苹果Apple Support - Executive Relations Senior Area Manager, Greater China

Accelerating GrowthUnderstands 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. Facilitates the sharing of best practices, digital assets, and digital insights, and leverages them across Microsoft's segments for cloud solutions that accelerate new customer relationships and opportunities.Applies industry and market expertise, proactively leading team(s) towards identifying solutions to drive new opportunities and strategies in alignment with customers needs. Demonstrates industry-specific capabilities and expertise to represent Microsoft as a thought leader who can articulate connections between Microsoft solutions to relevant business contexts (e.g., speaking at external events). 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 OthersInfluences 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. Drives clarity when leading engagements with key stakeholders to develop short- and long-term execution strategies that meet our customers' and Microsoft's objectives. 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 the development of an ecosystem of customer and external partners and identifies where there is a need for partners to act in Microsoft's market to accelerate consumption and/or growth. 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 BusinessCoaches 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.Analyzes and builds upon sales strategy and execution to drive success within their market based on Microsoft's and customer/partner needs. 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. Supports internal talent development and works to attract talent to Microsoft. Leads sales team(s) by example, driving high-value engagements and creating trusted partnerships with customers and partners. Coaches team(s) on the execution of go-to-market based on customer, partner and Microsoft needs, and scaling business across markets. 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. Coaches team(s) on ensuring that Microsoft's systems, programs, and tools are being fully utilized to execute on customer planning and a rhythm of business (RoB) to align solutions and go-to-market priorities across Microsoft solutions lifecycles.People ManagementManagers deliver success through empowerment and accountability by modeling, coaching, and caring. Model: Live our culture. Embody our values. Practice our leadership principles. Coach: Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn. Care: Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others.

The ideal candidate will have experience in customer-facing roles and success in leading in-depth technical Application development architecture discussions with senior customer executives, Architects, IT Management, and Developers to drive value to our customers and is open to travel to customer site as needed by business. • Understanding Customer/Partner Technical Environment (Insights about Customer/Partner and Industry): Gather customer/partner insights (e.g., feedback around technical preferences, environments, business needs, competitive landscape), and map architecture and digital transformation solutions to customer/partner business outcomes. Adapt business models, plans, and solutions to insights. • Understanding Customer/Partner Technical Environment (Internal Advocacy): Act as the voice of the customer (VOC)/partner by driving new feedback, gaps, blockers, insights, resources, etc. across communities to track, add, and prioritize, using established channels (e.g., UAT/TFT). • Architecture Design and Deployment (Architecture Proposals): Receive and synthesize data about customer/partner business and technical requirements, address them with technical architecture(s), demonstrate and prove those solutions capability and business value through design collaboration sessions with the customer/partner. • Architecture Design and Deployment (Requirements and Constraints): Apply broad technical knowledge across various architecture solutions to meet business and information technology (IT) requirements and resolve identified technical constraints. Help to shape and enhance customers' requirements. • Application Development, Architecture Design and Deployment (Resolving Blockers): Identify, escalate, and work to resolve technical blockers (e.g., changing configurations, sample coding) to accelerate architecture implementations and routes non-technical issues for removal by the appropriate party. • Trusted Advisor (Challenger Mindset): Respectfully challenge customers/partners when going in the wrong direction and escalate appropriately. • Trusted Advisor (Competitor Insights/ Differentiated Value Proposition): Understand the competitor's architecture solutions and identify Microsoft's strengths over competitive solutions to drive conversations with customers/partners and convince them of solution. • Customer Usage: Lead architecture design, resiliency reviews, and technical optimization that result in production deployment application and increase customer business value. Drive efforts to ensure that the customer's environment and applications are well-architected. • Customer Satisfaction – Deliver positive Customer Satisfaction and become trusted advisors to customers by leveraging solution area expertise to enable defined Customer Success Plan outcomes.

We help the world run betterAt SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging – but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.      What we offer  We help the world run better.    Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned with our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your contributions, and various benefit options for you to choose from. Apply Now!     The SAP Academy for Customer Success is a global development program designed for talent who are early in their career.      Who You’ll Become  The Account Executive's primary responsibilities include prospecting, qualifying, selling, and closing new business to existing and net new customers. The Account Executive empowers our customers to achieve their full potential by understanding their strategy, unique business goals, and desired outcomes, thereby driving cloud revenue growth through leading dedicated sales efforts to help customers solve their business challenges by positioning value through our solutions.     What You’ll Do  As an Account Executive within the SAP Academy for Customer Success, you will be responsible for the following:   Successfully complete a 10-month learn-apply program, which includes classroom phases and field phases with your sales team, that enhances your support in the role and is a critical customer-facing function within our Customer Success Board Area.  Immerse yourself in multi-dimensional, experiential learning focusing on digital transformation, global intelligence, human skills, business and technology acumen, solution/industry knowledge, and strategy/tools/process.   Learn how to drive value across the customer lifecycle through solution adoption and ongoing renewals that foster account expansion.   Receive onboarding in your local market with on-the-job training and mentoring by a Senior Account Executive in the field. You will be able to work both behind the scenes and directly with customers.    The program will enrich your knowledge of SAP and the Customer Success board area and give you professional experience so that you can be ready to serve our customers. We offer full-time employment from day one with practical learning applications for your role.  Upon successful completion of the program, you will move into a direct customer-facing sales role in your market and continue to receive mentoring and coaching support to accelerate your growth.      Sales roles in scope: Account Executive (AE), Solution Sales Executive (SSE)      SSE focus areas:    SAP Finance & Spend Management (F&S) – Knowledge in key areas such as accounting, procurement, and supplier management, focused on boosting visibility, cutting costs, and improving efficiency.    SAP SuccessFactors (Human Capital Management - HCM) - Knowledge in core HR and payroll, talent management, employee experience management, HR analytics, workforce planning, and sales performance management.    SAP Supply Chain Management (SCM) - Knowledge in Supply Chain, Asset Management, Manufacturing, Logistics, or Product and Project lifecycle management.    SAP Customer Experience (CX) - Knowledge of e-commerce, sales, customer service, and marketing processes.    SAP Business Transformation Management (BTM) - Knowledge in Business Process Management/Business Process Automation applications.     SAP Business Technology Platform (BTP) & SAP Business Data Cloud (BDC) - Knowledge in database and data management, analytics, application development and integration, intelligent technologies, and AI. Understanding of Integration, Application, Data, Infrastructure, and Security technology domains.

Bringing the State of the Art to Products  Collaborates with and bridges the gap between researchers (in community, Microsoft Research [MSR], or in their own organizations) and development teams. Brings new technology and approaches into production by applying long-term research efforts to solve immediate product needs.  With limited guidance from others, works to create product impact. Identifies approach, and applies, improves, or creates a research-backed solution (e.g., novel, data driven, scalable, extendable) to positively impact a Microsoft product or service. Solves components or aspects of a problem as assigned by a senior team member. May publish research to promote receiving new intellectual property for product impact.  Participates in collaborative relationships with relevant product and business groups inside or outside of Microsoft and provides expertise or technology to create business impact. Participates in technology transfer attempts, filing patents, authoring white papers, developing or maintaining tools/services for internal Microsoft use, or consulting for product or business groups. May publish research to promote receiving new intellectual property for business impact.  Capability Management and Networking  Maintains ties with external network of peers and identifies prospective talent, when asked. May contribute to publications on research findings. May participate in candidate interviews. Collaborates with the academic community to develop the recruiting pipeline and establish awareness of their work.  Reinforces a positive environment by applying best practices. May support mentorship by assisting with onboarding of research interns or other entry-level team members, if applicable.  Documentation  Performs documentation of work in progress, experimentation results, plans, etc. Documents scientific work to ensure process is captured. Participates in the creation of informal documentation and may share findings to promote innovation within group.  Ethics and Privacy  Understands and follows ethics and privacy policies when executing research processes and/or collecting data/information.  Leveraging Applied Research  Applies strategy by understanding the role in the team and applying the strategy provided by senior team members and incorporates state-of-the-art research. Asks probing questions to better understand strategy.  Researches and develops an understanding of tools, technologies, and methods being used in the community that can be utilized to improve product quality, performance, or efficiency. Contributes knowledge around several specialized tools/methods to support the application of business impact or serves as an expert in a deeply specialized area.  Gains deep knowledge in a service, platform, or domain and acquires knowledge of changes in industry trends and advances in applied technologies. Consults with engineers and product teams to apply advanced concepts to product needs. Learns product domain by reviewing products.  Machine Learning Functionality, Insights, and Technical Tools  Prepares data to be used for analysis by reviewing criteria that reflect quality and technical constraints. Reviews data and suggests data to be included and excluded. Describes actions taken to address data quality problems. Assists with the development of useable datasets for modeling purposes. Supports the scaling of feature ideation and data preparation. Helps take cleaned data and adapts for machine learning purposes, under the direction of a senior team member. Seeks guidance from senior team members when confronted with problems/challenges.  Uses machine learning algorithms that structures, analyzes, and uses data in product and platforms to train algorithms for scalable artificial intelligence solutions before deploying. Begins to develop new machine learning improvements independently while under the direction of a senior team member.  Collaborates to leverage data to identify pockets of opportunity to apply state-of-the-art algorithms to improve a solution to a business problem. Uses statistical analysis tools for evaluating Machine Learning models and validating assumptions about the data while also reviewing consistency against other sources. Begins to independently run basic descriptive, diagnostic, predictive, and prescriptive statistics. Assists with the communication of insights under the direction of senior team members.  Supports the application and use of intelligence created during the training of algorithms for deployment. Seeks information about large-scale computing frameworks, data analysis systems, and modeling environments to improve models. Helps create a model, apply the model to real products, and then verify effects through iterations. Helps with experiments by putting multiple models in production and evaluating their performance. Sets up monitoring and implementation to track production models, under the direction of a senior team member. Addresses models when that break, under the direction of others.  Leverages or designs and uses machine learning/data extraction, transformation, and loading (ETL) of pipelines (e.g., data collection, cleaning) based on data prepared.