Digital Solution Area Specialists Manager-Azure

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Date posted

Dec 17, 2024

Job number

1784050

Work site

Up to 50% work from home

Travel

0-25 %

Role type

People Manager

Profession

Digital Sales and Solutions

Discipline

Digital Solution Area Specialists

Employment type

Full-Time

Microsoft is empowering every person and every organization on the planet to do more and achieve more. We have set ourselves three bold ambitions: create more personal computing, reinvent productivity and business processes and build the intelligent cloud. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence and encouraging teams and leaders to bring their best each day. As part of our transformation, one of our key areas of focus is the modernization of our sales motions.

The Digital Sales Enterprise organization is a newly formed organization with a charter to accelerate Microsoft’s growth in its cloud-first, mobile-first businesses along with the traditional businesses. This organization is at the forefront of establishing a new sales model leveraging modern technology and big data and analytics to drive impactful demand response and targeted sales coverage.​

​Do you possess superior leadership, communications and consultative capabilities? Microsoft is seeking a manager with deep interest in cutting-edge technology to join our Digital Sales Center as an Enterpise Digital Sales Manager.

​As the Digital Sales Manager, you will manage a team of highly-talented and skilled sales specialists, driving the day-to-day execution to exceed business performance targets and coaching team members. The Digital Specialist teams consist of highly capable salespeople that drive Microsoft wins on the latest cloud and modern development technologies. The team members’ primary responsibilities is to acquire new workloads in new customers.​

• Extensive technology related sales or business development experience with proven track record of successfully leading a team.​
• Strong interpersonal skills, excellent written and verbal communications skills - ability to coach team to successfully drive sales over phone, email, video and modern demonstration tools.​
• Superior leadership skills with the ability to enable high performers to deliver and motivate under-performers to improve.​
• Experience, background and confidence to initiate and drive business strategy discussions with C-level executives and business decision makers around industry drivers and workloads.​
• Ability to identify the key aspects of a potential opportunity, nurture the opportunity to close, engage channel partners as needed and manage the customer relationship through success.​
• General knowledge of the IT industry, with the capacity to learn and retain knowledge about individual systems, processes, products and services quickly and accurately.​
• Works well in a diverse team and enjoys a dynamic and changing environment.​
• Achievement and success-driven personality, motivated by performance rewards for exceeding annual sales goals through strategic sales leadership and strong cross business collaboration.​
• Passion for cloud technologies and changing the world.
• Knowledge of Azure is a major bonus, but knowledge of cloud technology is essential​

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.

Sales Execution

• 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. 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.
• 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 educate the customers on how to best address their needs.
• 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 and provides guidance on how to grow customer business as well as identifying and removing blockers to consumption.
• Guides and orchestrates their team on communicating with customers to understand their business needs or participates in customer interactions with the team. Coaches the team on the development of solutions. Oversees the team in creating solutions in collaboration with partners or technical resources and peers to meet customer needs.
• Collaborates with other managers to support their team and/or other teams (e.g., account team units [ATUs]) to identify and engage internal and external senior business or subject matter decision makers. Proactively builds external stakeholder's mapping and represents their team internally at Microsoft as they engages other internal stakeholders.
• Communicates strategies to their team to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Ensures their team execute deal plans that are aligned with account strategy. Coaches others on the implementation of 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.
• Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration with partners or internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.

Scaling and Collaboration

• Guides their team to build a network of partners to cross-sell, up-sell, and co-sell. Helps the team identify new partners, evaluate partner capabilities, and supports on-boarding new partners. Communicates partner strategies to the team and ensures execution. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and consumption plans, and building partner capabilities.
• Coaches their team to learn about and apply the orchestration model. Facilitates internal communication and collaboration by identifying resources and removing barriers.

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. Coaches team on ways to collaborate internally to position Microsoft products, solutions, and/or services against competitors. Provides advice and industry expertise to help their team connect Microsoft solutions to customer business impact.

Sales Excellence

• Collaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.
• Guides their team on ensuring customer/partner satisfaction and facilitates the resolution of sales/delivery issues. Reviews feedback report and establishes recovery action plans to improve clients' overall experience.
• Participates in regular strategic planning for their assigned territory. Review 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.
• Guides their team in business analysis (e.g., whitespace analysis, identify industry trends) and supports the team to identify potential business in the assigned territory. Acts as a thought leader and validates opinions and perspectives from business analysis.
• Oversees the end-to-end business of the assigned territory. Ensures their team meet sales targets and operational standards and maintains the health of metrics within the assigned territory.
• 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.