广州招聘

Job ID 838395
Location China, Guangzhou
Job Category Sales
Division Sales

Why does the ATU Lead role exist?
The ATU Lead role adds value to Microsoft by leading a well-managed sales business resulting in long-term, predictable revenue growth. Success is measured by Sales and Relationship Services quota/plan and Rhythm of the Business Scorecard metrics that are met or exceeded (as defined by FY commitments; by all individual team members meeting or exceeding targets; by the effective use of empowerment; by the ATU Lead’s demonstration of sound business judgement; and by positive feedback or scores/ratings on Manager Feedback and WHI (Workgroup Health Index).
The ATU Lead role adds value to customers by providing an executive presence and continuity to customers at the subsidiary or district level. Success is measured by customer satisfaction (results from NSAT scores and anecdotal feedback), an expanded # of customer contacts and increased penetration into other areas of the customer’s business.
How does the ATU Lead role add value?
The ATU Lead role adds value by:
1. Leading a consistent and predictable sales business where team members are enabled to perform at their best.
2. Developing high-performing ATU teams and team members who are considered to be the best sales assets in the market.
3. Developing and growing strong customer executive relationships between Microsoft and customers.
4. Driving integration and orchestration within the Leadership team.
5. Ensuring execution of vertical and local/regional/Corporate strategies and alignment of these strategies in each account teams’ account planning efforts and execution against these plans.
How is the ATU Lead role unique from other roles?
The ATU Lead role is unique in:
1. Its leadership of an account team that is diverse, with a focus on managing and developing to this diversity of skills, motivations and goals.
2. Its enablement of team members who consistently meet or exceed sales targets, surpass stretch goals and develop professionally.
3. Its ability to demonstrate integrated market thinking, bringing customers, partners and Industry Priority Solutions Scenarios (IPSS) together.
4. Its responsibility for ensuring that his/her business is effective, predictable and consistent.
5. Its focus on the customer relationship and partnership, bringing feedback from the customer to Microsoft, enabling executive relationships and providing continuity for customers at the local subsidiary or district level.
6. Its enablement of Microsoft strategies and initiatives, guaranteeing their implementation within his/her ATU.
What are the key initiatives and challenges facing the ATU Lead role over the next 6 months to 3 years?
The key initiatives and challenges facing the ATU Lead role are:
1. Ensuring ATU team members and opportunity resources sell broader and deeper into the customer business.
2. Working effectively with other team units and with Marketing and Services in coordinated operations to drive revenue targets, optimized sales productivity, penetration goals, deployment objectives and customer satisfaction.
3. Driving accountability and ownership of processes and clarity around opportunity engagement (handoffs, resourcing, partner attach).
Continuing to advocate/drive sales excellence with all team unit and group Leads.
ATU Lead Profile of Excellence
Job Deliverable:
- Leadership of a Well-Managed Sales Business Resulting in Long-Term, Predictable Revenue Growth
Key Success Criteria:
- Sales and Relationship Services quota/plan and Rhythm of the Business Scorecard metrics are met or exceeded (as defined by FY commitments).
- All individual team members meet or exceed personal targets.
- Positive feedback or scores/ratings on Manager Feedback and WHI (Workgroup Health Index), and the creation of an environment that people want to work in.
- Field empowerment is used effectively to drive long-term annuity revenue objectives.
Deliverable #1: A Consistent and Predictable ATU
Key Success Criteria:
- The ATU Lead is a business manager, running his/her business as an entrepreneur, driving the “right” business discipline with team members, simplifying Corporate messages and initiatives, and making effective use of financial investments (T&E, BIF).
- Account plans and Conditions of Satisfaction (COS) completed for all accounts.
- Team members meet or exceed customer-face time as measured by 55%+ of their time spent in front of customers.
- The ATU Lead owns and solves issues related to integration/orchestration to improve team members’ productivity.
Key Tasks:
- Lead account planning sessions or ensure that account planning is completed by each team member.
- Hold pipeline/ opportunity reviews with team members regularly and opportunity owners as needed, inspecting for adherence to business processes and tools.
- Lead the integration of multiple ATU roles (e.g., AMs, ATS’, SSPs, IAMs).
- Maintain forecast accuracy.
Deliverable #2:
- Well-Developed Teams and Team Members
Key Success Criteria:
- Year-over-year % increase in WHI (Workgroup Health Index) score, with the ATU Lead achieving at or above average scores against the subsidiary/district average and/or the regional average.
- The ATU Lead achieves high ATU team member tenure in role and in vertical (if applicable).
Each team member’s performance improves in the following ways:
- Increase in sales cycle velocity and reduction in total CoS (Cost of Sale)
- Forecast accuracy improves - Average deal size increases over time
- Number of executive level relationships increases - Orchestration and handoffs
- Reach across the customer increases (e.g., new contacts are established)
Key Tasks:
- Determine and define yearly commitments for team members.
- Coach and mentor team members and extended team members as needed.
- Hold regular meetings, both formal and informal, 1:1’s and team meetings, with team members.
Deliverable #3:
- Strong, Long-Term Customer Executive Relationships with Microsoft
Key Success Criteria:
- Year-over-year increases in customer satisfaction as measured by NSAT scores.
- The ATU Lead demonstrates in-depth knowledge of customers’ businesses, the industry in which they operate and the relevant pains/opportunities.
- The ATU Lead is a role model for customer-face time (e.g., a minimum of 40% of the ATU Lead’s time is spent in front of customers).
Key Tasks:
- Develop and build customer executive relationships.
- Facilitate Microsoft executive and customer executive relationships.
- Coach team members to leverage the appropriate internal and external stakeholders to broaden reach within each account (PAM Industry, IBDM (Industry Business Development Manager), ISV Partner).
Deliverable #4:
- Integration and Orchestration Within the Leadership Team
Key Success Criteria:
- Issues are resolved in a timely fashion, with minimal distraction to individual contributors, so that sales productivity is optimized (the right resources are being used at the right time for the right reasons).
- The ATU Lead effectively and continuously assesses the “health” of orchestration from the ATU to other team units and groups by proactively soliciting feedback from multiple sources.
- The ATU Lead views himself/herself (and is viewed by others) as a change agent, leading the change by example for his/her team members and internal business partners.
Key Tasks:
- Take part in pipeline and opportunity/deal reviews with Leadership team members.
- Consistently reinforce orchestration within the ATU and in ATU team members’ interactions with other individuals/groups.
- Work with Marketing (BMO, EML and/or DMM/IMM/RMM) on sales support needed to drive pipeline velocity.
- Ensure win/loss reviews are conducted and participate as needed.
Deliverable #5:
- Comprehensive ATU Business Planning
Key Success Criteria:
- Opportunity handoff metrics are defined and agreed upon by all Leads.
- When major changes are introduced, the ATU Lead demonstrates to others how far they have come, how successful they have been, in order to generate buy-in (e.g., the ATU Lead is a change agent).
Key Tasks:
- Research/reflect and document the ATU strategy, within the market as a whole or within the vertical.
- Conduct joint planning sessions with STU, PTU, Services, Marketing and DPE Leads.
- Work with the PTU, STU and Services Leads on commitment setting and resource requirements.
- Summary of Role in Microsoft’s Business Processes
What business results is this role accountable for?
- The ATU Lead role is responsible for overall ATU revenue targets (Relationship Services revenue targets and revenue targets related to Infrastructure Optimization, Collaboration Optimization and Application Platform Optimization).
How does the ATU Lead role drive toward these results?
The ATU Lead role drives towards these results by:
- Leading a diverse team of sales individuals who drive and deepen customer relationships and who are effective at positioning the business value of Microsoft technologies to customers.
- Leveraging all relevant resources by leading the effective collaboration across team units and with Marketing and Services stakeholders.
In what ways and levels does this role affect Microsoft: department-wide impact, division-wide impact, domestic only, worldwide, etc.?.
- The ATU Lead role affects Microsoft at the customer account level within a specified geography or territory. Depending on the size of the ATU, the ATU Lead role is responsible for all accounts within his/her assigned territory or within a specific vertical/industry.
What are the key decisions that this role makes? What is the importance of these decisions? On what decisions would this role need to defer to its manager or customer?
The key decisions made by the ATU Lead role are:
- Developing, retaining and recruiting high-performing sales individuals.
- Integrating and managing sales excellence processes.
- Working in close collaboration the PTU, the STU, the Services, the BMO and the DPE Leads to role model sales excellence goals and objectives.
- These decisions impact revenue targets, ATU team member morale and development, other team units, BMO, Services, and NSAT measures. The ATU Lead role defers decisions to his/her Manager when the design and direction of an ATU’s responsibilities and revenue targets are involved.
To what extent is the role responsible for the strategy, design, development, rollout or implementation of programs, products and/or services?
- The ATU Lead role is responsible for the strategy for his/her ATU and the assurance that this strategy is both aligned to vertical/local objectives and is leveraged in team members’ individual account plans and the execution of these.
What other internal communication/business relationships does this role have with management, direct reports, peers and positions outside immediate work group? What is the purpose/type of communication: data collection, negotiation, status reports, etc.?
The ATU Lead role works with the following internal resources:
1. EPG Lead/General Manager - for receiving direction on implementing Corporate initiatives, establishing quota and revenue targets and supporting ATU account strategies.
2. PTU Lead and PAMs - for generating scale and impacting customer satisfaction with partners.
3. STU Lead and team members - for effective business operations and orchestration, opportunity ownership and pipeline velocity.
4. Services Lead - for meeting ATU revenue targets and deeper penetration into markets or accounts and for ensuring the alignment of Relationship Services into proposals and successful leveraging of Relationship Services inside customer accounts.
5. Marketing (EML, IMM, RMM) - for coordinating effective marketing support for customers and securing necessary funds for account investments.
6. BMO - for designing marketing initiatives to drive demand generation, awareness and pipeline velocity.
7. Sales Excellence Manager - for adopting sales excellence and discipline approaches and providing feedback on what is working and where there is room for improvement.
What type of external communication/business relationships does this position have with vendors, partners, press and etc.?
- The external communication and business relationships center primarily on press or association relationships to foster positive relations and awareness with Microsoft in the subsidiary. The ATU Lead role also interacts with partners to meet growth objectives.
What key stakeholders (roles, departments, and business functions) does this role rely on to achieve its goals? What key stakeholders does this role impact?
- The ATU Lead role relies on and impacts the PTU, the STU, Services and the BMO to help achieve the ATU’s goals and to help drive the goals of these Team Units and departments.
Qualifications
- Experience：8-10 years of related experience
What type of supervisory or management experience would be necessary to fulfill the job requirements, if any?
- At least 3 years of a successful track record managing up to 15 (or more)* people in a sales or services capacity is required.
*actual number will vary subsidiary size
- Education：Bachelor’s Degree is required, MBA/Master’s Degree is preferred.
Professional Training and Certification:
- Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, Krauthammer, etc.), sales methodologies (equivalent to MSSP), broad evangelism through events (presentation skills), effective marketing tactics, negotiation, financial analysis, Line of Business applications space, business process consulting or automation, CRM (Siebel or other), Employee Performance Management (systems and processes)
Job-Specific Skills and Knowledge
Subject Matter Expertise:
- Sales Management - previous experience leading teams with sales quotas/targets, using a sales methodology and the Sales Force Automation or Customer Relationship Management technologies that support the methodology.
- People Management - previous experience managing people and their professional skills development; hiring, development and attrition experience with teams.
- Organizational Change Management - experience in successfully implementing new organization models (e.g., such as the ATU), including the change management aspects.
- Customer Environments - knowledge of the tools and resources used by customers and their Lines of Business (e.g., financial metrics and statements, industry and analyst reports, executive dashboards, etc.).
- Business Management - has experience running a P&L, in a Cost of Sale model.
Industry Expertise:
- Relevant industry related topics (e.g., regulatory or compliance challenges), especially in highly competitive situations.
Microsoft Products:
- All Microsoft technologies (level of knowledge may increase in highly competitive situations).
- Microsoft Licensing.
Competitor/ Partner Products:
- All major competitors, including local/regional competitors.
- Business value of partner Line of Business solutions and their sales/implementation models, including local/regional partners.

Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN

微软本着与合作伙伴共同成长、共同发展的宗旨深入开拓中国本地市场。作为一家软件平台厂商，微软通过合作伙伴业务模式，努力促进信息技术产业生态系统的建设。我们通过合作伙伴把微软的产品和服务送到用户手中，通过合作伙伴基于微软的平台开发丰富的、最适合中国市场的应用产品和解决方案来满足用户的需求。

        微软与政府有关部门及其他机构合作，积极推动缩小数字鸿沟，以帮助各层次、各地区的人们实现自己的最大潜能。多年来，无论是开展“携手助学”支持农村和边远地区教育、推进“农村信息化”建设让农民通过信息技术脱贫致富，还是实施“潜力无限”项目，合作成立社区学习中心，扶助弱势人群，都体现了我们致力于成为优秀企业公民的不懈努力。

        微软通过开发众多的软件产品和服务并提供相应的生产、授权和支持，向用户传递商业价值。目前，微软在中国业务涉及Windows客户端、服务器平台和开发工具、信息工作者产品、微软商务管理解决方案、移动及嵌入式设备、MSN和家庭消费及娱乐产品等七个方面。


        欢迎浏览公司网站：http://www.microsoft.com/china