Business Develoment Manager, Mncs

15 hours ago

Johannesburg, South Africa Microsoft Full time

Microsoft's mission is to empower every person and every organization on the planet to achieve more. Africa is one of the best places on the planet to bring our mission to life. It is home to 1.3B people and 54 countries. The talent in Africa reflects a tremendously rich and diverse potential that can truly impact the world over the next few decades. Being the youngest continent in the world with a median age of just 19.5 years, Africa is contributing to +12M youth being added to the global labor force every year. By 2040, half of the world's young people will live in Africa. Africa's growth is propelled by being a mobile first continent which is fueling connectivity, innovation, and scalability.

Our aspiration is to transform Africa to a Cloud-first, Digital-first continent enabling a thriving digital economy across Africa while reinventing Microsoft's digital assets and capabilities to serve the young continent's transformation needs

To help realize our strategy we are hiring a Business Development Manager to focus on Multinational National Customers (MNC's)

**Responsibilities**:

- Responsible for sales targets for select identified MNC accounts in the region
- Identifies appropriate Mult-National Customers (MNCs) and other pan-African large organizations to partner with/sell to through conducting customer assessment of their current needs and defining a value proposition to meet those needs. Evaluates, prioritizes, and pursues market opportunities and trends across specialists that provide opportunities for partners/customers to leverage Microsoft platforms/products by identifying, quantifying, and qualifying opportunities. Contributes to evaluation of opportunities and leads account planning in cooperation with partners to identify and prioritize goals and objectives for an achievable target.
- Identifies and incorporates other internal teams (e.g., Global Accounts teams, Downstream teams, product, engineering, finance, legal, sales, marketing) and business leaders to help inform and align the strategy. Designs 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 in cooperation with customers. Ensures strategic deals incorporate relevant market factors (e.g., competitive, economic, industry specific) to drive optimal results and return on investment. Empowers a strong customer presence through a deep customer focus and strategic development, attracting and committing customers to the journey through integration of customer feedback. Builds prospective pipelines and opportunities into deals. Creates a strong customer focus throughout strategic development and brings customer along for the journey. Integrates information from prior engagements and learnings to build an improved strategy. Contributes to the understanding of customer needs, gains internal customer alignment, and mobilizes partners to achieve the strategy.

Stakeholder Managment
- Drives identification of the appropriate executive-level stakeholder within customers to connect and work with, in cooperation with Business Development and in pursuit of new business generation. Drives the orchestration of sales or partnership pursuits with customers/partners. Acts as the voice for customers/partners within internal teams and across the organization to design, implement, and plans/programs. Drives customer awareness of and builds connections with key influencers/players, as well as Microsoft's value proposition, in order to create effective customer models and strategies. Drives creation and management of connections between necessary stakeholders within Microsoft and customers. Builds strategic connections with customers and partners across multiple engagements with Microsoft.
- Builds trusted advisor partnerships with cross-functional leaders and managers, representing the organization to area leadership. Begins to accomplish initiatives through influencing cross-functional (e.g., finance, engineering, legal, commercial, product, sales segments) and multi-country team members. Influences and deals with resource (e.g., cash) founding to ensure the availability of resources and appropriate resource allocation. Proactively identifies and drives cross-functional strategic and communication alignment to the customer/partner. Designs internal orchestrations and influences assurances, and contributes to internal feedback loops with stakeholders to align resources, plan up, and support strategic growth. Builds the 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
- Drives discussions with customers/partners to align and determine customer/partner and Microsoft needs and desired outcomes for the region. Negotiates with and influences existing a

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