Specialist Sales Lead

Microsoft

Job Summary

Develops and manages strategic solution sales plan for subsidiary/area (e.g., pipeline management, forecasting, resourcing). Identifies market and customer needs and collaborates with internal teams to devise solutions to meet those needs. Drives team to discover and qualify new opportunities; drives consumption with new and existing customers. Orchestrates team to drive deals across multiple stakeholder groups including partners. Coaches team on Microsoft technology differentiators and market knowledge while leading an internal collaboration to position Microsoft products, solutions, and services against competitors.

  • Minimum Qualification: Degree
  • Experience Level: Management level
  • Experience Length: 11 years

Job Description/Requirements

Responsibilities:

People Management:

  • Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
  • Model - Live our culture; Embody our values; Practice our leadership principles.
  • Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
  • Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

Sale Execution:

  • Brings impactful industry insights with partners into customer engagements.
  • 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 a virtual cross-organizational team on strategic projects and high-impact solution sales deployments that enable digital transformation and deliver business value.
  • Leads organization to drive new Digital Transformation projects (e.g., cloud platforms and services) through business outcome selling and expanding customer business decision maker (BDM) connections.
  • Leverages stakeholders (e.g., Customer Success team unit, account-aligned team unit, Consulting, One Commercial Partner [OCP] organization) to build the pipeline within the territory.
  • Applies Microsoft's sales process (MSP) and Microsoft Consumption Process (MCP) to determine the quality of the opportunity/engagement and whether to proceed and educate the team on how to best address the customer needs.
  • Enables the sales team to drive cloud businesses growth at or above targets, and accelerate customer value realization through cloud services consumption across solution areas (e.g., modern workplace, apps and infrastructure, data and artificial intelligence [AI] and business applications, security, support). Reports progress to leadership and remove execution obstacles.
  • Coaches their team to remove consumption blockers in pre-sales by collaborating with partners and other internal regional and global teams (e.g., Digital Win Room [DWR], FastTrack, Global Black Belts) and coaches their team how to engage customers to drive cloud services growth, support and consumption in accounts.
  • Helps the team create a vision for the customers and develop plans to drive sales. Leverages partners (e.g., Global System Integrators, Global Independent Software Vendor [ISV], industry) added value to increase customer outcomes.
  • Participates in innovation circles. Represents their team internally at Microsoft as he/she engages internal stakeholders (e.g., Account Team Unit [ATU], Customer Success Unit [CSU], One Commercial Partner [OCP], Worldwide Commercial Business [WCB] Solution Area Leads, Global Black Belts).
  • Leads their team on ways to implement and share close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure. Seeks alignment with all stakeholders and partners and guides team to work with internal stakeholders to remove blockers.

Scaling Collaboration:

  • Guides their team to build a network of partners to cross-sell and up-sell and drive usage.
  • Leads the team to identify new partners and evaluate partner capabilities.
  • Facilitates the development of partner strategies and ensures execution.
  • Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and building partner capabilities to build and influence the market.
  • Coaches the team to drive end-to-end business solutions across solution areas, resulting in increased partner satisfaction and partner deal sharing year-over-year.
  • Leads by example to be the executive sponsor for Global Independent Software Vendor (ISV) and Global System Integrators (GSIs) and drives sponsorship relationships for all of the Specialist Team Unit (STU) leadership team. Actively participates in the local Partner Governance Council and makes recommendations for Partner Recruitment and Partner Resource Allocation.
  • Guides their team to apply the orchestration model with Account Team Unit (ATU), Customer Success Unit (CSU), One Commercial Partner (OCP), Consulting and Global Resources (e.g., Global Black Belts, FastTrack, Digital Win Room [DWR]).
  • Establishes approaches and practices to promote communication and collaboration across functions.

Technical Expertise:

  • Contributes to setting up the events and promoting best practice sharing across subsidiaries and the adoption from other subsidiaries.
  • Actively participants in the Specialist Sales Leader community. Leads by example to show the learning culture across the organization.    
  • Provides expertise to customers/partners and shares knowledge on social media relevant for their market (e.g., LinkedIn). Establishes a sounding board of customers and partners related to technology innovation.      
  • Coaches their team on business and market knowledge.
  • Reviews wins/losses with the team to determine how to identify systematic and non-systematic issues to resolve.
  • Develops strategies to position Microsoft products, solutions, and/or services (e.g., cloud services and platforms) against competitors.
  • Initiates discussions to share industry trends and insights across the whole organization. Leverages deep technology knowledge and coaches team about Microsoft technology differentiators/competitive advantage.

Sales Excellence:

  • Leads their team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation to drive growth by leveraging technology, industry, and partner expertise. Builds a new market by leveraging deep technology expertise and resources.    
  • Guides their team on ensuring customer/partner satisfaction and facilitates the resolution of technical issues for strategic accounts.
  • Establishes standards for customer/partner experiences. Ensures customers are made aware of new technology innovations.    
  • Drives and oversees integrated strategic planning to exceed cloud growth, drive consumption, and Support revenue, and gain market share for the Solution Areas. Drives the integration of that all local, regional, and corporate resources (e.g., Digital, Global Black Belts, FastTrack) into the strategic plan. Discusses progress against the plan in the rhythm of business (ROB) meetings (e.g., Quarterly Business Connect [QBC], Virtual Solutions Unit [VSU]) and aligns the plans of their team across departments.      
  • Guides their team regarding client performance, in whitespace analysis, and identifying potential new business in their assigned territories.
  • Ensures their team meets targets (e.g., sales, usage, customer acquisition) and operational standards and maintains the health of metrics within the assigned subsidiary/area.
  • Interacts with Corporate leadership and executive-level stakeholders to get support for their team and the geographical regions.
  • Mentors/coaches the team on growing knowledge on sales or products and ensures the team completes training and obtains certifications as required. Seek additional learning opportunities and prioritize to enhance effectiveness.

Qualifications:

  • 11+ years technology-related sales or account management experience
  • Bachelor's Degree in Computer Science,  Engineering, Information Technology, Business Administration, Analytics, Data Science, or related field
  • 8+ years of people management experience.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations, and ordinances.

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