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Director. Microsoft Offerings and GTM

HCL Technologies
Closing date
23 Feb 2021

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Technology & New Media
Contract Type
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Job Details

Microsoft Ecosystem Unit:

The Offerings and GTM Team within the HCL Microsoft ecosystem work with Business Divisions across HCL and within Microsoft and are responsible for the overall ecosystem Offering and GTM strategy and execution ensuring a healthy Sales and Innovation pipeline.

The team consists of 10-15 Offering and Project Managers who work across all three Microsoft Clouds focusing on both horizontal workload solutions and integrated, vertical aligned business solutions across:

1. Modern Workplace and Cyber Security

2. Infrastructure and Applications including Azure Cloud

3. Data and Artificial Intelligence

4. Business Applications/Dynamics 365

While small, the criticality, scope and scale of the team is significant and fundamental to the success of the Microsoft Ecosystem and the Offerings development. While most of the team is based in India the role is Global and interfaces directly with various HCL Divisions and with Microsoft. The ability to create credible, trusted-advisor, relationships and manage complex stakeholder landscapes is critical to this role.

Key Dimensions:

1. Leadership of the team. We have a culture of ownership, diversity and innovation. We work collaboratively to ensure we deliver to plans and expectations.

2. Strategic Planning. There needs to be a balance between managing the current pipeline and developing the pipeline for the future. Plans need to be aligned internal and to Microsoft, and regularly updated to ensure we continue to meet expectations

3. Offering Development. Working collaboratively with Microsoft Business Units, Practices and Verticals the team development Offerings and align appropriate GTM plans from the early stages of innovation, through release to sustaining market growth.

4. Relationship Management - solve issues, address escalations and proactively ensure that products can be sold, implemented and support throughout the entire lifecycle

5. Programme Management - Offerings are development through many channels, with multiple partners, across several HCL Divisions and with numerous stakeholders. A strong Programme Management approach is necessary to track and ensure timely completion of all actions.

6. Management Reporting. Numbers are important but they need to be put in context. A priority for the role is to demonstrate, to all stakeholders the value delivered and plans in place to continue to deliver growth.

Technical Skills and Domains:

Deep technical skills are not required for this role, successful candidates must be able to apply their experience to solve business issues, create excited customers and build commercially viable products. A general awareness of Infrastructure, Cloud and Applications would be of benefit.

The role will have direct, line management responsibility for the Offering Management team and should be able to demonstrate management of global, culturally diverse and high energy team.

Key Behaviours:

Solution and outcome focused. Should not only be able to identify and document dependencies, conflicts, roadblocks and issues but solve them focusing on agreed deadlines. Must be able to set own priorities, follow-through and work towards agreed targets with minimum of supervision.

Continually Learning. Technology is rapidly changing and evolving, and successful candidates must take responsibility for the continual development of their own skills.

Strong executive presence including written communication and presentation skills with a high degree of comfort to large and small technical audiences.

Inclusive and collaborative - driving teamwork and cross-team alignment and building relationships and networks across the various ecosystems to leverage ideas and best practice.

Methodical approach to detail is important. Should be able to identify sources of data and analyse information from multiple sources including technology trends, buyer behaviours and financial performance to create actionable and positive recommendations.

Flexibility in working practice is mandatory.
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