Sales Management - Oil, Gas, & Utilities

## About the role * Builds and maintains a broad executive network inclusive of partners. * Accelerating Growth * Understands drivers of Digital & Artificial Intelligence (AI) transformation relevant to their customers and partners across business units and advises customers to optimally leverage transformation solutions across solution areas. * Consults with customers and internal/external Partners to ensure successful value realization in delivery of solutions to customers. * Drives and coaches team to orchestrate across units and Partners to accelerate and leverage innovative transformation opportunities. * Educates internal partners on industry trends and solutions. * Supports efforts to expand relationships across customers' lines of business that enable innovative solutions, deliver business value, and create market growth. * Supports team opportunities to leverage industry experts within MS to identify and execute on transformation opportunities. * Leads the development and implementation of go-to-market for maximizing revenue, consumption, and growth across solution areas. * Ensures area/territory plans leverage market-specific insights to highlight solutions that solve additional business and technology challenges. * Provides guidance on customer planning execution ensuring short- and long-term strategies are acted upon and directs teams utilize available programs to drive growth. * Applies industry and market expertise, proactively leading team(s) towards identifying solutions to drive new opportunities and strategies in alignment with customers needs. * Serves as a subject matter expert in relevant local trade, regulatory, and policy environments (e.g., opening doors and removing barriers for sales teams, partners, and customers) across geographic areas. * Coaches others to tailor customer engagement for specific industries with relevant customer references and shares best practices with teams. * Identifies and creates customer references for repeatable areas of success in select or strategic industries to develop a competitive advantage and to articulate ability to deliver customer value to achieve outcomes. * Shares feedback from experience and expertise in industry to support the development of programs that scale and accelerate successful engagements. * Driving Success with and Through Others * Influences and works across segments, partners, and teams to drive growth and transformation, ensure alignment on short- and long-term account plans, define sale execution, and holds the team accountable for results beyond fiscal year boundaries. * Defines where orchestration is needed for success, creates new points of entry for integration and collaboration, sets the tone for an organizational culture of inclusion. * Shares best practices for managing competing priorities, reducing complexity for customers; while maintaining a high level of accountability. * Coaches team(s) on the development of go-to-market strategies based on mutual business needs, and scaling across markets and/or globally. * Builds and maintains a broad executive network inclusive of partners. * Supports and influences engagements between partners and executives on long-term business planning, the development of strategic partnerships, and influencing customer needs and outcomes. * Directs and influences teams to maintain relationships with an ongoing long-term focus that looks past quarterly and annual targets. * Creates a rhythm of business (RoB) with customers and partners that enables continuous engagement. * Fosters a culture of inclusion, learning, mentorship, coaching, customer-centricity, accountability, collaboration, and achievement of bold goals. * Encourages managers and individuals across the organization to motivate, engage, and bring teams together. * Leads a diverse and inclusive workforce, creates and hires a diverse team, and fosters an inclusive working environment via well-established inclusive behaviors. * Identifies and rewards high performing individuals and supports their growth into more senior positions. * Leading and Transforming the Business * Coaches ongoing customer value realization and satisfaction contributing to net-new revenue and business growth. * Holds team(s) accountable for customer value realization and satisfaction, and coaches on semi-annual survey results. * Orchestrates internal and external resources to focus on continuous improvement, focusing on key areas of improvements to further impact increasing customer value realization and satisfaction. * Proactively monitors and influences relationships with multiple customer stakeholders (business and IT) and the collection of feedback to identify and understand the drivers of business value, satisfaction and sentiments. * Understands customers' and partners' business models and helps them to evolve and achieve growth by ensuring internal alignment with external partners' needs. * Understands portfolio of strategic partners (Global Systems Integrator (GSI), Independent Software Vendor (ISV) and supports engagement across teams. * Leads and aligns team(s) to customer, partner, compete and market strategies that drive sales, consumption, and Digital & Artificial Intelligence (AI) transformation solutions. * Collaborates with teams and managers to develop strategic initiatives, achieve targets, and effectively build and manage pipelines that deliver growth and customer/partner value realization. * Leads sales team(s) by example, driving high-value engagements and creating trusted partnerships with customers and partners. * Oversees and drives balance in business, financial, and people outcomes across accounts and areas of the business. * Manages customer planning efforts across accounts to ensure individuals and teams drive end-to-end orchestration for customer value realization and outcomes. * Aligns teams to long-term expectations and goals to consistently leverage opportunities and execute on market sales strategies. * Drives the business within the segment, creating clarity on strategic direction with managers and teams to enable revenue growth by addressing business and competitive needs. * Facilitates orchestration amongst internal teams and holds others accountable. * Collaborates and influences across segments, partners, and internal stakeholders to drive growth and transformation across accounts. * Ensures key stakeholders and/or leaders are aligned across teams (e.g., Enterprise Operations Unit, Global Partner Solutions), and making progress on mutual plans and objectives. * Drives teams to deliver success for business accountabilities. * Leads team(s) to consistently leverage customer/partner insights and market strategies to identify opportunities to drive consumption, new cloud solutions, and annuity business. * Influences team to apply a growth and customer/partner mindset to enable Digital & Artificial Intelligence (AI) transformation and offer business solutions that enable customer value realization and drive market share growth. ## People Management * Managers deliver success through empowerment and accountability by modeling, coaching, and caring. ## Requirements * Master's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 5+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations * OR Bachelor's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 6+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations * OR equivalent experience. * 2+ years direct/formal, indirect/informal, and/or project team people management experience. * Master's Degree in Business Administration, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management,