Responsibilities
Sales Leadership
As a sales leader, you should lead your team to develop solution strategies for driving and closing strategic opportunities, as well as identify new partners and evaluate partner capabilities. You should also guide your team to apply the orchestration model, support them in participating in Microsoft events, and act as the spokesman for Microsoft at external events.
You will lead your team to develop solution strategies for driving and closing strategic opportunities, as well as identify new partners and evaluate partner capabilities. You will guide your team to apply the orchestration model and leverage stakeholders (e.g., Customer Success team unit, account-aligned team unit, Enterprise Partner organization) to build pipeline within the territory
You will coach the team and/or other teams (e.g., ATU, CSU) on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners. Engage with C-Suite decision makers to support teams on opportunity discovery and acceleration. Represents the team internally at Microsoft as they engage other internal stakeholders.
In addition to your leadership responsibilities, you should oversee the end-to-end business and guide your team regarding client performance in whitespace analysis. To stay up to date, you should complete required training and obtain relevant product and role certifications.
Sales Excellence
Build and transform new market opportunities by leveraging technical and industry expertise, partners, and resources. Lead the team to explore business and emerging opportunities to optimize the portfolio and facilitate customer AI Led transformation.
Guide the team in whitespace analysis and support the team to identify potential business in the assigned territory. Act as a thought leader and clear opinions and perspectives from business analysis.
Lay out customer satisfaction long-term strategies. Proactively promote development of deep and influential relationships with client contacts. Guide their team on ensuring customer/partner satisfaction and facilitates the resolution of sales/delivery issues for strategic accounts. Establish standards for customer/partner experiences.
Participate in regular strategic planning for their assigned territory. Reviews plans via Rhythm of Business (ROB) meetings and align the plans of their team across departments. Guide team to align their approach with sales excellence team. Engage with external executives to bring a more strategic perspective into the planning portion of account planning.
Required Qualifications
11+ years technology-related sales leadership and account management experience
OR Bachelor's Degree in Computer Science, Engineering, Information Technology, Business Administration, Analytics, Data Science, or related field AND 8+ years technology-related sales or account management experience.
8+ years people management experience.
Preferred Qualifications
16+ years technology-related sales leadership or account management experience
OR Bachelor's Degree Computer Science, Information Technology, Business Administration, Analytics, Data Science, or related field AND 15+ years technology-related sales or account management experience
OR Master's Degree in Computer Science, Engineering, Information Technology, Business Administration, Analytics, Data Science, or related field AND 12+ years technology-related sales or account management experience.
13+ years services sales or account management experience.
10+ years senior technical sales leadership experience in cloud services growth and consumption.
10+ years people management experience, including managing high performance sales and technical-specialist teams, coaching solution specialist and account development strategies, and/or leadership roles in multi-tiered large organizations.
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