Business Development Manager EDU
FTE, Zagreb
Microsoft is proactively engaging in a transition to becoming a devices, software and services company. Part of this transformation & helping transform an education agenda for the 21st Century and is about much more than providing a child with a low-cost computing device. Central to the success of these projects is an end to end and holistic approach that combines not just devices, but also systems architecture, applications, content, training, services and clear definition of outcomes that can be measure and supported by all the stakeholders.
This role is responsible for leading share growth and revenue optimisation in CEE Multi Country. This role provides subsidiary leadership for education and whilst part of Public Sector also has "dotted line" responsibility for cross-subsidiary stakeholders via leadership of the Education Alliance virtual team to ensure Microsoft grows its market share in education.
The primary purpose of the
BUSINESS DEVELOPMENT MANAGER role is to deliver: Strategic leadership, management, and execution of Microsoft’s plans to grow subsidiary share and help transform and expand “Anytime, Anywhere Learning for All” in Education.
Responsibilities:
• As a senior education spokesperson for the subsidiary, providing subject matter expertise on all aspects of Microsoft’s education execution to K12, HE & FE. This includes engagement with press, government elites, partners, analysts, strategic customers and Microsoft SLT. You will lead the Polish education strategy and execute through the Education Alliance virtual team within the subsidiary and be accountable to meet the Education scorecard targets;
• Growing devices and services share and exceeding fiscal budgets including accountability for revenue, marketing, BIF and OPEX for Education in the subsidiary;
• Optimise for solution selling ensuring strong partner eco-system and ensuring strong cross subsidiary support for Education;
• Developing and executing a cohesive sales strategy (via Education Alliance Planning template) for all five audiences: education leaders, institutions, educators, partners and students in both EPG and SMS&P segments within the geography market;
• Prioritise devices and services by leading with the cloud, driving deployment and usage and actively evangelising the usage of Windows on all devices, both Windows OEM, Surface tablets and Windows Phone units;
• Maintaining proactive knowledge of education trends, market and the education environment building cross subsidiary relationships to jointly address competitive threats as “One Microsoft” and managing internal work streams required to create potential opportunities;
• Be able to articulate the Microsoft story in Education to all internal and external stakeholders. This includes the Microsoft value proposition for IT infrastructure (public and private cloud), Education solutions though partners that solve real customer problems, the value of Windows devices and how Microsoft is addressing the challenges in Education through Partners in Learning. Align to Microsoft in Education messaging and develop the ability to tell a compelling Microsoft story to win Microsoft fans;
• Align programmatic execution to national priorities and execute flawlessly through National Plan;
• Achieve attainment levels for quarterly and annual revenue goals while maintaining required pipeline coverage on a quarterly basis;
• Persuade customers to adopt Premier and engage MCS services where appropriate;
• Drive Premier sales in all EPG accounts and ensure a deployment plan is in place, approved and resourced by the customer;
• Drive adoption of Student Advantage, drive sales of IT Academy and certification;
• Align key assets to drive execution in sales approach – YouthSpark, Partners in Learning, Teaching with Technology, IT Academy, Certifications & devices;
• Meet all timelines associated with account segmentation and allocations.
Requirements:
• Passion for Education and ICT: Likes to win and is passionate about making a strong contribution to future generations.
• Demonstrated expertise positioning education solutions to senior education decision makers by reinforcing the technology value to the customer’s overall business pain and/or strategic opportunities.
• Proven competence of motivating dotted line reporting teams (DPE, CCG, MSL etc);
• 5–8 years of related business development / sales experience;
• Bachelor’s Degree required, MBA/Master’s Degree as preferred;
• Knowledge of Microsoft Products would be an advantage (Microsoft Licensing, Windows Server, Active Directory & Intune, key client virtualization solutions, including: VDI, MED-V, APP-V, RDS);
• Knowledge of competing products such as iPad, Android, Google Apps for Education/Chromebook and other competitive phone/tablet technologies within an education context also knowledge of OEM, OC and ISV partners, for example: Dell, HP, Lenovo, Acer, ASUS, Infosys, WiPro, Accenture and niche app dev partners;
• Appreciation of both short and long term development needs (prioritizing share) to build trust and resilience to Microsoft technology platform;
• Ability to work at multiple levels of organizations and adapt approach to any situation;
• Demonstrated strategic time management and multi-tasking skills;
• Ability to develop external partner eco-system to scale execution;
• Comfortable with public speaking and the media.
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