Job
Title: Business Development Manager
Title: Business Development Manager
Job
Category: Sales
Category: Sales
Location: Nigeria, Abuja
Job
ID: 778170
ID: 778170
Division: Sales
Public
Sector – Business Development Manager (BDM)
Sector – Business Development Manager (BDM)
The
Public Sector BDM exist to drive sustained business performance and execution
in Public Sector within a subsidiary/region. They are responsible for driving
high level engagement and sales with government, educational, health and other
publicly funded entities. The Public Sector BDM adds value by providing the
strategic direction and leadership for all aspects of the Public Sector
Business within the specified government accounts to maintain focus and quality
of delivery. The overall health of the business and the success of the
strategies implemented by the Public Sector BDM are assessed through
realization of the targeted business results (revenue & scorecard) and
targeted customer & partner satisfaction results (NSAT/CPE). The Public
Sector BDM also participates in creating the MS Citizenship strategy definition
and roll-out within the area, and is accountable for PS specific Citizenship
topics.
Public Sector BDM exist to drive sustained business performance and execution
in Public Sector within a subsidiary/region. They are responsible for driving
high level engagement and sales with government, educational, health and other
publicly funded entities. The Public Sector BDM adds value by providing the
strategic direction and leadership for all aspects of the Public Sector
Business within the specified government accounts to maintain focus and quality
of delivery. The overall health of the business and the success of the
strategies implemented by the Public Sector BDM are assessed through
realization of the targeted business results (revenue & scorecard) and
targeted customer & partner satisfaction results (NSAT/CPE). The Public
Sector BDM also participates in creating the MS Citizenship strategy definition
and roll-out within the area, and is accountable for PS specific Citizenship
topics.
How
does the Public Sector BDM adds value?
does the Public Sector BDM adds value?
The
Public Sector BDM adds value by:
Public Sector BDM adds value by:
1.
Understanding Microsoft’s corporate Worldwide Public Sector strategy and
developing the appropriate local implementation through effective
prioritization based on local market dynamics.
Understanding Microsoft’s corporate Worldwide Public Sector strategy and
developing the appropriate local implementation through effective
prioritization based on local market dynamics.
2.
Developing a business plan that contributes to the overall subsidiary/region
strategy and collaborating effectively with the subsidiary/region leadership
team(s).
Developing a business plan that contributes to the overall subsidiary/region
strategy and collaborating effectively with the subsidiary/region leadership
team(s).
3.
Leading a consistent and predictable business where team members are enabled
and empowered to perform their best.
Leading a consistent and predictable business where team members are enabled
and empowered to perform their best.
4.
Leading and ensuring orchestration across all Microsoft and partner assets in
order to create optimal PS growth. Ensures coordination and collaboration at
the regional, global and corporate levels (LCA, CSI, HSG, ESA, BG’s) to ensure
cross group collaboration to address PS opportunities and challenges.
Leading and ensuring orchestration across all Microsoft and partner assets in
order to create optimal PS growth. Ensures coordination and collaboration at
the regional, global and corporate levels (LCA, CSI, HSG, ESA, BG’s) to ensure
cross group collaboration to address PS opportunities and challenges.
5.
Providing vision and leadership for customers and partners with regard to Microsoft’s
technology roadmap and the impact of that roadmap on the market, customers, and
partners.
Providing vision and leadership for customers and partners with regard to Microsoft’s
technology roadmap and the impact of that roadmap on the market, customers, and
partners.
6.
Initiating and driving specific competition programs that are unique to the
Public Sector market (Open Source, Government Procurement preferences, Google,
Oracle, IBM etc).
Initiating and driving specific competition programs that are unique to the
Public Sector market (Open Source, Government Procurement preferences, Google,
Oracle, IBM etc).
7.
Build strong and sustaining relationship with the Federal or Central Government
of English speaking West Africa Countries by strengthening Microsoft’s
technology adoption in these countries e.g Gov. of Ghana, Federal Government of
Nigeria (FGN), Liberia, Sierra Leone and Gambia.
Build strong and sustaining relationship with the Federal or Central Government
of English speaking West Africa Countries by strengthening Microsoft’s
technology adoption in these countries e.g Gov. of Ghana, Federal Government of
Nigeria (FGN), Liberia, Sierra Leone and Gambia.
How
is the Public Sector BDM unique from other roles?
is the Public Sector BDM unique from other roles?
The
Public Sector BDM is unique in:
Public Sector BDM is unique in:
1.
The Public Sector business within a local geography covers 4 Industries,
Government, Public Safety/National Security, Health and Education through
knowledge of these industry’s business pains and the ways in which Microsoft
offerings can help our customers overcome their challenges and impact their
respective businesses (Citizens, patients, students).
The Public Sector business within a local geography covers 4 Industries,
Government, Public Safety/National Security, Health and Education through
knowledge of these industry’s business pains and the ways in which Microsoft
offerings can help our customers overcome their challenges and impact their
respective businesses (Citizens, patients, students).
2.
The Public Sector BDM is responsible for enabling Microsoft strategies and
initiatives across EPG, SMSP and Education within the local subsidiary/region,
and thus has a broader scope of responsibilities than some other roles.
The Public Sector BDM is responsible for enabling Microsoft strategies and
initiatives across EPG, SMSP and Education within the local subsidiary/region,
and thus has a broader scope of responsibilities than some other roles.
3.
The Public Sector BDM participates in creating the MS Citizenship strategy
definition and roll-out within the area, and is accountable for PS specific
Citizenship strategies.
The Public Sector BDM participates in creating the MS Citizenship strategy
definition and roll-out within the area, and is accountable for PS specific
Citizenship strategies.
4.
The Public Sector BDM is responsible for driving subsidiary policy and
certification decisions that will ultimately result in a net favourable result
for Microsoft (via the NTO, LCA, CSI communities).
The Public Sector BDM is responsible for driving subsidiary policy and
certification decisions that will ultimately result in a net favourable result
for Microsoft (via the NTO, LCA, CSI communities).
The
Public Sector BDM is able to provide customer and partner insight specifically
related to the Public
Public Sector BDM is able to provide customer and partner insight specifically
related to the Public
1.
Sector Industries, which in many cases differs from the Commercial market in
terms of Licensing and procurement practices, policies and certification
decisions and partner channel incentives.
Sector Industries, which in many cases differs from the Commercial market in
terms of Licensing and procurement practices, policies and certification
decisions and partner channel incentives.
What
are the key initiatives and challenges facing the Public Sector BDM over the
next 6 months to 3 years?
are the key initiatives and challenges facing the Public Sector BDM over the
next 6 months to 3 years?
The
key initiatives and challenges facing the Public Sector BDM are:
key initiatives and challenges facing the Public Sector BDM are:
1.
Elevating the conversation with Public Sector Leaders & Influential.
Elevating the conversation with Public Sector Leaders & Influential.
2.
Building and driving a country plan for specific priority countries that is
evolving and encompassing of all ICT needs within that country.
Building and driving a country plan for specific priority countries that is
evolving and encompassing of all ICT needs within that country.
3.
Driving Microsoft’s Education offerings to Institutions, Educators and
Students.
Driving Microsoft’s Education offerings to Institutions, Educators and
Students.
4.
Continuing to drive the organization’s sales effectiveness in order to sell
broader and deeper into Microsoft’s Public Sector customers (e.g. tier 1 and
industry/LOB solutions).
Continuing to drive the organization’s sales effectiveness in order to sell
broader and deeper into Microsoft’s Public Sector customers (e.g. tier 1 and
industry/LOB solutions).
5.
Evolving the sales organization to sell software and services, including
Microsoft’s cloud offerings.
Evolving the sales organization to sell software and services, including
Microsoft’s cloud offerings.
6.
Managing and developing the organization to position the subsidiary/region for
growth through process and sales excellence for EPG specific accounts.
Managing and developing the organization to position the subsidiary/region for
growth through process and sales excellence for EPG specific accounts.
7.
Developing an organization that grows and develops a diverse and deep talent
pool of sales and sales management professionals while maintaining a hiring
pipeline of talent to meet future growth objectives.
Developing an organization that grows and develops a diverse and deep talent
pool of sales and sales management professionals while maintaining a hiring
pipeline of talent to meet future growth objectives.
Key
Actions:
Actions:
- Drive sales within segment to
consistently meet or exceed revenue results. - Develop the all-up
subsidiary/region PS strategy for the short-term (fiscal year) and beyond
(3 years’ out) based on analyses conducted and working sessions with the
Leadership team in subsidiary/region - Drive excellence in execution in
our core PS sales priorities. - Maximize the impact of our
industry solution execution. - Use competitive, customer, and
industry knowledge to increase customer segments and partner breadth,
help them respond to change and grow PS Market share. - Analyze and understand the extent
of the change needed for the PS team to execute against the strategy and
work with the Sales Excellence Lead to put tactics in place to drive the
change. Execution efficiency measures – utilizing tools, processes,
people efficiently (IR reports, pipeline close rates, etc). - Manage risk taking and change
leadership which results in large-scale results for sales
subsidiary/area, segment, or industry. - Orchestrate events to communicate
PS corporate strategy and discuss its cascade (and applicability of goals
to local market) for the entire Public Sector team. - Spend time with analysts and in
executive network associations to observe/listen, and ensure insights are
brought back into the business.
The
Public Sector BDM role is responsible for the overall health of specific the
Public Sector business assigned within his territory. This includes driving the
targeted business results (revenue & scorecard), customer & partner
satisfaction results (NSAT). The Public Sector BDM is expected to develop and
implement strategies that drive sustained business performance over time.
Public Sector BDM role is responsible for the overall health of specific the
Public Sector business assigned within his territory. This includes driving the
targeted business results (revenue & scorecard), customer & partner
satisfaction results (NSAT). The Public Sector BDM is expected to develop and
implement strategies that drive sustained business performance over time.
How
does the Public Sector Lead role drive toward these results?
does the Public Sector Lead role drive toward these results?
The
Public Sector BDM role drives towards these results by:
Public Sector BDM role drives towards these results by:
Understanding
Microsoft’s corporate strategy and goals and then working with his/her team and
peers to develop the appropriate local strategy through effective
prioritization based on local market dynamics.
Microsoft’s corporate strategy and goals and then working with his/her team and
peers to develop the appropriate local strategy through effective
prioritization based on local market dynamics.
Effectively
cascading the business strategy and the associated execution plan and then
implementing the necessary rigor to monitor progress against the plan and drive
the intended results.
cascading the business strategy and the associated execution plan and then
implementing the necessary rigor to monitor progress against the plan and drive
the intended results.
Building
and maintaining customer/partner executive relationships, having a presence in
the community, and a regular rhythm of engagement.
and maintaining customer/partner executive relationships, having a presence in
the community, and a regular rhythm of engagement.
Placing
importance on how results are achieved, implementing a coaching framework, and
dedicating time to coach managers, teams, and individuals.
importance on how results are achieved, implementing a coaching framework, and
dedicating time to coach managers, teams, and individuals.
Collaborating
effectively with the subsidiary leadership team and ensuring Public Sector is
represented in all Subsidiary plans and resourcing allocations.
effectively with the subsidiary leadership team and ensuring Public Sector is
represented in all Subsidiary plans and resourcing allocations.
The
Public Sector BDM role works with the following internal resources:
Public Sector BDM role works with the following internal resources:
1.
WW Public Sector Leadership Team – for receiving direction on implementing
corporate initiatives, establishing the scorecard and revenue targets, and
supporting the overall subsidiary strategy.
WW Public Sector Leadership Team – for receiving direction on implementing
corporate initiatives, establishing the scorecard and revenue targets, and
supporting the overall subsidiary strategy.
2.
Subsidiary Leadership Team – to effectively cascade and monitor progress
against the defined business strategy, to drive sales effectiveness and
customer/partner satisfaction, to coach and develop, and to prioritize resource
needs.
Subsidiary Leadership Team – to effectively cascade and monitor progress
against the defined business strategy, to drive sales effectiveness and
customer/partner satisfaction, to coach and develop, and to prioritize resource
needs.
3.
LCA, NTO, CSI – to effectively cascade and monitor progress against the defined
Procurement Preference and policy strategy within a subsidiary.
LCA, NTO, CSI – to effectively cascade and monitor progress against the defined
Procurement Preference and policy strategy within a subsidiary.
4.
Sales Excellence Manager – for adopting sales excellence and discipline
approaches and providing feedback on what is working and where improvement is
needed.
Sales Excellence Manager – for adopting sales excellence and discipline
approaches and providing feedback on what is working and where improvement is
needed.
5.
Subsidiary Services Lead – to partner on driving the services business and to
ensure integrated selling is occurring across services and EPG sales teams
Subsidiary Services Lead – to partner on driving the services business and to
ensure integrated selling is occurring across services and EPG sales teams
6.
Subsidiary DPE Lead – to partner on the developer tool business and developer
evangelism.
Subsidiary DPE Lead – to partner on the developer tool business and developer
evangelism.
7.
Subsidiary Segment Leads (EPG & SMS&P) – to develop perspective on
these business and to work with these leaders as part of the subsidiary
leadership team
Subsidiary Segment Leads (EPG & SMS&P) – to develop perspective on
these business and to work with these leaders as part of the subsidiary
leadership team
8.
Corporate (BGs, WWPS, LCA, Citizenship) – for RoB calls, executive briefings,
executive mapping, resources, escalation, etc.
Corporate (BGs, WWPS, LCA, Citizenship) – for RoB calls, executive briefings,
executive mapping, resources, escalation, etc.
Requirements:
- 8-10 years of related experience
- MBA/Master’s Degree / Bachelor’s
Degree - Sales and partner management,
complex sales training (e.g., Miller Heiman, SPIN, Michael Bosworth,
Krauthammer, Holden Power-based Selling, Helping Clients Succeed, etc.),
sales methodologies (equivalent to MSSP), broad evangelism through events
(presentation skills), effective marketing tactics, negotiation (e.g.,
Think! Strategic Negotiation), financial analysis, CRM, Employee
Performance Management, talent management.