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Microsoft Corporation Client Director - Healthcare & Life Sciences in Indianapolis, Indiana

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture of accountability, integrity and respect is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day.

Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team that is at the leading edge of innovation at Microsoft?

To learn more about Microsoft’s mission, please visit: https://careers.microsoft.com/mission-culture

Check out all our products at: http://www.microsoft.com/en-us

Responsibilities

The Client Director (CD) role in our Health and Life Sciences national organization adds value to Microsoft by leading a well-managed, high-performing and continue-growing sales team to deliver year-over-year business and revenue growth. The Healthcare Client Director is responsible for one very large, strategic account for Microsoft in the healthcare industry. Success is defined by strategic alignment with the customer’s business goals, and is measured by:

  • Quota achievement including revenue and consumption goals;

  • Customer's Business Decision Maker (BDM)/Information Technology Decision Maker (ITDM) relationships;

  • Alliance (GTM) relationships (if applicable);

  • Business scorecard metrics as defined by fiscal year commitments;

  • Individual team members meeting or exceeding business targets driven by the Client Director’s demonstration of leadership and coaching as well as Workgroup Health Index (WHI).

The Client Director’s role provides an executive presence for the customer relationships and play a critical role in driving our customer's digital transformation journey.

Job responsibilities:

Leading a sustainable and predictable sales business that delivers success to both Microsoft, the customer and the partner ecosystem. Developing a high-performing sales team where team members are considered to be best-in-class sales/tech sales professions in the market. Building and growing strong customer and partner executive relationships to earn their trust and loyalty. Driving integration and orchestration across all sales/tech sales/marketing/services/partner organizations to ensure 'One Microsoft' approach. Ensuring execution of Microsoft digital transformation strategy to enable Microsoft as a digital leader with higher revenue creation, profitability and market valuation

People Management

  • Managers deliver success through empowerment and accountability by modeling, coaching, and caring

Account Management

  • Leads the development and application of a mature/dynamic multi-year customer plan detailing critical insights and new business opportunities aligned to customer priorities.

Strategic Thinking

  • Leverages partnerships with leaders (e.g., C-level executives, board members) and decision makers of the assigned account, the broader ecosystem, and within other areas of their hierarchy to reimagine and shape long-term strategic business direction, digital capabilities, revenue streams, etc.

Customer Engagement

  • Proactively owns and elevates a transformative customer engagement strategy to foster customer trust and brand growth and loyalty.

Sales Excellence

  • Leverages deep relationships with key customer contacts and participates in customer feedback mechanisms (both formal and informal) regarding ways to acquire, retain, and grow more of their business for their customers. Identifies and understands the drivers of satisfaction and/or dissatisfaction, leveraging in-depth industry knowledge and anticipating perspectives of the final customer.

Competitive Knowledge

  • Partners with internal industry experts (e.g., with industry solutions executives) to strengthen knowledge of the industry (e.g., emerging trends, forecasting long-term developments, influencers), competitors (e.g., Amazon Web Services [AWS], Salesforce) customer business priorities (e.g., challenges, competitive landscape) and leverages in-depth knowledge of Microsoft's offerings

Qualifications

  • Strong sales and business background centered on software technologies (Microsoft software and devices technology preferred) combined with deep understanding of key industry solutions and competitive technologies.

  • Ten (10) plus years of industry-related experience with four (4) plus years of people management and leading sales teams to achieve quota sustainability growth year-over year.

  • Strong partner and go-to-market experiences including market activation, global coordination and execution

  • Extensive experience in working with high-performing sales individuals and software partners is required.

  • Strong business planning and coaching/instilling business discipline skills woven with ability to encourage sales/tech sales team to develop and implement targeted plans.

  • Ability to identify, nurture, and drive digital transformation deals with all customers.

  • Must have a passion for sales and solution selling, solid leadership and team-building presence, and be customer satisfaction obsessed.

  • Must be able to focus on solutions to problems and inspire to drive to relevant digital transformation in all customer opportunities.

  • Bachelor of Science/Arts in business administration with exposure to Information Technology (or equivalent) is required; MBA is preferred.

  • A background in healthcare is preferred. If this does not exist, individual should be able to bridge the outcome themes from other industries to the customer’s specific industry (i.e. tie retail innovation to patient connection).

Required/Minimum Qualifications

  • 10+ years experience in working in HLS industry and/or driving digital transformation

  • OR Bachelor's Degree AND 9+ years experience working in the HLS Industry and/or driving digital transformation

  • OR Master's Degree AND 8+ years experience working in the HLS Industry and/or driving digital transformation.

  • 8+ years experience making recommendations to and/or collaborating with mid-to-senior level executives.

Additional or Preferred Qualifications

  • Bachelor's Degree AND 12+ years experience working in an industry (e.g., HLS) and/or driving digital transformation

  • OR Master's Degree AND 10+ years experience working in an industry (e.g., HLS) and/or driving digital transformation.

  • 3+ years people management experience.

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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. 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.

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