Consumer & Device Sales (CDS) purpose is to transform our business & partners to maximize the Intelligent Edge & Intelligent Cloud opportunity through; accelerating growth thru device ecosystem transformation, to delight every customer through vibrant local partner solutions, & enabling Distributors & Resellers to transform their business models with solutions customers love.

Device Sales Lead is the driving force for growth of ‘third party’ device sales & solutions across the company focused on the Consumer, Commercial & Education customer. A trusted advisor within the Consumer & Device Sales segment to the Windows Devices Group (WDG) & Global Sales & Marketing Organization (GSMO) through a deep understanding of the device business, partner ecosystem & associated business models in leading ‘One Microsoft’ as a subject matter expert to the subsidiary leadership.

The SEA region stands for South East Asia region; it consists of 6 main countries (Singapore, Thailand, Malaysia, Indonesia, the Philippines and Vietnam) and a group of emerging countries.

The SEA Device Sales Lead is the single point of accountability for the total devices revenue & activations, responsible for developing the local analysis & insights to deliver a high level of consistent sales performance & growth, executed through the local partner channels in alignment with category & device marketing aligned to the business priorities.

The SEA Device Sales lead will operate across the organization boundaries & functional teams to ensure close cross team collaboration focused on the key opportunities to drive the device assortment & solutions offerings & accelerate the revenue growth & health of the business.

Through strong executive presence in support of the key partner relationships & with a growth mindset develops high performing teams through inclusion & diversity, continual coaching, developing the key competencies & by adopting a continuous skills assessment creates an inspiring & rewarding culture within a high performing working environment.

The SEA Device Sales Lead is also a member of the S-KI senior management and people management and as such will be instrumental to design, build and execute a couple of strategic projects or strategic topics that will allow the SR to transform faster, optimize agility and impact and lead in terms of Diversity and Inclusion.

Responsibilities

People & Culture (15%): Diverse & inclusive teams, high performing and cross-geo within a unique team charter​ 

• Create the clarity needed within the team to execute against the FY20 priorities with precision, accountability & fidelity 
• Transform our people through Challenger Selling techniques & improve product & program readiness to execute 
• Growth in commercial sales & category capability & nurture SEA Device Sales engagement & executive 1/1’s​ 
• Embrace & role model the diversity & inclusion leadership principles, enable listening mechanisms to maintain WHI  ​ 
• Lead, motivate, develop and coach a diverse, cross-geo and high performing team whilst helping to attract and retain key talent 

Accelerate device sales growth (60%):  

• Compliance at the forefront of everything they do – ensuring the partner is fully compliant and internally all internal rules are followed. Achieve FY20 Revenue & Scorecard KPIs​ for sell-in & sell through synergies
• Land & scale the device sales growth framework, increasing paid share executing CAPOC, online SW Reseller monitoring & takedowns 
• Build scale through our GTM approach to distribution, setting clear selling season priorities, connected marketing campaigns & incentive programs using the Distributor Opportunity Tool to increase Distributor Reach, Frequency, Yield with CDS SureStep 
• Increase attach of O365 Business Premium & Office 2019 Home & Business through Distis & MNA reseller channel  
• Leverage the local partner/CTE relevance & differentiation to complement MNA portfolio assortment in Consumer, Commercial &Edu 
• Scale gaming through mainstream & high-end PC’s to pull through online subscriptions & services 
• Drive Server refresh, increasing Datacenter Mix & CAL attach 
• Working across the regional v-Team to drive accurate forecasting (98% predictability target), inventory management, revenue attainment and key scorecard metrics.  

Transform the device partner ecosystem (10%): Build out a plan for our products, people & channels ​ 

• Accelerate shift to the cloud with CDS CSP + Hybrid Server​ 
• Build & scale Device as a Service offerings at Distribution. ​ 
• Evolve Strategic Device Reseller capability by piloting DaaS & increasing focus on Education.​ 
• Accelerate growth of Named partners & scale with Tele-Account Management model in depth​ 
• Grow share in Entry & Gaming with modern devices & innovate offerings (e.g. Dynamic Store Bundle, Game Pass, Steam). ​ 

Commercial & Education through Shared Accountabilities (15%): 

• Integrate the Intelligent Edge/CDS into OCP solution catalog & harmonize sales, business models & CSD+OCP partner management 
• Partner with GSMO to lead with new device sales as the ideal upgrade path for customers from Windows 7 to Windows 10.​ 
• Execute M365 + New Device Co-Sell motion for Firstline Worker scenarios​ & accelerated growth of Microsoft Teams Devices​ 
• Partner w/GSMO to develop & implement a channel strategy to maximize assortment & ease transaction of the Microsoft EDU solution​ 

Qualifications

Leadership competencies: 

• Sales leadership & business excellence, driving growth, profit, profitability & reducing risk (the Wharton way) 
• Thought leader to rally internal & external constituents around MS Worldview, creates clarity, explains thoroughly, simplifies the complex to mobilize teams & partners  
• Change agent & serve as role model through trust & transparency, ability to build high performing team, high levels of empathy, demonstrate strong listening skills, selfless mindset, resilient & self-motivated 
• Being Brave, prepared to fail, willing to show vulnerability, able to look beyond personal bias; create/hire a diverse team; foster an inclusive working environment using the ten inclusive behaviors 
• Coaching for retention, development & business growth mindset, able to deliver tough news to partners & employees, whilst delivering a positive outcome.  

Critical future “game changers”: 

• Entrepreneurial mindset, creative, hunt for & ideate on new Device + Services opportunities to achieve impact 
• Model & coach Challenger – Sparing partner – Learner mindset, understands the competition, the market disrupters, the technology disrupters 
• Orchestrate complex negotiations with partners & role model expected standards & behaviours 
• Elevated & integrated picture of technology & process & Intelligent Edge & Intelligent Cloud Storytelling 

Functional knowledge & credentials: 

• Strategic sales planning, development & implementation; customize solution/value selling, 
• Financial acumen (budget, P&L, investment & OPEX accountability), turning Market/Partner Trends & insights into business plan 
• Device ecosystem sales experiences (OEM, ODM, Silicon through Channel (Distributors, Resellers)) 
• Technology acumen, understand it & how to use it in solution architecture 
• Commercial Sales & Category leadership by Microsoft solution area, create & inspire a shared vision for the team to follow 

Proven Track record:   

• Ability to influence for impact in a highly matrixed organization 
• Cross-geo, multi-cultural team leadership, supported by a role modelling Diverse and inclusive culture (at least 3 years in a multi-geo leadership role)
• Establish & maintain effective internal & external partnerships/networks 
• Sell In & Sell Thru Partner ecosystem experience, transforming ecosystems & driving shared business outcomes 
• Strategic business planning, analysis & insight, ability to learn/ramp fast to achieve impact 

Education: 

BS/BA degree is required. MBA preferred.   

*******APPLICATION CLOSE 22nd November ***********

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. 

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