Azure Specialist Sales Manager

In Small, Medium, Corporate (SMC) and Digital Sales, we have set out with the purpose to empower our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.
Are you inspired to help customers empower their employees, maximize the employee experience, and do great work using the devices and apps they love? We are looking for someone to help customers who are undergoing significant changes to the way they work as we continue to shift into a truly hybrid work model. Microsoft is at the forefront of this transformation come and help organizations rethink aspects of their business in a way that sets them and their people up for success in this new world of work.
As the Azure Specialist Sales Manager - Small, Medium, Corporate (SMC), you will be leading a team of Azure Specialists to provide and sell the best-in-class cloud service and platforms to our managed customers, building the momentum for digital transformation for our customers and partners as well as Microsoft itself. This person is a great sales coach and leader, has a challenger mentality, is savvy in sales-leadership practice and contributes with vision and flawless execution of solution sales across solution areas.
This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise.
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

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.
Coaches their team to learn about and apply the orchestration model; facilitates and leads internal communication and collaboration by identifying resources and removing barriers; contributes to the development of the orchestration model.


Deliver Results Through Teamwork

Drives the execution of projects by identifying customer and operational needs, setting priorities, removing barriers and obstacles, and allocating resources.
Partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.


Commit to Performance Management

Leads his or her team to accept change and retain performance levels while responding to changing demands.
Establishes and communicates performance expectations; identifies performance gaps and monitors performance to ensure plans are met.


Role Model Microsoft Values

Models compliance and represents the Microsoft Values and the One Microsoft culture.
Promotes company policies, procedures, mission, and values, by training and providing direction to direct reports in their use and application.
Ensures fair and equal treatment of employees, avoids favoritism, addresses difficult issues directly, and shows empathy and compassion.


Sales Excellence

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; engages with external executives to bring a more strategic perspective into the planning portion of account planning.
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.
Guides their team in whitespace analysis and supports the team to identify potential business in the assigned territory; aligns the analysis approach across teams; acts as a thought leader and validates opinions and perspectives from business analysis.
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.


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.


Attract, Develop, and Retain Talent

Identifies growth opportunities, builds development plans with direct reports, and conducts development discussions.
Leverages resources to help employees develop skills and supports their career interests. Supports mentorship, workforce development, and succession planning.


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 with technical and industry insights on how to grow customer business and remove blockers to 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; 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.
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.
Coaches their team and/or other teams (e.g., account team units (ATUs)) on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners; engages C-Suite decision makers to support teams on opportunity discovery and acceleration; represents their team internally at Microsoft as they engages other internal stakeholders.
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.
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.



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 9+ years of technology-related sales or account management experience.
Advanced English level.
Demonstrated experience selling complex, cloud-based solutions to Enterprise customers.
Demonstrated leadership across different teams in complex sales.
Demonstrated experience in building strong partnerships and trust with clients at C-level.
Demonstrated experience in managing and developing a sales pipeline.


Additional or preferred qualifications

3+ years of people management experience.
6+ years of solution or services sales experience.
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.



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.

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