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 Pursuit Digital Sales Manager for US East, you will be leading a team of Azure Digital 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

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 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.

Other

• Embody our culture and values

Qualifications

Required/Minimum Qualifications

• 7+ years of technology-related sales or account management experience

• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience.

Additional or Preferred Qualifications

• 8+ years of technology-related sales or account management experience

• OR Bachelor's Degree in Information Technology, or related field AND 8+ years of technology-related sales or account management experience

• OR Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 6+ years of technology-related sales or account management experience.

• 4+ years of solution or services sales experience.

• 1+ year(s) of people management experience.

Digital Solution Area Specialists M4 - The typical base pay range for this role across the U.S. is USD $75,800 - $165,600 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 $126,800 - $179,100 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 21, 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 (https://careers.microsoft.com/v2/global/en/accessibility.html) .