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APAC Sales Director, Government

Location Malaysia , , Malaysia
Posted 13-August-2022

OverviewIdentifies and builds opportunities for partnership and sales with senior-level stakeholders in government through evaluating, prioritizing, and pursuing market opportunities to drive market disruptions and new opportunities, becoming a platform player and market creator for government. Elevates the engagement on national priorities of government in operating countries through a 360-relationship mapping of the entire eco-system.Drives the identification of Microsoft stakeholders for working with and through and acts as a trusted advisor to senior leaders in partnership with and representation of regional or area leadership. In partnership with country organizations, leads the management of large government projects and programs in alignment with strategic goals of APAC Public Sector.Leads efforts to create an ecosystem between customers, partners and internal Microsoft stakeholders to drive these goals.Creates and incorporates a strategy for business by setting objectives, defining the partnership model and driving the team to create a strong pipeline of opportunities. Manages expectations with customers to define and create achievable and realistic strategic goals and objectives, ensuring that execution plans are operationalized and aligned according to goals. Works closely with the field team on negotiations with customers and partners to align on needs and create strategic outcomes.Provides iterative improvements within sales partnerships and processes and provides recommendations for strategic improvements based on data drives continuous improvement and innovations through providing and integrating feedback effectively.

Deal Strategy
Owns the process for identifying high-impact parties to partner with/sell to through orchestrating a partner/customer assessment of their current needs and defining a value proposition to meet those needs. Prioritizes and leads pursuits of large and transformative market opportunities and trends for Microsoft that provide opportunities for partners/customers to leverage Microsoft platforms/products by identifying, quantifying, and qualifying opportunities. Evaluates opportunities and leads account planning in cooperation with partners to identify and prioritize goals and objectives for an achievable target.
Oversees the incorporation and feedback of other internal teams (e.g., product, engineering, finance, legal, sales, marketing) and executive-level leaders to help inform the strategy. Owns end-to-end functional thinking and discussions to design and champion partner/customer strategic deals for a commercial strategic framework that are aligned with strategic business objectives, and partner/customer current state and needs at an appropriate motion and cadence for customer.
Oversees that strategic deals incorporate relevant market factors (e.g., competitive, economic, industry specific) to drive optimal results and returns on investment. Oversees the empowerment of customers for a strong customer presence through a deep customer focus and strategic development, attracting and committing customers to the journey through integration of customers feedback. Organizes the creation of prospective pipelines and opportunities are built into deals across the ecosystem. Oversees a strong customer focus throughout strategic development and brings customer along for the journey. Oversees integration of information from prior engagements and learnings to build an improved strategy. Oversees developmental understanding of customer needs, gains internal customer alignment, and mobilizes partners to achieve the strategy.
Stakeholder Management
Oversees identification of the appropriate executive-level stakeholder within customers to connect and work with, in cooperation with NTO/CELA and in pursuit of new business generation. Owns the orchestration of large-scale sales or partnership pursuits with customers/partners. Acts as the voice and a trusted advisor for customers/partners across the organization to oversee plans/programs.
Connects customers/partners with key senior level influencers/players, as well as Microsoft's value proposition, in order to lead effective customer models and strategies. Owns the creation and management of connections between necessary stakeholders within Microsoft and customers.
Builds trusted advisor partnerships with executive-level leaders and managers, representing the organization to leadership across territories. Influences across the company to accomplish initiatives and achieve business goals, owning the relationships with cross-functional (e.g., finance, engineering, legal, commercial, product, sales segments) and multi-country team members. Oversees employees in influencing and dealing with resource (e.g., cash) founding to ensure the availability of resources and appropriate resource allocation. Sets the direction and owns the process for ensuring ecosystem-wide strategic and communication alignment to the customer/partner, making adjustments when necessary.
Oversees design of internal orchestrations and influences assurances, and creates and oversees internal feedback loops with stakeholders to align resources, plan up, and support strategic growth. Oversees building of internal strategy for orchestrating development of sales opportunities and across the organization, especially in solution sales management (e.g., cloud, data) to drive effective capabilities.
Deal Negotiation
Oversees discussions with customers/partners to align and determine customer/partner and Microsoft needs and desired outcomes across multiple regions or territories. Leads negotiations with and influences existing or new partners/agencies in long-term planning to lead the formation of a strategically driven deal. Owns value propositions of products and partnerships to executive-level partners/customers. Identifies, engages with, acquires support from, and negotiates internally with key senior executive stakeholders (e.g., product, engineering, finance, legal, sales, marketing) to move forward with negotiations. Oversees and holds accountability for financial responsibility and alignment with profit and loss strategy, and oversees in alignment of financial stakeholders (e.g., business desk, legal, finance, engineering). Oversees and drives awareness of the necessary protections, compliance, or security regulations within the market.
Closing the Deal
Owns the process for creating an action plan that spans across the end-to-end strategic landscape to ensure the deal is properly closed, in participation with internal partners (e.g., Sales Management Team) through the integration of reports, risk analyses, driving agreements, and assessing value in strategic deals. Provides necessary resources and guidance to both the customer/partner and internal transition teams. Oversees and leads the public relations and communications strategy of the deal. Oversees coordination with necessary internal stakeholders in the deal (e.g., finance, engineering, legal, commercial, product, sales segments) to assure that the deal is closed successfully. Oversees and leads conversations and coordinates with Microsoft's legal team to ensure that contracts are signed, that the deal is effectively closed, and that there is compliance between teams.
Owns efforts to interpret, add to, and apply reports to add value in generating and executing communication plans. Creates reports that reflect long-term strategies and potential outcomes of deals across portfolios, areas of focus, or the organization. Synthes findings and insights from reports (e.g., financial and strategic) to drive appropriate actions (e.g., correction of errors, accelerations were seeing success). Leads organization and alignment of stakeholders by providing financial forecasts of business, assuring it is up to date, and informing all relevant stakeholders. Oversees resolution of issues from area leadership teams as they occur.
Owns feedback consolidation and provision from/to team members and partners/customers regarding experiences and potential improvements to strategic plans with a broad impact. Ensures team members understand all plan changes, components, and rationale, as well as any changes to rationale, related to their segments or areas. Presents plan design changes, additions, and issues to leadership through governance processes and ad hoc engagements. Takes steps to continuously learn and develop both in oneself and team members, by bringing losses to the forefront and growing from prior engagements. Oversees teams to drive continuously on customer centricity, technological intensity, and process simplicity.
Oversees and leads the management of projects in alignment with strategic goals. Oversees and guides the coordination of projects programmatically across the different areas of engagement with stakeholders and contributors to assure appropriate resources are available and that the project is executed promptly. Creates objectives to assure that outcomes are achieved as per goals. Aligns the vision, outcomes, and indicators of performance against strategic goals, and assures movement forward, movement toward goal by all contributing stakeholders and constituents across Microsoft (e.g., Microsoft Consulting Services partner, One Commercial Partner [OCP]) to meet outcomes and objectives.
Leverages domain expertise in partnership with other subject matter experts to set the direction for developing and driving creative and innovative solutions and processes across diverse partners, customers, and the company to drive extensive business impact, and improve optimizations of workflow on a broad basis. Owns the sharing and scaling of successes, thought leadership, opportunities for improvement, best practices, and learnings internally and externally as appropriate (e.g., industry events) to lead thought leadership and digital transformation deals. Structures and drives new, multi-dimensional initiatives and products/projects for partners/customers in unexplored areas (beyond current offerings). Challenges team members and the organization to innovate, change, create new business models, improve agility, and otherwise advance methods of work.
Embodies our culture and values.

required/minimum qualifications:deep understanding/relationships/experience within the government eco-system & stakeholders within the apac organization.15+ years of business development/ sales leadership experience in related industry - defence, intelligence & government.bachelor's degree in business, finance, computer science, engineering, or related field and 8+ years of experience in business development, sales, consulting, or marketing or equivalent experience.
additional or preferred qualificationsmaster's degree in business administration, finance, computer science, law, or related field and 10+ years of experience in business development, sales, consulting, or marketing or equivalent experience.5+ years of experience working in a matrixed organization, preferably in the technology industry.10+ years of project, people, and/or change management experience.10+ years of experience in a related business function.

Awards & Accolades for MyTechLogy
Winner of
Top 100 Asia
Finalist at SiTF Awards 2014 under the category Best Social & Community Product
Finalist at HR Vendor of the Year 2015 Awards under the category Best Learning Management System
Finalist at HR Vendor of the Year 2015 Awards under the category Best Talent Management Software
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