Responsibilities

• Hire and retain talented people who will drive revenue, growth and market share for Microsoft.  
• Coach account teams & the CE team on account planning to maximize licensing revenue, negotiation strategies, deal management strategies and tactics for Small, Medium & Corporate (SMC) with particular focus on adapting strategies to meet the requirements of our German ‘Mittelstand’ customers.  

• Coach account teams and other field stakeholders on the role of the CE (strategy and vision) and how best to engage. 
• Develop the CE team to further enhance their customer facing skills, customer satisfaction, program and product licensing skills, sales, and relationship management competencies. 
• Implement a world class CE team approach in judiciously utilizing commercial levers and judgement in closing complex Enterprise Agreements and Cloud deals  
• As an active member of the SMC German Leadership team, provide analysis & thought leadership on negotiated deals, pricing and licensing model analytics etc. Ã¢â‚¬Â¯  
• Input to strategy for your SMC Germany by leveraging licensing and deal making expertise and provide strategic support on key business initiatives and investments. 

• Establish strong working relationships and collaborate with multiple groups at Microsoft – e.g., regional teams, business desk, Legal, finance, Operations and others to build a sustaining licensing growth engine that is cohesive, resilient and optimized  

Qualifications

• Extensive experience of related Sales / Technology / Business Development 
• Seasoned sales and negotiation professional, confident in managing conflict
• Strong interpersonal skills, excellent written and verbal communications skills
• Proven ability to meet tight deadlines and prioritize workload
• Superior leadership skills with the proven ability to enable high performers to deliver, motivate under-performers to improve, and drive employee career development
• Demonstrated strategic thinking with ability to analyze data to identify trends, risks and opportunities.
• Experience, background and confidence to initiate and drive business strategy discussions with C-level executives and business decision makers around industry drivers, workloads and purchasing
• Works well in a diverse team and enjoys a dynamic and changing environment 
• Proven track record of successfully leading teams 

Education, Skills and Knowledge: 

• Bachelor’s degree or equivalent work experience in Business, Management, IT, Commercial Sales
• In-depth and strategic understanding of Microsoft licensing programs will be essential but not required at hiring.
• Sales and partner management, sales processes and methodologies training as per Industry Standard.
• German Language Fluency is a requirement