Data and AI business is one of the most strategic & fastest growing businesses worldwide at Microsoft. In fact, Data & AI represents a massive $138B market opportunity. Given our mission to build THE hyper growth business for the company, there’s never been a more exciting & compelling time to be a part of the Data & AI business at Microsoft!

We’re looking for a leader, sales execution driver, and cross-team collaborator to accelerate and grow the sales of our Data Modernization offerings with a primary focus on Microsoft Fabric. Empowering organizations with data driven culture requires democratizing data through analytic platforms and this role will serve as the subject matter expert, customer advocate, owner of the seller experience, and the sales strategy and execution leader for the Worldwide SMC field and partners on the overall solution space of Data Modernization platforms. This role will own primary accountability for meeting or exceeding revenue and scorecard targets in SMC segment as well as building a healthy, sustainable, hyper-growth business for Microsoft Databases.

As the worldwide Sales Strategy Lead, Data Modernization - Small, Medium Sized Companies (SMC), you will partner with multiple organizations to develop and drive execution of Database sales plays, including clear guidance for a simplified, consistent seller experience, and be recognized as a thought leader for this solution space. Key partners accountabilities: SMC-C Field A17 Data & AI Teams, Engineering, Marketing, Customer Success, Partners, Services, and our Data & AI SMC Time Zone leaders/GBBs.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees, we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

Primary accountabilities for this role include:

Drive the sales strategy and execution for the Data Modernization solutions

• Help define Data Modernization sales and go to market strategy and solution plays to address customer and market needs and meet business objectives
• Provide thought leadership, drive the development, review and sign-off the collateral for each sales play based on the customer perspective and focused on seller adoption and scaling through partners Coach the worldwide sales field including individual contributors and sales managers for effective execution of each sales play
• Partner with our sales activation leader, marketing teams, partners and SMC for demand generation strategies and campaigns to generate pipeline and grow the business
• Unblock and accelerate deals for the field through regular office hours engagement, on-demand escalations, and win room support
• Role model the seller behaviors and skillsets for successful execution of each sales play through customer engagements, deal coaching workshops, 1-many training events, and 1-1 engagement with sellers and sales managers
• Active collaboration with the Global Partner Solution (GPS) team to manage a healthy and motivated partner ecosystem for this solution space both for driving business development and project implementation capabilities
  
  

Own the worldwide business results and insights for SMC-C business, impacting the WW Data Modernization business:

• Accountability for the growth and target attainment on the worldwide business
• Actively manage the performance of the business on the leading indicators and KPIs
• Pipeline management and analysis to review the health of the business at the geo, segment, and workload levels
• Identify, capture, and communicate customer, partner, and seller feedback and insights to inform the sales and business strategy. Anticipate issues and influence Corp teams on improvements needed across programs, products and GTMs to meet business objective
  
  

Demonstrate thought leadership internally and externally on this solution space to create impact through influence:

• Depth of knowledge on customer perspective as well as the Digital Transformation scenarios that can be unlocked by modernizing the legacy Data platforms
• Learnings and insights on the strengths and weaknesses of competitive offerings and market trends
• Expertise on the seller perspective including the effectiveness of specific plays, guidance, and collateral as well as the keys to delivering a simplified seller experience
  
  

Role Expectations

Leadership

• Cross-group collaborator. Proven experience working with diverse teams of different functions (technical, sales, marketing, etc) towards a shared vision, engaging stakeholders and driving team to outcomes.
• Growth Mindset. Passion for learning (technical and soft skills), searching for and implementing practices from others; trying, failing and learning from that; sharing practices and knowledge for others’ benefit.
• Leadership / Influence. Proven ability to lead, inspire and mentor members of the Microsoft (or similar) sales, services, and marketing organizations, as well as to influence decision makers, influencers, and peers external stakeholders (partners, customers).
• Performer. Highly driven passionate person who consistently exceeds goals and expectations.
  
  

Sales/Technical Sales Skills

• SMC customer experience in Data Modernization solutions. Experience engaging with enterprise customers in the sales, architect or product marketing roles for Data Modernization solutions in the cloud and on-premises.
• Challenger mindset. Validated experience in consultative technical selling approach, including bringing innovative ideas to uncover and address customers’ problems.
• Business Results accountability. Experience in roles that had primary accountability for business results including revenue targets and KPI execution.
• Cloud Databases Depth and Breadth. Knowledge and experience on conceptual or solutions architecture of cloud-based data platform workloads preferably across Database workloads.
• Strategy development and rollout. Experience developing and landing sales strategies or other business strategies for data platform solutions.
  
  

Other

• Embody our Culture & Values
  
  

Qualifications

Required Qualifications

• Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 5+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field
• OR equivalent experience.
• 6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
• 5+ years of related experience in sales, SMC segment sales, technical sales, marketing and/or consulting roles.
• 5+ years of experience of both traditional on prem Database platforms, and modern database platforms value prop / differentiators.
  

Sales Strategy Enablement IC5 - The typical base pay range for this role across the U.S. is USD $129,200 - $248,800 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $162,000 - $268,900 per year.

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 will accept applications for the role until October 14, 2024.

Microsoft is an equal opportunity employer. Consistent with applicable law, 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. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.