Apac Sales Director, Government

3 weeks ago

Kuala Lumpur, Malaysia Microsoft Full time

**Overview**
- Identifies and builds opportunities for partnership and sales with senior-level stakeholders in government through evaluating, prioritizing, and pursuing market opportunities to drive market disruptions and new opportunities, becoming a platform player and market creator for government.
- Elevates the engagement on national priorities of government in operating countries through a 360-relationship mapping of the entire eco-system.
- Drives the identification of Microsoft stakeholders for working with and through and acts as a trusted advisor to senior leaders in partnership with and representation of regional or area leadership.
- In partnership with country organizations, leads the management of large government projects and programs in alignment with strategic goals of APAC Public Sector.
- Leads efforts to create an ecosystem between customers, partners and internal Microsoft stakeholders to drive these goals.
- Creates and incorporates a strategy for business by setting objectives, defining the partnership model and driving the team to create a strong pipeline of opportunities.
- Manages expectations with customers to define and create achievable and realistic strategic goals and objectives, ensuring that execution plans are operationalized and aligned according to goals.
- Works closely with the field team on negotiations with customers and partners to align on needs and create strategic outcomes.
- Provides iterative improvements within sales partnerships and processes and provides recommendations for strategic improvements based on data; drives continuous improvement and innovations through providing and integrating feedback effectively.

**Responsibilities**:
**Deal Strategy**

Owns the process for identifying high-impact parties to partner with/sell to through orchestrating a partner/customer assessment of their current needs and defining a value proposition to meet those needs. Prioritizes and leads pursuits of large and transformative market opportunities and trends for Microsoft that provide opportunities for partners/customers to leverage Microsoft platforms/products by identifying, quantifying, and qualifying opportunities. Evaluates opportunities and leads account planning in cooperation with partners to identify and prioritize goals and objectives for an achievable target.

Oversees the incorporation and feedback of other internal teams (e.g., product, engineering, finance, legal, sales, marketing) and executive-level leaders to help inform the strategy. Owns end-to-end functional thinking and discussions to design and champion partner/customer strategic deals for a commercial strategic framework that are aligned with strategic business objectives, and partner/customer current state and needs at an appropriate motion and cadence for customer.

Oversees that strategic deals incorporate relevant market factors (e.g., competitive, economic, industry specific) to drive optimal results and returns on investment. Oversees the empowerment of customers for a strong customer presence through a deep customer focus and strategic development, attracting and committing customers to the journey through integration of customers’ feedback. Organizes the creation of prospective pipelines and opportunities are built into deals across the ecosystem. Oversees a strong customer focus throughout strategic development and brings customer along for the journey. Oversees integration of information from prior engagements and learnings to build an improved strategy. Oversees developmental understanding of customer needs, gains internal customer alignment, and mobilizes partners to achieve the strategy.

**Stakeholder Management**

Oversees identification of the appropriate executive-level stakeholder within customers to connect and work with, in cooperation with NTO/CELA and in pursuit of new business generation. Owns the orchestration of large-scale sales or partnership pursuits with customers/partners. Acts as the voice and a trusted advisor for customers/partners across the organization to oversee plans/programs.

Connects customers/partners with key senior level influencers/players, as well as Microsoft's value proposition, in order to lead effective customer models and strategies. Owns the creation and management of connections between necessary stakeholders within Microsoft and customers.

Builds trusted advisor partnerships with executive-level leaders and managers, representing the organization to leadership across territories. Influences across the company to accomplish initiatives and achieve business goals, owning the relationships with cross-functional (e.g., finance, engineering, legal, commercial, product, sales segments) and multi-country team members. Oversees employees in influencing and dealing with resource (e.g., cash) founding to ensure the availability of resources and appropriate resource allocation. Sets the direction and owns the process for ensuring ecosystem-wide strategic a

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