Director of Microsoft for Sub Saharan Africa

The Director is responsible for leading, managing, and mentoring high-performing teams of Microsoft specialists and generalists, providing strategic, technical, programmatic guidance, and operational oversight to execute key growth initiatives aligned with the company's vision and values. This role plays a critical part in developing strong partnerships with Microsoft and key regional partners, ensuring seamless alignment and collaboration to drive business success. The Director takes full ownership of the Microsoft line of business-accountable for achieving and exceeding sales revenue, gross margin (GM), vendor targets, and KPIs across all Microsoft offerings.

The Director ensures Microsoft Sub Saharan team work together to deliver the right results. Ensuring the team are happy and effective in their roles so that the business can run smoothly, organizing and delegating workload as well as monitoring them to ensure tasks are completed correctly. Additionally, the Director will have an active contribution to the result by being heavily involved in execution of the Microsoft business plan together with this team.

Drive cross-functional collaboration between management, sales, marketing, and presales teams to ensure unified execution of business objectives. Establish and manage annual, quarterly, and monthly sales targets in alignment with the Microsoft business plan. Ensure the Microsoft business consistently meets or exceeds goals for sales revenue, gross margin (GM), vendor engagement, and partner ecosystem growth. Oversee vendor management, as well as the recruitment, development, and performance of resellers across all Microsoft product lines and solutions. Provide hands-on leadership through supervision, guidance, and motivation of team members to foster a high-performing and results-oriented culture.

ABOUT THE ROLE

* Achievement of the Microsoft Sales Revenue and GM.

* Achieve all Microsoft vendors targets and maximize rebates, funding, and contribution.

* Development and communication of compelling proposition for our Microsoft vendor and reseller communities locally through leadership and management of sales and channel.

* Development of business and activity plans for all Microsoft vendors and resellers to maximize sales growth, market share and contribution, communication Microsoft.

Sales Management

* Develops an effective local Microsoft business plan and sales strategy that ensures attainment of Microsoft sales goals and profitability for each area of the Microsoft vendor.

o Internal Enablement

o External/reseller enablement

* Prepares action plans for effective search of sales leads and prospects for each team.

* Initiates and coordinates development of action plans to expand penetration within the existing account set and development and recruitment of new accounts.

* Assist in the development and implementation of Microsoft vendor marketing plans align with the MS Program Manager on this point.

* Work in line with PS (Professional Services) and Training across all Microsoft teams to execute the Sales Strategy.

* Provides timely feedback and reporting to senior management.

* Provides timely, accurate, competitive pricing on all completed applications submitted for pricing and approval, while striving to maintain maximum profit margin.

* Creates and conducts proposal presentations and RFP responses.

* Assists external Sales Team with preparation of proposals and presentations.

* Communicate Microsoft Vendor strategies.

* Assist in the development of partner plans and their execution.

* Identify synergies and cross selling opportunities.

* Help create additional Microsoft Value Add opportunities for Westcon.

* Execute Microsoft portfolio strategy for Westcon.

* Identify Cross divisional opportunities and execute.

* Coordinate resources to grow Westcon's Microsoft business and/or Microsoft vendor initiatives.

* Responsible for the optimized use of all relevant systems, e.g.

o Bluesky and the billing around BlueSky, Octopus Cloud, Channel center - White labelled offering to reseller/end user, etc.

Leadership

* Adheres to all company policies, procedures and Business Code of Conduct. Ensures that they are communicated and implemented.

* Ensures a high standard of performance & professionalism from the team.

* Delegates authority and responsibility within the team whilst maintaining accountability.

* Communicates effectively with the team by conducting regular team briefings and 1:1's in order to monitor and highlight areas for improvement through training and development.

* Responsible for the personal development of team members.

* Conduct regular coaching sessions regarding vendor strategy and messaging to enhance selling skills.

* Complete annual company performance reviews for team members ensuring equality and consistency across the process.

* In conjunction with Human Resources, responsible for recruitment and selection within the Microsoft Team.

ABOUT YOU

Education/Certification

* Matric.

* Business Management Degree is preferred.

* Proven certification in Microsoft products.

Knowledge

Technology:

* Excellent knowledge of Microsoft product portfolio offerings

* Excellent knowledge of the Microsoft market

* Ability to use standard software: MS Office Applications & Database software

* First in class computer literacy

Finance & Compliance:

* Understand financial impacts on revenues and Gross Profit objectives regarding special pricing, customer rebates etc.

* Strong business acumen

* Understand the business direction; identify strengths, weaknesses and possible threats

Sales:

* Complete & proficient understanding of the sales cycle; and the ability to train & develop staff

* Ability to identify types of partners (SI's, ISP's, Var's etc. for recruitment and development)

* Alignment with the Microsoft everchanging priorities

Customer Service:

* Strong understanding of Customer Relationship Management

* Strong understanding of customer and market dynamics and requirements

Desired Skills & Attributes

* Acquiring & Qualifying Business

* Highly interested in new vendors and new technologies in the Microsoft space

* Developing Internal & External Relationships through strong and effective communication

* Developing and executing Sales Strategy, through effective application of Business Acumen

* Self-direction/motivation

* Excellent knowledge of the market and competition, identifying their strategies, strengths and weaknesses

Desired Experience

* Proven management experience preferred

* Channel; Distribution, Systems Integrator, end user or Vendor background

* Extensive experience in all aspects of Customer Relationship Management

* Proven leadership and ability to drive Sales Strategy through the effective motivation of Sales Teams

Key Competencies

* Leadership Skills

* Sales and Marketing experience

* Finance and working capital

* Business skills & commercial judgment (determining which are the critical issues)

* Communication skills for all stakeholders

* Relationship and sales skills

* Distribution understanding and experience

* Technically astute in all Microsoft product portfolio offerings

Values

* Demonstrates and embraces Westcon-Comstor values of Ambition, Integrity, Partnership &

Accountability

Operating Environment

* Busy Global Networking Business (Sales Office)

* Partner sites/vendor sites

* Corporate entertaining at events

* Willingness to travel

Join a growing global business

Westcon-Comstor is a leading name in IT distribution with US$5.50 billion in global revenues. Our job is to link technology vendors to our distribution partners who resell software and solutions to business and other customers.

This is an exciting time to join our expanding operation, which serves the EMEA region. We have ambitious plans and huge future potential - you will be ideally placed to grow your career in a dynamic yet supportive culture.