Account Team Unit Sales Leader

Responsibilities

• People Management
• Respected leader with the ability to attract, retain, and develop the best resources in the field.
• Inspire and foster a culture of customer-centricity, sales and consumption, adoption and use through collaboration with peers and extended teams.
• Manages the development and the delivery of value-proposition presentations and specialized business plans.
• Manages and provides direction to their team on how to efficiently orchestrate resources between different sales and specialized roles.
• Holds teams accountable for forecasting expected sales revenue.
• Empowers teams to define strategies, objectives, and a rhythm of business for territory and account planning across the customer set, clearly articulating standards and priorities.
• Driving Business Growth by Customer and Partner Obsession
• Serves as escalation point for customer issues.
• Shares best practices across teams.
• Acts as executive sponsor for accounts.
• Is trusted advisor for customers and partners.
• Helps customers to digitally transform.
• Coaches teams to identify contacts in new accounts, building customer engagement and digitally transform their businesses.
• Advocates for customers (voice of the customer) within the organization/Microsoft.
• Ensures customer insights are gathered and feedback loop to stakeholder groups is followed.
• Engages with C-Suite executives.
• Coaches teams on how to leverage broader Microsoft organization to better understand customers.
• Drives active listening and a challenger mindset with teams.
• Understands market conditions (e.g., within a country, within a vertical, laws, political environment) to inform customer engagements.
• Manages relationships inclusive of customers, partners, and internal and external stakeholders.
• Coaches sellers on opportunity reviews to understand stakeholder management impact (e.g., influence, budget).
• Sets standards for customer satisfaction metrics (e.g., timeliness and quality of contact).
• Incorporates feedback from internal teams and from customers into future engagements.
• Identifies key trends causing customer dissatisfaction and works systematic efforts to resolve (e.g., process improvements).
• 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.
• Business Excellence
• Leads teams in prioritizing and managing renewal process, including creatively addressing renewal options with internal partners and customers to maximize business outcomes and likelihood of renewal (e.g., industry case references, similar customer paths on deployment and adoption; whole stack adoption).
• Resolves escalations as needed.
• Understands risks and opportunities for growth.
• Represents full business picture to management.
• Drives team to deliver on growth targets and on-time renewals.
• Leads rhythm of the business with licensing solution provider partners to drive accountability.
• Verifies the T-process is followed and address identified process gaps.
• Coaches managers and teams to ensure that activities are in place to drive consumption leading up to the renewal process.
• Drives customers to cloud solutions.
• Coordinates resources across teams to execute territory plans.
• Leads teams on territory management best practices and techniques.
• Validates plans, drives accountability, and coaches teams to achieve or exceed plans.
• Drives strategic partner participation.
• Holds partners accountable to contribute to territory plan.
• Coaches on how to plan for both scale and depth, as appropriate (i.e., account approach for top accounts; territory approach for remaining accounts).
• Ensures future-focused orientation for pipeline coverage.
• Seeks new scenarios where orchestration and collaboration would be needed; triaging gaps.
• Understands where new relationships may be needed, either internal or external to Microsoft.
• Ensures clarity of roles and responsibilities and held accountable accordingly.
• Drives clarity on co-selling with partners with whom the team works.
• Ensures voice of team is heard so right partners are available.
• Coaches managers and teams on available resources within the organization and how best to leverage them.
• Creates clarity of priorities for managers and teams.
• Protects the team's capacity to deliver on highest priorities.
• Helps teams think more strategically about opportunities.
• Ensures team has had AI and cloud conversations and aligns deal execution accordingly.
• Conducts win-loss reviews with team to identify opportunities for future improvement.
• For complex deals, engages resources appropriately and proactively.
• Demonstrates heightened deal making and licensing capabilities.
• Conducts reviews to remove blockers and assist teams in leveraging resources.
• Ensures teams are abiding by compliance requirements.
• People and Cultural Transformation
• Positions oneself as a thought leader and trusted advisor to executive-level business decision makers across their 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, partners and broader Microsoft solutions, and consistently drives business outcomes.
• 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.

Qualifications

• Proven track record of leading high-performing sales teams and driving digital transformation strategies.
• Strong understanding of Microsoft's product portfolio and industry-specific solutions.
• Experience in building and managing partnerships with key stakeholders and partners.
• Excellent communication and interpersonal skills, with the ability to build and maintain strong relationships with customers and partners.
• Ability to effectively manage multiple projects and priorities simultaneously.
• Strong analytical and problem-solving skills, with the ability to drive business outcomes through data-driven decision-making.
• Passion for driving customer success and innovation in the technology industry.
• Experience in managing and mentoring a team of managers and their respective teams.
• Knowledge of Microsoft's AI and cloud offerings and their applications in various industries.
• Ability to lead and coach teams through challenging situations and provide constructive feedback.
• Experience in managing and optimizing sales pipelines and forecasting.
• Understanding of customer journey mapping and the ability to tailor solutions to meet customer needs.
• Experience in managing and driving renewals and upselling strategies.
• Strong organizational and time management skills.
• Ability to work in a fast-paced, dynamic environment and handle pressure.
• Ability to travel as required.