Western Europe Public Sector Services Sales Lead

The Service Sales Lead (PS SSM) for the Western Europe Public Sector Services business is responsible for managing services sales and business development, account development, customer satisfaction, client relationships, and overseeing the strategic and tactical selling activities for the Public Sector in the Western Europe Area. 

The goal of the PS SSM is to help drive the overall services relationship, drive product penetration and consulting and Premier services revenue through customer engagements. Managing services sales strategy, executive relationships and negotiating high payoff situations will be an everyday task in this position. The PS SSM will manage both MCS and Premier Services Sales, and will work with the Area and Subsidiary sales and delivery teams, and will coordinate with the WE ASL and Area and Subsidiary leadership to define and drive Public Sector Services: 1. Sales Strategy, 2. Sales Execution, and 3. Sales Results. 

The PS SSM will manage the sales process for PS sales teams and oversee the execution of sales and customer contracts in order to achieve revenue and business goals. To achieve these goals successfully, the PS SSM will work closely with the sales account teams in order to create and deliver a successful services sales strategy and leverage service offerings to address customer business needs. The PS SSM will ensure that the PS services / solutions portfolio is well known to PS sales teams and that campaigns are defined and executed for the development of opportunities related to this portfolio. In order to understand the client business objectives and deliver services engagements, the PS SSM will work through a team of professional services sales personnel that he / she will help recruit, train and manage as they work with clients at all levels of the customer’s organization.

In addition, he / she will actively participate in and lead account strategy and planning sessions with the Area and Subsidiary teams, which will include individuals from contracts, PS EPG and Services sales, product development, product support and our partners. He / she will deliver regular sales forecasts and customer feedback on trends, opportunities and challenges in order to benchmark and forecast the business. The PS SSM will make sure all world-wide and WE sales processes and procedures are rolled-out correctly as well as Public Sector sales goals are exceeded.

Qualifications and Job Criteria:

The PS SSM must have superior management and leadership skills in Public Sector sales, business development and business management. The PS SSM should demonstrate an expert level of proficiency in sales and business management, customer relations, strategic sales and account planning, personnel management, and conflict and negotiation management. Depth of Public Sector experience in a variety of applicable technologies is essential and strong services business knowledge is required. This individual must be able to understand Microsoft’s strategy and vision and translate it into Public Sector go-to-market strategies and strategic sales plans that drives a healthy and robust services sales pipeline that results in exceeding the sales and business objectives of the Public Sector business. 

- Undergraduate or graduate degree in business, computer science or engineering and at least 15 years relevant working experience in Public Sector with demonstrated expertise in professional services and/or consulting sales management.

- Possess a strong skill set in IT services and Public Sector Line of Business solutions sales and business development. 

- Possess strong working knowledge and relationships within the Public Sector communities at the senior levels and within the functional organizations.

- Extremely strong written, verbal and communication skills (including proposal writing and presentation building)

- Strong interpersonal skills and ability to manage a team of sales, technical, and operations resources

- Strong understanding and experience with incorporating third-party participants into a single customer proposal

- Strong understanding and experience in working with the Public Sector organizations across Western Europe

- A solid understanding of Microsoft’s business value proposition and products and services, including how solutions are built, and what is involved in implementing solutions with customers

- Adaptability, flexibility and the ability to do quality work under tight deadlines

- Solid project management skills including risk assessment and management experience 

- Able to manage a budgets, timelines and sales forecasts

This position requires up to 50% travel.