs across teams to influence customer needs. Champions applying a consultative approach to understand factors impacting customers' business and articulates how products and services will have positive impact and accelerate customers' digital presence. Socializes best practices for tailoring solutions that satisfy customers' key performance indicators (KPIs) and align partner solutions to customer and industry needs.
  • Leads the development of high-impact innovative solutions that enable digital transformation across the customer set and drive outcomes that create business value for customers. Inspires their organization to integrate strategies that showcase the value added by digital transformation based on specific account needs, industry trends, and thought leadership related to transformation. Ensures high-profile line-of-business wins are captured (e.g., press release, video), referenced, and socialized across regions and industries, and showcases the impact of those solutions for broader distribution. Sets expectations on how to achieve full alignment within organization in order to execute effectively.
  • Empowers virtual teams to define strategies, objectives, and a rhythm of business (ROB) for account planning across the customer set, clearly articulating standards and priorities. Directs and coaches team(s) or manager(s) where and how to invest account management resources and other stakeholders. Oversees and directs maintenance of periodic coaching rhythm with sellers. Coaches, inspires, and influences engagements between internal and external senior decision makers on long-term business planning, the development of scalable strategic plans, and anticipating customer trends and needs across aggregate accounts.
  • Defines and drives long-term strategies aimed at maintaining levels of customer satisfaction, and manages and leverages key executive relationships across books of business to understand systematic drivers of satisfaction and/or dissatisfaction. Oversees and directs business portfolio management to contribute to overall business growth. Holds teams accountable for customer (dis)satisfaction issues and coaches teams on best practices for resolving those issues. Ensures internal and external executives are aligned on success measures, and drives orchestration across teams to anticipate customer satisfaction issues/risks, determine the root cause of problems, remove blockers, and establish recovery action plans to improve customer's overall experience. Drives customer engagement across organizations by participating Microsoft advisory boards, etc. to provide feedback.
  • Drives the development and implementation of scalable strategies for maximizing selling and customer add opportunities across teams in their organization. Holds teams accountable for optimally leveraging storytelling strategies, ensuring plans highlight Microsoft's and partners' solutions to elevate customers' business, and driving customers to expand budget allocated to Microsoft. Drives growth, revenue, and adoption by sharing best practices across teams and leveraging expertise across teams to identify and act on new opportunities. Sets the expectations for and enables teams to be self-sufficient in exhausting all opportunities to develop relationships with new and existing customers.
  • Facilitates the development and application of mature and dynamic business planning to manage business portfolios across books of business. Holds teams accountable for developing strategies for accounts that yield high-volume sales and open new opportunities for Microsoft, as well as its partners and customers, and that align with long-term plans, budgets, and forecasts. Defines a vision and framework for guiding sales teams' interactions with multiple, diverse cross-functional teams and industry experts on plan execution for various accounts. Directs teams to capitalize on opportunities to scale business through internal and/or external partners by emphasizing mutual business growth with partners' leadership. Sets the expectation that account details and outcomes are accurate and are reported back to business stakeholders at the appropriate project milestones.

Business Excellence

  • Evaluates revenue and consumption/usage across segments and markets, works with partners in Finance and business group cost-volume profits (CVPs) to drive further action (e.g., improving accuracy, ensuring realism), track forecasting trends across fiscal years, and drive reforecasting where appropriate. Delivers and demonstrates judgment on Chief Financial Officer (CFO) report to develop longer-term forecasting.
  • Oversees and directs actions across complex business areas, and manages planning and prioritization efforts across accounts to ensure that individuals and teams within and across organizations follow-through with appropriate responses to account needs. Defines long-term expectations and goals across teams to guide the identification of strategic customer opportunities and the development of pipeline strategies, and to ensure strategy alignment with business priorities (e.g., forecasting, risk management). Shares best practices across individuals and teams above and below them for assessing and adjusting priorities, and reducing complexity for customers in concert with sales teams, while maintaining a high level of commitment and accountability. Defines priorities for projects across multiple lines of business to drive business outcomes.
  • Acts as an advisor when directing and holding virtual teams accountable for addressing execution and customer escalations, defines strategies and best practices for consistently executing prompt and swift corrective actions across industry verticals. Clearly articulates current and anticipated support needs for account management and internal partners across their organization to enable teams to proactively address customer escalations and revenue, delivery and consumption blockers and/or sellers blockers. Establishes expectations for customers/partners accountability as part of the escalation cycle. Defines contract elements (e.g., terms and conditions), contract negotiation, and risk management strategies.
  • Proactively expands network of key internal and external partners and other business decision makers across their business areas to ensure execution of core tasks and transactions, grow partner impact, and to provide seamless and scalable account management experiences. Drives engagements with key internal partners to develop and promote long-term, mutually-beneficial strategies, and works to formulate expansion strategies that ensure customer success. Shares best practices across teams for identifying broad influencers and proactively engaging them to drive Microsoft's perspective across accounts. Defines where there is a need for a partner(s) to act in Microsoft's market to accelerate consumption and/or growth.

People and Cultural Transformational Leader

  • Positions oneself as a thought leader and trusted advisor to executive-level business decision makers across their business areas. Leverages and socializes best-in-class sales and communication techniques to ensure sales teams are optimally equipped to lead teams. Sets expectations and defines strategies for sales team to build stronger relationships with both internal and/or external decision makers across business areas.
  • Proactively develops and socializes strong customer engagement strategies among internal stakeholders and partners' leadership teams to build trusting and influential relationships that drive brand growth, loyalty, and ongoing business value through multiple levels of the customers' organizations. Defines expectations and strategies for being seen as trusted advisors. Articulates Microsoft's and partners' point of view and creates deep and long-term connections between Microsoft account team members and customers' leadership (e.g., individual contributors to C-Suite) to influence purchase decisions, increase interaction and participation, and expand impact into other segments.
  • Cultivates a climate across teams where customer needs are articulated and championed internally to influence decisions and strategies in alignment with customer needs. Oversees efforts with internal stakeholders to influence change and/or execution across the organization and into the industry.
  • Defines expectations and strategies for the teams to adhere to throughout the development and the delivery of compelling, value-proposition presentations (e.g., with the use of business cases) and specialized business plans for clients that drive business outcomes across books of business. Coaches/influences internal and external leadership by presenting business plans that generate new opportunities. Coaches others to tailor presentations for clients and socializes best practices across teams in their organization on how to tailor industry-specific presentations. Utilizes examples from other customers in the industry to demonstrate a mix of industry- and customer-focused needs being met when presenting business plans to clients. Represents Microsoft as a thought leader by speaking at industry panels.
  • Defines strategies and expectations for team(s) to leverage a deep understanding of clients' and/or customers' business models, and priorities to facilitate the development of marketing and business strategies aimed at growing opportunities among current and new clients and/or customers. Sets expectations for customer and partner obsession across teams by driving business value to customers and demonstrating that Microsoft is focused on their success. Empowers and aligns team(s) to achieve customer and partner goals. Draws insights from aggregate feedback and validates it to enhance capabilities broadly across their organization, and to continuously adapt Microsoft's messaging to ever-changing business needs and landscapes. Consistently socializes best practices across teams for contact with clients and/or customers and communication strategies that articulate Microsoft's offerings and value propositions. Identifies integral connections between local and global teams to be developed in order to enhance global market understanding.
  • Drives workforce planning, talent acquisition, recruiting, succession planning, and change management processes. Holds teams accountable for and exemplifies how to have hard conversations, navigate employment law, support diversity and inclusion initiatives, and how to motivate/coach someone's behavioral changes. Identifies "talents of the future," what will be needed in the role as time goes on/as the role evolves and determines how to build their workforce around that. Ensures that they and other coaches constantly adapt their coaching techniques to the most up-to-date expectations. Recruits individual contributors as well as leaders, understands the market and how to attract talent over competitors, and oversees leader development. Influences the market by having presence and visibility that facilitates recruitment of market talent. Creates people agendas that address the needs of the future and enables talent to grow by giving them exposure with leaders. Cultivates strong relationships with human resources and learning/development teams to deliver on what is needed to develop and maintain talent.
  • Leverages a strong knowledge of and experience with Microsoft's product landscape, solutions, and strategy to address customer's needs. Champions partnerships with internal industry experts (e.g., with industry solutions executives) to strengthen understanding of the industry market across teams. Shares key insights internally to drive growth and influence business capabilities. Shares a deep expertise of customers and competitors with extended sales team members and leadership to inform new them of competitor strategies and improve business impact across teams. Represents Microsoft as a brand ambassador to external stakeholders, influences the market in determining what the future will hold, and establishes and coordinates connections between team and functional leaders to enhance understanding of the practitioner perspective. Sets the expectation for teams to leverage the work of others (e.g., industry/sales executives) to enhance their own account planning.

Other

Qualifications

Required/Minimum Qualifications

  • Bachelor's Degree in Sales, Marketing, or technology related field AND 10+ years of experience in sales leadership and people management and/or driving business growth or customer digital transformation, sales management, or leadership
  • OR Master's Degree in Business Administration degree in Sales, Marketing, or related field AND 8+ years of experience in Sales, Advertising, or Marketing and/or driving business growth or customer digital transformation, sales management, or leadership
  • OR equivalent experience.
  • 5+ years people management experience.

Additional or Preferred Qualifications

  • Bachelor's Degree in Sales, Marketing, or technology related field AND 15+ years of experience in Sales, and/or driving business growth or customer digital transformation, sales management, or leadership
  • OR Master's Degree in Business Administration degree in Sales, Marketing, or related field AND 12+ years of experience in Sales, Advertising, or Marketing and/or driving business growth or customer digital transformation, sales management, or leadership
  • OR equivalent experience.
  • 5+ years experience in a global technology company
  • 5+ years selling into Financial Services

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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