Microsoft Corporation DM Manager in Other, Italy
Come join the new Enterprise Services Global Pursuit Organization! We operate in a highly competitive environment and the ability to meet customer expectations, shape profitable deals, and lead pursuits efficiently is critical to our success as an organization. The Global Pursuit Organization plays a pivotal role in landing Enterprise Services Strategy with customers and enabling the continuing Digital Transformation. As a leader in this organization, you will be focused on creating customer value through the Pursuit process, innovating how Microsoft approaches Pursuit and capture management, and leading a practice of high performing Services professionals. This role reports to the Global Pursuit Organization Leader.
The Delivery Management Manager is a leadership role in the Global Pursuit Organization (GPO) that is responsible for successfully leading a team of individual contributors (IC's) toward high quality pursuits and projects which result in very satisfied customers and achieving Services business priorities. DMMs have direct people management responsibilities for resources within a specific capability area or skill set. (example: Applications, Infrastructure, Modern Workplace or Data and AI). This role focuses on pursuit & delivery quality as well as employee development and reports to the GPO Time Zone lead for EMEA. The DMM is on point to drive project-focused customer satisfaction, effective deal pursuits, operational and delivery excellence, portfolio financials, and resolving escalations pertaining to their solution area delivery teams.
The role is ultimately responsible for the overall performance of the Pursuit organization within a Solution Area for the time zone from a financial and scorecard performance standpoint. This role will work closely with the Regional Sales teams, and the Domain Delivery leadership teams to achieve these goals. Responsibilities include sponsoring and leading change as the new organization is established; attracting, developing, and retaining talent thereby leading to a high performing and diverse pursuit practice; creating a culture of Customer Obsession and Excellence across all aspects of the Pursuit motion; owning business results; and championing the Growth Mindset and Innovation.
Business Ownership : Pursuit Lead Managers are accountable for the quality and efficiency of pursuit across their solution area, ensuring efficient transition of pursuits from triage, quality estimates, pursuit resourcing, risk analysis and high-quality customer deliverables They ensure that the Pursuit organization grows and evolves its skills supporting Enterprise Services strategies through readiness programs, innovation, and knowledge management programs. They will lead, through their organization, the contribution to the growth and maturity of the Pursuit ecosystem. In addition, drive IP development, reuse initiatives, and proven Pursuit and capture management practices. The Pursuit Lead Manager will oversee attainment of several scorecard and key performance indicators directly or through collaboration with other roles in services, sales and marketing.
Leverages team to drive opportunities for additional Services delivery through timely and accurate presales support (Scoping, etc.). Reviews Portfolio of deals to ensure deal quality and velocity.
Ensures alignment with Services Sales & Account aligned Delivery organization objectives. Reviews current portfolio of engagements regularly to ensure delivery is on track within approved scope or effective change control mechanisms are employed.
Leads team to deliver successful solutions/deal proposals & ensures business value whilst maintaining high (internal/external) customer/partner satisfaction. Delivers the right people at the right time with the right skills through effective Domain capacity planning.
Consistently manages areas of fiscal responsibility, staying within budget, and effectively managing resources. Focuses on Domain profitability & risk management. Achieves & frequently surpasses personal & team goals from quarter to quarter.
Ensures that his or her team is guiding customer/partners through relevant change initiatives. Is competent in core change-management methods and techniques. Delivers proactive change management plans leading business transformation and evolution through IP reuse and WW offerings.
Management : As a Manager, the Pursuit Lead Manager must be exceptional at building Organizational Capability, stewarding Talent Management and Succession, and building Diverse and Inclusive teams. They bring deep understanding of situational leadership and the know how to Coach teams and get the best out of each person. Their management approach is to approach their team with Empathy and Humility and to model strong teamwork and collaboration. It goes without saying, they execute impeccably at all the basics: regular 1on1s, Connects, Career Development, Feedback, Core Priority Adoption, and WHI. In short, the perfect candidate will know that 30% of their time should be focused on Management and will seek to be excellent at this part of their function.
- Attracts , develops and retains talent. Recognizes team members' strengths, aligned to capability needs, resulting in strong delivery results. Facilitate an environment of inclusion that leverages diverse perspectives and talent, to better represent and understand our global customers.
Leadership : The Pursuit Lead Manager embodies the Growth Mindset – they thrive on challenge, learn from setbacks, and build on other's ideas. The lead will exemplify strong Orchestration capabilities and be fantastic at dealing with complexity and ambiguity as we seek to establish this new organization. Clearly articulates the Microsoft Services mission, goals and strategies to all audiences, helping them understand how they play a part in our Customer's and in Microsoft's continued success. Demonstrates sound judgment in tough commercial and personnel situations. Acts as a role model and encourages continuous personnel and organizational improvement. Demonstrates strong Stakeholder Management capability and impactful engagement within the Time Zone Leadership community in a way that supports One Microsoft achieving their business goals, while balancing the business and operational imperatives within Enterprise Services and in particular the Pursuit organization.
Subject Matter Expertise : The focus of the Data and Artificial Intelligence practice is around the following technologies: Advanced Analytics/Machine Learning, Artificial Intelligence (e.g. Deep Learning, Cognitive Services), Business Intelligence, Big Data, IOT, Azure Data Services and Data platform modernization. The successful candidate will be able to partner with our deeply technical architects and understand the portfolio and value proposition of the offerings Microsoft offers to shape deals in these disciplines, with a good working knowledge of these subjects.
Ideal candidates will have 15+ years of technology leadership experience and should be self-motivated, confident in working at a senior level in a matrix organization. Experience with appropriate Microsoft area customers is desired. They need to be able to achieve results through influence in addition to direct management across multiple organizations.
Must have a proven record of selling and delivering the full life cycle of services (strategy, consulting, support) from pre-sales through delivery in organizations of similar size and complexity
History of successfully leading senior delivery leaders with strong people management skills on a regional scale
Candidates must have a deep understanding of markets, customers and related technology; have the background to provide leadership in the practice and a demonstrated effectiveness in consulting and client management.
Background in solving large and complex customer issues successfully working directly with senior leaders (customer and internal stakeholders) to resolve
Deep understanding of the delivery skills, methods and tools required for success
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.
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