Cloud & AI Specialist Sales Manager

Responsibilities

• People Management
• Deliver success through empowerment and accountability by modeling, coaching, and caring.
• Define team objectives and outcomes.
• Enable success across boundaries.
• Help the team adapt and learn.
• Attract and retain great people.
• Know each individual’s capabilities and aspirations.
• Invest in the growth of others.
• Sales Excellence
• Participates in regular strategic planning for their assigned territory.
• Reviews plans via rhythm-of-business (ROB) meetings and aligns the plans of their team across departments.
• Guides team to align their approach with sales excellence team.
• Engages with external executives to bring a more strategic perspective into the planning portion of account planning.
• Leverages technical and industry expertise, partners, and resources to build and transform new markets.
• Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources; leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.
• Mentors/coaches the team on growing knowledge on sales or products and ensures the team complete training and obtain certifications as required.
• Oversees the end-to-end business across geographical regions; ensures their team meet sales targets and operational standards and maintains the health of metrics within the assigned territory.
• Interacts with Corporate leadership and senior-level stakeholders to get support for their team and the geographical regions.
• Lays out customer satisfaction long-term strategies; proactively promotes development of deep and influential relationships with client contacts; guides their team on ensuring customer/partner satisfaction and facilitates the resolution of sales/delivery issues for strategic accounts; establishes standards for customer/partner experiences.
• Sales Execution
• Coaches their team to collaborate with partners and other internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]) and to engage customers to drive consumption.
• Leads their team to develop strategies for driving and closing opportunities.
• Drives the implementation of strategies and the collaboration with the account team to ensure alignment.
• Guides and orchestrates their team on communicating with customers to understand their business needs or facilitates customer interactions to assess customer needs.
• Provides direction/guidance on the development of solutions across solution areas and support areas; helps the team create vision for the customers and develop plans to drive sales.
• Guides and orchestrates their team on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners.
• Leads their teams to identify and track new opportunities; leverages stakeholders (e.g., account-aligned team unit) to build pipeline within the territory.
• Coaches team members on interfacing with prospective customers to build network.
• Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educates the customers on how to best address their needs.
• Bridges the gap between customer needs and Microsoft solutions to close deals with customers; acts as a thought leader in digital transformation across solution areas to advise customers and represent Microsoft, and coaches others internally on how to do this.
• Leads transformational shifts to drive deployment and create business value for customers based on specific business needs and priorities.
• Leads a virtual cross-organizational team on strategic projects and high-impact solution sales deployments that enable digital transformation and deliver business value.
• May lead partner integration into account/territory planning and customer engagements.
• Brings impactful industry insights into customer engagements and closes deals with customers; acts as a thought leader in digital transformation across solution areas to advise customers and represent Microsoft, and coaches others internally on how to do this.
• Represents their team internally at Microsoft as they engage other internal stakeholders.
• Sales Execution
• Guides and orchestrates their team on communicating with customers to understand their business needs or facilitates customer interactions to assess customer needs.
• Provides direction/guidance on the development of solutions across solution areas and support areas; helps the team create vision for the customers and develop plans to drive sales.
• Guides and orchestrates their team on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners.
• Leads their teams to identify and track new opportunities; leverages stakeholders (e.g., account-aligned team unit) to build pipeline within the territory.
• Coaches team members on interfacing with prospective customers to build network.
• Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educates the customers on how to best address their needs.
• Bridges the gap between customer needs and Microsoft solutions to close deals with customers; acts as a thought leader in digital transformation across solution areas to advise customers and represent Microsoft, and coaches others internally on how to do this.
• Represents their team internally at Microsoft as they engage other internal stakeholders.
• Scaling and Collaboration
• Guides their team to build a network of partners to cross-sell, up-sell, and co-sell.
• Leads the team to identify new partners, evaluate partner capabilities, and supports on-boarding new partners.
• Facilitates the development of partner strategies and ensures execution.
• Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and consumption plans, and building partner capabilities.
• Contributes to the development of the orchestration model.
• Technical Expertise
• Supports their team on participating in Microsoft events.
• Contributes to setting up the events and promoting best practice sharing across subsidiaries.
• Coaches their team on business and market knowledge.
• Leads team's internal collaboration to position Microsoft products, solutions, and/or services against competitors.
• Acts as a thought leader to help their team connect Microsoft solutions to customer business impact.

Qualifications

• Required/minimum qualifications:
• Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience.
• OR
• Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience.
• OR
• Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience.
• OR
• 11+ years of technology-related sales or account management experience.
• Additional Or Preferred Qualifications:
• 6+ years of solution or services sales experience.
• 3+ years of people management experience highl preferred.
• Preferred Qualifications:
• Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience.
• Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience.
• 11+ years of technology-related sales or account management experience.
• 6+ years of solution or services sales experience.
• 3+ years of people management experience highl preferred.
• Additional Or Preferred Qualifications:
• Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience.
• Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience.
• 11+ years of technology-related sales or account management experience.
• 6+ years of solution or services sales experience.
• 3+ years of people management experience highl preferred.
• Base Pay Range: USD $62.16 - $105.96 per hour. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay
• Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances.