阿里巴巴LAZADA-Senior Manager/ Vice President, Communications Lead-Manila BGC

• Lead the Government Affairs function of Lazada Vietnam; • Monitor policies, administrative and/or legislative developments, evaluate potential impact of legislative, administrative, and other proposals that may affect Lazada, and coordinate with related functional teams for internal alignment on next steps • Research and develop (in collaboration with Legal and functional teams as appropriate) position papers, talking points to convey the company’s messages to relevant government stakeholders • Lead/support the development of profile building initiatives and coordinate with internal and external stakeholders to manage the implementation • Lead the arrangement of workshops and/or meetings between Lazada and government stakeholders (e.g. meeting setup, talking point / presentation development, minutes taking as needed, etc.) • Support the government affairs work of the Alibaba Group as needed • Other assignments as requested by the Executive Vice President and Group Head of Government Affairs

Account ManagementExpands network of key internal (e.g., Industry Solutions [IS]) and external partners for accounts to ensure execution of core tasks and account transactions. Grows sales and partner impact and engages mainstream partners to develop and promote mutually-beneficial customer business and technology transformation strategies. Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound. Proactively engages and works with partners’ sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners.Anticipates moves within assigned accounts, as well as potential problems and ways to mitigate risks. Determines prioritization of action for multiple assigned accounts based on customer needs, sales-generating importance, growth opportunities, and account risks, all while maintaining a high level of commitment and accountability for assigned accounts. Consults and coordinates with the account management team to make necessary adjustments, determine what actions to tackle first, and re-adjust priorities to respond to pressing and changing demands.Thinks strategically about customer planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts. Influences to scale strategic plans (inclusive of partners) and involves senior leadership team. Ensures teams are documenting in the Account Plan.Develops and oversees the execution of account plans utilizing common sales and delivery methodology for the Microsoft sales organization for multiple accounts to ensure Microsoft revenue targets and customer business needs are met. Drives accountability to deliver on account plans among the extended virtual teams and internal industry experts. Leads extended team and embraces partners to scale business by understanding partner goals and creating an interest in mutual business growth. Ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays.Customer EngagementBuilds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization through consultative engagement to establish Rhythm of Business (RoB) with customer sponsors to highlight the value of the Microsoft solutions and subsequent Return on Investment (ROI). Seeks to deepen relationship with customers during interactions by being customer-focused and consistently honoring commitments and connecting the customer to Microsoft executives, and partners with them to foster trust and brand growth and loyalty through multiple levels (e.g., managers, executives) of the customer's organization in the assigned accounts. Assists partners in joint-selling by establishing joint desire to create new go-to markets by starting to build relationships in new markets (e.g., Vice President). Leverages digital selling methods (e.g., digital) to grow your network and create a pipeline, consume account-based marketing outputs, and reflect in the engagement strategy in our customer plan.Proactively develops a comprehensive understanding of the customer's business and technology needs and priorities for each assigned account. Identifies opportunities to drive optimizations and new business and technology solutions based on customer's strategies. Presents solutions and ideas based on customer insights. Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed. If industry aligned, also develops a comprehensive understanding of the customer's industry.Understands customer drivers of business transformation and leads new opportunities and orchestrates internal teams to accelerate the customer's digital transformation. Engages with customers to lead strategic technology direction/transformation within assigned accounts customer. Proactively mitigate competitive risk. Mitigate competitive risk. Ensures line-of-business wins are captured (e.g., testimonials) for referencing through insightful listening.Industry KnowledgeProactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities and potential threats the customers face. Coordinates with internal industry experts (e.g., industry teams, industry specific partners) to gather industry data of assigned accounts and improve planning. Demonstrates a strong understanding of the customers' business strategy and the direction of the industry.Sales ExcellenceLeads and orchestrates extended virtual teams and key stakeholders with deep industry expertise (e.g., customers' sponsors) to expand relationship with decision makers and stakeholders of assigned accounts by leveraging best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales. Document and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc.Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction. Leverages internal resources to support customer needs. Orchestrates others (e.g., Customer Success Account Management [CSAM]) to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as need to improve customers' overall experience. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.Develops value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes to generate business and upsells. Presents business plans to customers to generate new non-qualified opportunities.Implements strategies to engage relevant stakeholders of assigned accounts and create and/or identify upselling/cross-selling non-qualified opportunities and drive consumption of Microsoft solutions while utilizing common sales and delivery methodology for the Microsoft sales organization.Educates decision makers of assigned accounts on Microsoft's value proposition aligned to customer's business objectives. Establishes the competitive advantage. Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs.

Business Excellence• Holds team accountable for forecasting expected sales revenue within the portfolio/customer segment(s) within their markets. Examines revenue subtotals by solution area from a bottom-up view to determine progress against unofficial budgets. • Proactively expands strategic network of key internal and external partners and other business decision makers for their team and customers to ensure execution of core tasks, grow sales and partner impact, and to ensure seamless account management experiences within the portfolio; drives engagements with key internal partners, business, and technical decision makers to develop long-range, comprehensive, tailored business strategies that meet Microsoft's and customers' needs; directs team(s) on the development of marketing strategies based on partner and Microsoft needs, and scaling business across regions, segments, and/or globally; identifies where there is a need for a partner(s) to act in Microsoft's market to accelerate consumption and/or growth. • Oversees and directs actions across multiple complex accounts and business areas, and manages planning and prioritization efforts across accounts to ensure individuals and teams follow-through with appropriate responses to account needs; defines expectations and goals to guide the development strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities; shares best practices across teams for assessing and adjusting priorities, and reducing complexity for customers in concert with sales teams, all while maintaining a high level of commitment and accountability; defines priorities for projects across the line of business to drive business outcomes. • Directs and holds virtual teams accountable to lead execution and customer escalations at the portfolio level, providing guidance and sharing best practices for executing prompt and swift corrective actions, understanding trends, and working with partners to mitigate recurrences; ensures team(s) provide support for account management and internal partners to facilitate efforts to proactively address customer escalations and revenue, delivery and consumption blockers, and/or sellers blockers; holds customers/partners accountable as part of the escalation cycle. Understands and develops contract elements (e.g., terms and conditions), contract negotiation, and risk management strategies. Driving Business Growth by Customer and Partner Obsession• Empowers virtual teams to define strategies, objectives, and a rhythm of business (ROB) for account planning across the customer set, clearly articulating standards and priorities; directs and coaches team(s) or manager(s) where and how to invest account management resources and other stakeholders; oversees and directs maintenance of periodic coaching rhythm with sellers; coaches, inspires, and influences engagements between internal and external senior decision makers on long-term business planning, the development of scalable strategic plans, and anticipating customer trends and needs across aggregate accounts. • Actively maintains and leverages a comprehensive understanding of their customers' business needs, strategies, and priorities within the portfolio; coaches team(s) to anticipate their customers' needs and to educate customers on positioning Microsoft products and services to increase customer budget; directs team(s) to translate features into customer business impact and outcomes that accelerate the customer's digital presence; manages the development of plans to offer targeted solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solutions for customer and industry needs. • Directs long-term customer satisfaction growth and maintenance strategies; drives business portfolio management to contribute to overall business growth; manages relationships with customer stakeholders and the collection of feedback (both formal and informal) within the portfolio to identify and understand the drivers of satisfaction and/or dissatisfaction; holds team(s) accountable for customer (dis)satisfaction issues and coaches them to resolve those issues; ensures key stakeholders are aligned with success measures across teams and track progress against plans, orchestrates internal and external resources to anticipate customer satisfaction issues, determine the root cause of problems, remove blockers, and establish recovery action plans to improve customer's overall experience. • Directs the development and implementation of strategies for maximizing selling and customer add opportunities; ensures plans highlight solutions to solving additional business and technology issues; provides guidance on storytelling strategies to lead account conversations, evaluating account performance, developing short- and long-term strategies, and acting upon optimization opportunities; shares best practices and leverages expertise cross-functionally to identify and act on opportunities to drive growth, revenue, and adoption outside of the portfolio; encourages and coaches team on how to exhaust all opportunities to develop relationships with new and existing customers. • Ensures the development and execution of business planning by one or more sales teams, managing accounts within the portfolio, and holds their team(s) accountable for ensuring engagements yield high volume sales and consumption targets in alignment with plans, budgets, and forecasts; shares industry insights and best practices for leading diverse cross-functional teams and ensures their team(s) coordinate with internal industry experts on account planning and execution; directs team members to identify new business opportunities, drive account growth, and facilitate actions around to win big bets, while leveraging internal and/or external partners to scale business by emphasizing mutual business growth, and coaches team through reporting account details back to business stakeholders. • Leads digital transformation efforts across accounts to drive business outcomes and create business value for customers across the customer set; empowers their team(s) to field innovative ideas that showcase the value of digital transformation and provides guidance related to the execution of such transformation; enables team members to leverage corporate resources, engages cross-industry resources, and removes internal blockers to drive customer transformation; ensures line-of-business wins are captured (e.g., testimonials), referenced, and socialized across teams to identify best practices and align digital transformation strategies; facilitates full alignment between teams in order to execute effectively. People and Cultural Transformational Leader• Leverages a strong knowledge of Microsoft's product landscape, solutions, and strategy to address customer's needs; shares and discusses industry and competitive market knowledge internally to drive more competitive solutions, enhance growth of teams, and influence business capabilities; provides advice and industry expertise to help inform decisions on pursuit or withdrawal, close deals in competitive situations, and execute on sell opportunities; evaluates opportunities and positions Microsoft favorably against competitors. Acts as a brand ambassador for Microsoft to external stakeholders, leading customer roundtable discussions to improve understanding of the long-term impact of business decisions. Encourages development of connections between team and functional leaders to enhance understanding of the practitioner perspective; leverages the work of others (e.g., industry/sales executives) to enhance their own and their team's account planning. • Develops and holds team(s) accountable for developing a deep understanding of their clients and/or customers' business models and priorities; integrates and validates feedback from various sources to inform industry strategy; defines expectations and requirements for marketing and business strategies aimed at growing opportunities among current and new clients and/or customers; holds team(s) accountable for displaying customer and partner obsession by driving business value to customers and demonstrating that Microsoft is focused on their success; empowers their team(s) to achieve customer and partner goals; ensures team(s) gather and share feedback to enhance capabilities broadly across their organization, and consistently adapt Microsoft's messaging; guides team(s) and internal partners in contact with clients and/or customers on proper communication strategies that articulate Microsoft's offerings and value propositions. Develops new connections with teams locally and globally to enhance global market understanding. • Positions oneself as a thought leader and trusted advisor to executive-level business decision makers across their business areas; leverages and socializes best-in-class sales and communication techniques to direct efforts to lead teams and key internal and/or external stakeholders with deep industry expertise (e.g., industry solutions executives), and to enable their team(s) to build stronger relationships with decision makers across business areas. • Directs and facilitates the development and delivery of compelling, value-proposition presentations (e.g., with the use of business cases) and specialized business plans for clients that accelerate the closing of deals, facilitates connections between customers and broader Microsoft solutions, and consistently drives business outcomes; coaches others to tailor presentations for clients and/or specific industries, tracks outcomes from presentations, and shares best practices and overall plans with internal partners and peers; utilizes examples from other customers in the industry to demonstrate a mix of industry- and customer-focused needs being met when presenting business plans to clients; represents Microsoft as a thought leader by speaking at industry panels. • Proactively cultivates trusting and influential relationships with customers and directs one or more sales teams to use Microsoft sales strategies with business and technical decision makers at high levels of the customer's organization (e.g., individual contributors to Corporate Vice Presidents [CVPs]), and to align priorities, secure buy in, close sales, and drive ongoing business value; defines and socializes strong customer engagement strategies among internal partners to articulate Microsoft's point of view and create deep connections with clients that help drive purchase decisions and interaction, and increase participation; guides their team(s) to leverage their expertise and understanding of customers' needs to become trusted advisors who help drive customers to transform their business model; advocates internally on behalf of the customer (e.g., driving changes to roadmap, engaging with product groups) to influence decisions and priorities in alignment with customers' needs; coordinates with internal stakeholders to influence change and/or execution between teams. • Directs and executes talent acquisition, recruiting, succession planning, and change management; provides guidance to team on how to have hard conversations, navigate employment law, support diversity and inclusion initiatives, and how to motivate/coach someone's behavioral changes; acts on "talents of the future," what will be needed in the role as time goes on/as the role evolves and how to build their workforce around that; adapts their coaching techniques periodically to ensure that they are working with their team(s) toward the most up-to-date expectations; recruits individual contributors as well as leaders, understands the market and how to attract diverse talent over competitors, and oversees leader development; influences the market by having presence and visibility that facilitates recruitment of market talent; cultivates development plans across teams, not solely top talent.

Account Delivery Management  • Drives and maintains obligations to customer across the delivery lifecycle including envisioning, solution development, delivery planning, cloud consumption and usage, delivery management. Leads or participates in steering committee meetings with strategic customers to discuss progress toward delivery success.  • Contributes to consumption activities, through others (e.g., Customer Success resources), for customers by identifying blockers to consumption goals and enabling customers, through internal teams, to get the full value of their purchases. Holds accountability for project delivery forecast.  • Collaborates with Sales to support contract setup, signature, compliance, and execution from deal approvals to invoicing and closure. Manages areas of fiscal responsibility within project portfolio, staying within budget while driving engagement profitability and risk management.  • Supports relationships with key stakeholders in the customer portfolio to ensure service delivery is on track and issues are being anticipated, identified, and managed. Communicates current view of delivery to customer stakeholders, as appropriate.    Intellectual Property (IP)  • Researches and proactively shares intellectual property (IP) and provides recommendations for improvement including submitting new IP. Holds others accountable for reusing appropriate IP and collective knowledge by enforcing use of processes and artifacts with team members.    Relationship Development  • Engages with customer stakeholders to develop partnerships, leveraging broad technical expertise. Manages escalations or ensures resolution of escalations with customer stakeholders through tailored corrective action (e.g., education) and overcomes ambiguous situations as needed. Learns to leverage project sponsors and internal network to influence stakeholders and resolve situations.  • Drives customer satisfaction by engaging with customers stakeholders in a positive manner, reviewing and analyzing customer feedback, and leveraging trusted relationships with key internal resources to act as the voice of the customer. Manages expectations with political sensitivity by leading Success Expectation discussions with customer, and documenting, executing, and monitoring through customer and partner experience (CPE).  • Adheres to project compliance standards (e.g., confidentiality, privacy) and requirements of the contract and accommodates customer compliance standards, including managing compliance-related complexities (e.g., high sensitivity to confidentiality). Champions compliance by contributing to knowledge sharing across teams to build compliance capability of others.    Initiation  • Drives project initiation for projects of medium complexity (e.g., multiple offerings, and/or supports projects of high complexity (e.g., tailored offerings, high visibility, high impact, market making) by delivering a workstream within a larger project/program, by driving commitment of delivery resources, assigning resources, assisting in sourcing and qualifying partner resources, and creating work breakdown structures (WBSs) with delivery team.   • Balances needs across projects in challenging situations (e.g., scarce technical resources), with support from senior colleagues as needed, and collaborates with other groups (e.g., resource managers, Global Delivery Center) on integrated planning and organization of onshore/offshore projects.    Contracting  • Facilitates contracting process for customer and partner resources (e.g., contractors, vendors) by briefing partners, coordinating partner candidate interviews, and identifying and acclimating partner resources to the team. Supports negotiation and structuring of fixed-fee subcontractor contracts with oversight from senior colleagues. Monitors and initiates Amendments, Delivery Acceptance, Proof of Delivery, and Invoicing processes.    Presales  • Contributes to pre-sales for medium-impact projects by articulating the business value proposition associated with the project/change and considering associated complexities and risks to ensure feasibility of commercial offer. Participates in review of proposed scope and assists in developing Statement of Work (SOW), Work Breakdown Structures (WBSs), estimates, preliminary risk assessments, etc.    Planning  • Develops detailed project management plan to drive predictable delivery for projects of medium complexity or supports senior colleagues in projects of high complexity, leveraging existing materials and experience to drive scope, resources, and Microsoft project schedule in alignment and collaboration with customer plan. Ensures use of baselining, resource load balancing, and application of work effort, dependency management, contingency planning, and utilization of software (e.g., Timeline).  • Establishes clear expectations and accountabilities (e.g., reconfirm scope, Responsible-Accountable-Consulted-Informed matrix) with all project team members (e.g., consultants) and stakeholders for teams of medium complexity by leading internal and external kick-off meetings (e.g., sales to delivery handoff, formal kick-off meetings). Proactively engages broad set of internal and external stakeholders, including those who are impacted by project scope/outcome, but not directly involved (e.g., Enterprise Operating Unit, India Global Delivery, customer stakeholders) and engages subject matter experts in holistic planning activities, including team validation.    Monitoring and Controlling  • Orchestrates and oversees a broad range of project metrics on midsize to large projects with high visibility (e.g., Vice President-level). Proactively ensures adherence to key performance indicators (KPIs) and provides strategic direction to drive success throughout project lifecycle.  • Proactively manages risks and issues within projects of standard complexity, leveraging technical knowledge and previous experience to evaluate risks, perform qualitative analyses (e.g., probability, impact, urgency), create risk management plans, establish processes, and work with cross-functional groups and leaders to mitigate identified risks. Contributes to recovery efforts and ensures tools are updated. Manages issue closure as a high priority.  • Ensures timely completion and quality of deliverables (e.g., documents) and tracking of agreed upon metrics for projects of standard complexity by applying quality management techniques (e.g., benchmarking, interviews) for collecting data. Uses analyses to identify solutions to systemic issues.  • Discusses and confirms Microsoft change control processes at kickoff with customer. Anticipates changes and proactively addresses by probing to ensure change can happen smoothly early in the process. Tests process before initiating formal change.  • Manages finances for projects with mid-size to large scopes and budgets by balancing funding and resources across workstreams, performing analyses, and leveraging cost management experience and expertise. Aims to reduce cost and improve delivery margin without impact to quality or customer experience and understands impact of decisions on the broader business (e.g., profits and losses [P&L], accrual-based accounting).   • Manages stakeholder communications on project health, issues, and financial performance for mid-size to large deals throughout entire project lifecycle, tailoring communications to the audience. Tracks and maintains customer deliverables.    Closure  • Drives timely project closure by ensuring completion of project sign off tasks (e.g., system closeout updates, deletion of customer data, Deliverable Acceptance Form). Drives incremental process improvement by reflecting on and sharing lessons learned across teams, creating and suggesting improvements to intellectual property (IP), providing feedback to managers on team member performance, and conducting closeout interviews with team members.  • Applies advanced knowledge across project management principle areas to execution and delivery, contributes at local team-wide level to share knowledge and support others, serves as a mentor to less experienced colleagues to grow identified skill gaps, and participates in cross-border mentoring and peer alignment to share lessons learned on challenging projects.    Business Growth  • Demonstrates accountability for the financial health of a project or program (e.g., revenue attainment, accurate forecasting, cost management, and utilization, skills, and capacity planning). Identifies opportunities to accelerate and drive consumption and delivery. Owns and drives backlog risk management. Drives incremental business on top of existing projects and programs through next step proposals, conducts customer discussions related to next stage proposal (NSP) and other opportunities. Engages in the pursuit cycle to ensure deals are structured appropriately. Supports and contributes to rhythm of business (ROB) and Chief Financial Officer (CFO) forecasting.  • Looks for or creates opportunities to maximize timely cloud consumption through current deliveries. Identifies new opportunities with customers and facilitates follow up conversations with customers on Consumption both strategically and operational, and to accelerate delivery or prevent delivery delays.  Other  • Embody our culture and values