Microsoft Corporation Director Business Desk WCS – EMEA in Reading, United Kingdom
Team/Department & Purpose
As the scope of our Volume Licensing business expands, there is an increasing reliance on the Business Desk to approve, facilitate and test innovative business & commercial models in addition to maintaining its core strength of securing Volume License revenue.
WW Business Desk encompasses 200 employees worldwide. The success and reputation of the Business Desk is well established across all parts of Microsoft for driving billions of dollars of “good business”.
The Worldwide Licensing Solution team (WWLS) is part of Microsoft’s Worldwide Commercial Solutions and Pricing (WWCS) organization sitting in Finance and reporting to Microsoft’s CFO Amy Hood.
Role characteristics & accountabilities:
People management. Management of between 8-10 Licensing Executives (LE’s) located in Western Europe, setting goals & objectives and providing ongoing performance feedback, assisting with complex business & legal negotiations and promoting personal development.
Customer satisfaction and licensing simplification. Work directly and indirectly with the largest Customers in the region to assist in determining and approving optimal licensing solutions that meets the customers needs while also simplifying the licensing experience and maximizing the revenue opportunity to Microsoft. Communicate customer requirements and licensing information to all levels of Microsoft.
Subsidiary engagement. Pro-actively work with Senior stakeholders in Western Europe subsidiaries to assist in closing sales, driving consumption of Online Services, develop commercial offerings and analyse customer licensing requirements. Take a leadership role in working directly with Area management teams to help determine how to drive the business forward while ensuring that Customer Satisfaction remains a top priority.
Interface with the Microsoft headquarters (Seattle) based Product Groups, Legal and Operations to highlight licensing trends and challenges and ensure that the solutions developed meet the short and long term needs of both the customer and Microsoft while minimizing internal costs and any associated liabilities.
Strategic commercial direction. Contribute to the overall strategic direction WorldWide Commercial Solutions (WCS) by ensuring effective implementation and landing of strategy and offerings, testing pilots and providing feedback on new licensing strategies for regional & worldwide use.
Support research and development efforts with the Licensing team on a case by case basis. Develop pilots and test potential solutions to financially significant problems involving members from Field Sales, Business Development, Operations, Legal, Product Groups, etc.
Travel – International travel is required for approx 40% of the year.
Microsoft’s Leadership attributes
The 3 leadership principles below are adopted by the Worldwide Licensing Solutions management and are attributes required by managers to support the company’s transformation:
1) Create Clarity. You will drive clarity of vision for ourselves, our teams, the organization, and customers and partners. Regularly communicate with stakeholders (internal/external), continuously check for understanding, and taking the extra steps to create alignment, making intentions clear and transparent to those around you and provide a sense of direction for your team.
2) Generate Energy. You will be a source of positive, motivating energy. Draw out ideas, encouraging bold (& thoughtful) moves, and supporting throughout. You take seriously the responsibility of enabling a productive and inclusive work environment for everyone, building resiliency in teams by demonstrating a willingness to take risks & learn from mistakes.
3) Deliver Success. You believe in what’s possible and focus on results, seeking breakthrough ideas to deliver more value. You believe there is a solution or path forward to every problem or opportunity you face and drive your team to push through real and perceived barriers to find the right solutions. You are curious, open to new ideas and tenacious in the pursuit of the best outcomes for customers, partners & Microsoft.
Knowledge, skills and experience:
Management skills with experience in leading a diverse team of individuals. Experience in remote people management and managing managers will be treated as an additional attribute. .
Communication skills. Effective communication skills and ability to synthesize the complex, ensure shared understanding and define a course of action.
Strategic Leadership. Ability to set strategic vision and provide leadership to both the Area leadership and the Business Desk Leadership in EMEA.
Customer Focus. Experience negotiating with large commercial and public sector customers, understanding their needs and developing simple yet creative solutions to commercial blockers.
Governance and Compliance: Fully aware of Microsoft Policies and Governance processes, as relates to sales, deal making and licensing & pricing. Clean track record of adherence to Microsoft compliancy measures and policies is a mandate (internal candidates).
Cross Group Collaboration. Successfully work in a highly collaborative manner across a variety of business functions and geographies in EMEA & the United States.
Impact and Influence. Experience in collaboratively debating ‘hot topics’, listening to and building on others ideas, landing your perspectives and maintaining a strong relationship throughout.
Hiring & Staffing with a focus on diversity. Experience in identifying and hiring a diverse team, attracting, developing and retaining talent.
An ability & appetite to learn and keep up to date your knowledge/understanding of Microsoft Products, Volume License offerings & Online Services to position Microsoft’s offerings vs competition.
Speak fluent English. The language for communication in all areas will be in English.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, political affiliation, or any other characteristics protected by local laws, regulations, or ordinances.
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