GM, Americas Incubation Sales - 723832

The SMSG Incubation Sales team is recruiting a Sales General Manager for the Americas region. The Americas GM is responsible for driving sales across 7 Incubation businesses in FY11; Windows Azure, UC Voice, Bing Maps, HPC, Identity Management, Windows Phone and Parallel Data Warehouse. The Americas GM will manage an organization of 200+ specialist sellers in SSP, TSP and PAM roles based throughout North and South America. They provide critical local and specialist sales management to ensure focus and development of these products. SMSG Incubation Sales is part of the WW EPG sales organization (Enterprise and Partner Group) and is accountable for building the next billion dollar businesses for Microsoft. Incubation Sales works as an extension of the Specialty Team Unit in each of the subsidiaries and districts in the Americas region.

As a leader for the Americas Incubation Sales team, you and your team will work extensively with the subsidiary and district field teams in EPG and SMSP in the US, LATAM and Canada to indentify, drive and close complex sales opportunities for 7 Incubation Sales business. You will also work with key partners (ISV's and SIs) on sales planning and joint execution, perform skills transfer for partners' sales forces and provide input and feedback from field and partners to the marketing and product development process. Effective sales pipeline development and management experience required. Close coordination and support of the field sales team and leadership is essential.

The Americas Incubation Sales GM will be responsible for:

1. Managing the overall team process to develop business specific, competitive and strategic initiative opportunity and pipeline assessment.
2. Attaining revenue and unit or scorecard goals for EPG and SMSP (CAM, CTM)
3. Developing and maintaining a valid, healthy pipeline of sales opportunities.
4. People Development (hire, develop and retain an exceptional staff).
5. Develop strong integration with the subsidiary EPG and SMSP teams particularly with the STU as an extension to the STU organization.
6. Resource Allocation (headcount and staffing plans).
7. Partner on boarding, sales enablement, market development and technical sales training to generate leads for partner and sales closure working with appropriate cross group resources.
8. Manage executive relationships with key Microsoft stakeholders and customers
9. Manage and build relationships with individual partner teams, and STU district/area teams to help them more effectively sell Incubation solutions.
10. Operational Control (operating and budgeted expense).
11. Business advisor: Be able to provide guidance to our businesses within Incubation, to enable them to get the most from their investment.
12. Growing and maintaining healthy customer relationships.

This role entails selling Microsoft's Incubation solutions to customers, removing roadblocks to deployment, and driving customer satisfaction. In addition, you will provide leadership to others in identifying opportunities and helping customers to evaluate Incubation solutions within their requirements. The ideal candidate will also have a proven record of growing new businesses and building relationships. This role will require significant travel (30%).

Position Requirements
Proven sales execution experience to mature a start up business into a strong selling growth engine.
Experience managing sales organizations of 50+ people in an M2 or higher role.
Solution Selling Experience: Proven success with enterprise customers, working knowledge of solution-selling strategies and demonstration of verifiable outcomes.
Entrepreneurial and start up experience working in a fast paced environment.
Strong organizational leadership: proven ability to build, lead and motivate sales teams in addition to leading through influence in working with the US subsidiary and BG teams.
A minimum of 12 - 15 years experience in Enterprise software sales, enterprise consulting or an equivalent .
Demonstrated experience and success engaging with senior executives in a sales process and working with leading consulting, systems integrator and major computer vendors
Executive level communication skills and the ability to mentor others.
Excellent interpersonal, collaboration, verbal and written communication, analytical and presentation skills are required.
Candidate must possess exceptional demonstrated decision-making, conflict resolution, problem solving and negotiation skills.
Strong understanding of cloud computing technologies, business drivers and emerging trends as well as the impact of these on partners and customers.
Coaching direct reports in pipeline management, opportunity management, and planning.
Facilitating/encouraging cross-team account and resource planning.
Hiring high potential employees who align with current requirements and can grow into future requirements and roles.
BS/BA degree required, MBA preferred