Industry Executive - Defence (Army or Navy)

Last updated 26 days ago
Job Type:Full Time

The Microsoft UK Public Safety and National Security business prides itself on supporting our Government customers to ensure UK Citizen Safety and Security. The UK Public Safety and National Security (PS&NS) business work both directly with its customers and develops global and SME Partner relationships to deliver relevant effective and scalable technology solutions. The PS&NS business sits within Microsoft’s UK Public Sector and covers our Defence, Policing, Justice and National Security businesses.

The role of the Defence Industry Executive to work as a business development leader for these unique and challenging customers. The successful applicant will be expected to drive outstanding customer and partner relationships resulting in positive commercial outcomes and world-class customer satisfaction.

The successful candidate will be an experienced, self-starting individual, with a track record of leading business development in large, complex customers preferably with experience in the Army/Navy and the Defence sector generally. They will work with the Account Team to define a strategy which continues to grow our business, whilst exceeding our customers’ expectations. Effective and inspirational virtual team leadership will be a core expectation.

Note we have 2 openings, and ideally looking for 1 Army / 1 Navy specialism.


Key Accountabilities

Effectively engage a large virtual team
Take our customers on a journey of digital transformation and move to the cloud
Take ownership for the customer experience
Meet or exceed revenue objectives set by the business
Increase Microsoft’s credibility and depth of engagement in the security sector
Engage and successfully drive partners around relevant solutions
Ensure that the customer gets best value from their investments by driving consumption of cloud services
Work seamlessly with the Microsoft Consulting organisation to the benefit of the customer, partners and Microsoft


Key Success Criteria

Achievement of commercial objectives
Create and maintain accurate and up-to-date strategic sales account plans
Maintain an accurate forecast and healthy pipeline of opportunities
Manage stakeholders within and outside Microsoft
Achievement of all PS scorecard metrics
Drive opportunity reviews (inclusive of partners)
Engage with and lead the Microsoft Specialist Sales team and other virtual team members.
Take the lead role in any major sales campaign
Driving powerful PR based on success stories with the customer
Demonstrating the development of senior executive relationships.
Improvement in customer satisfaction measures
Personal contribution to the success of the UK Public Safety & National Security team in Public Sector, UK
Value-based engagement with Microsoft EMEA and Corp.
Personal positive impact beyond the immediate team
Ability to leverage the full breadth of Microsoft assets and propositions

Knowledge, Skills and Experience

Essential Experience:

Knowledge of the Defence Sector
Exemplary track record of high performance
Proven Executive level relationship skills
Proven team leadership skills
Experience of highly complex Government organisation environments
Knowledge of Digital Transformation in Public Sector context

Desired experience:

Security Clearance – SC/DV
Client-side badge and access
Strong academic background and evidence of intellectual horsepower
Experience in selling cloud technologies

Personal Attributes:

High level of drive for results and motivation to drive new business
Highly creative thinking and willingness to try new ideas
Long-term focus, near term results
Consultative approach
Listens well and can champion the customer’s cause within Microsoft
Desire to learn and develop – high level of self-awareness
Ability to prioritize, delegate and drive to successful outcomes
Team-player attitude and contribution value
Does 100% of the sales basics 100% of the time (at quality)

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.