Date: Feb 19, 2013
Location: Nairobi, KE
Job Category: Sales
Location: Nairobi, KE
Job ID: 808731-101366
Division: (Not Division Specific)
In this position an individual’s personal contribution will be highly visible and recognized. This individual will be expected to carry the responsibility of a team of empowered people and must demonstrate the capacity of working with a motivated team of individuals to achieve challenging team results.
Dealing with high-level executives in the IT industry, Government and Corporate environments will make up a substantial part of the activity, and this person will carry country objectives and must be able to deliver on stretch goals (Revenue, Customer & Partner Experience (CPE), Competition, Workgroup Health Index through effective use of human and other resources.
RESPONSIBILITIES:
Strategy and implementation plans of an integrated sales, marketing and services approach that leverage partner and services plan for optimal penetration and Microsoft market share:
o Owns holistic view of Country covered including environment constraints, opportunities, etc.
o Provides input to Regional Management on progress of activity and potential opportunities in Country covered.
o Makes hiring and promotion decisions for his/her organization.
o Establishes an environment fostering overall execution excellence across the concerned Country including brand adherence, image, systems, marketing communications
o Increases Microsoft’s share of voice and image by enforcing adherence to Microsoft’s brand, values, and tone in all marketing communications.
o Establish Microsoft as a Socially Responsible Corporate citizen aiming for Digital inclusion
o Tailors & executes Microsoft strategic customer relationship and marketing efforts to Public Sector, corporate customers and channel in defined Country
o Engages with key customers and partners to build relationships and ensures mutually beneficial business opportunity and on-going “care” for partners
o Helps Microsoft determine appropriate resource levels
o Leads sales and services teams to systematically respond to and resolve customer and partner issues
o Creates a highly motivated, extremely effective organization as measured by the organizational health index.
o Drives long term development planning and performance reviews of all direct reports
Position Scope
o Impact is both internal and external in a variety of ways:
o Governments in which he/she operates
o Channel and partners engaging with in the territory concerned
o Influences other department investment in his/her territory
o Is a member of the Microsoft WECA (West East Central Africa) Leadership team
o Influences Microsoft strategy and investment in WECA
Decision Making
o Build and grow the team responsibly for this country
o Create strategies, build plans, allocate resources, establish priorities and supervise engagements.
o Define Marketing, opportunity development and investments.
o Enhance Microsoft’s corporate image, influence policy and prioritize opportunities and investments in territory.
o Responsible for all communication and client relationships with customers and partners
o Reports and builds intelligence on addressing covered markets for best practice sharing in other geographical areas
Strategy and Development
Position is responsible for the development and execution of Microsoft Strategy that addresses territory covered in term of market share growth, channel building, Great CPE through business approaches that will help achieve these requirements.
Communication and Business Relationship
o Position will require the poise, character, and communication skills of a senior sales executive.
§ Integrating and influencing on ICT strategy (PS, Corporate, Partners)
§ Representing Microsoft in all spheres of influence within local community
§ Close liaison with Northern Africa and Middle East & Africa (MEA) Sales & Marketing team, Legal, HR and Finance.
o Position will require strong skills to deal with the media both directly and indirectly. For e.g. directly through interviews and indirectly though relationships inside Government and technology Community
Fiscal Responsibility
Revenue, Customer Partner Experience and Workgroup Health Index targets and other relevant metrics (including Channel Readiness, Wins, etc.) specifically targeted for growth improvement and larger market share.
EXPERIENCE/EDUCATIONAL REQUIREMENTS:
An ideal candidate would have the following experience:
Proven track record in similar Sales & Marketing role
Strong (Microsoft) Sales, Business, Financial and Marketing literacy
Strong Socio-economic development understanding
Proven opportunity development skills
Excellent Business Relationships
INTERDEPENDENCIES AND PARTNERSHIPS:
Internal
Other WECA Country Managers, other team member of WECA Leadership Team
Middle East Africa & Microsoft International Teams
Executives at Microsoft Corp and other business leaders of the other Microsoft Groups
External
Key customer and Partner
Government
