Digital Solution Sales Manager

## Overview * Cloud & AI (Azure) Sales Manager Role Brings impactful industry insights into customer engagements and closes deals with customers. * Coaches team members on interfacing with prospective customers to build network. * Leads with technical and industry insights on how to grow customer business and remove blockers to consumption. * Helps team create vision for the customers and develop plans to drive sales. * Engages C-Suite decision makers to support teams on opportunity discovery and acceleration. * Leads team in development and implementation of strategies for driving and closing opportunities. * Leads their team to develop strategies for driving and closing opportunities. * Contributes to the development of the orchestration model. * Supports their team in organization and participation in Microsoft events. * Leads team to connect Microsoft solutions to customer business impact. * Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. * Establishes standards for customer/partner experiences. * Engages with external executives to bring a more strategic perspective into the planning portion of account planning. * Aligns the business analysis approach across teams. * Oversees the end-to-end business across geographical regions. * Leads team in growing knowledge and ensures the team's training completions and certification obtainment. * In addition, this role has people-management responsibilities including driving employee growth and development, executing projects, and managing performance. ## 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. ### 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. ### 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. ### 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. ### 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. ## 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. ### Additional or preferred qualifications * 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 accou