In the Small, Medium, Corporate (SMC) and Digital Sales (DS) businesses, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the SMC and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. 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 Infra, Data and AI solutions, we invite you to learn more about the SMC Sales organization and the value we deliver to our customers, partners, and one another, every day.We are seeking a dynamic and experienced individual to fill the role of Digital Corporate Acquisition - Azure Sales Manager for Small, Medium, Corporate (SMC) clientele. This position entails leading and managing a team of Digital Sellers to deliver and sell top-tier Azure solutions to our managed customers. The candidate will possess demonstrated leadership skills, a challenger mentality, and a deep understanding of sales practices in the technology domain.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.In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.ResponsibilitiesPeople 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.
Customer Engagement
Owns forecast integrity. Accurately forecasts, identifies trends, assesses risk, and identifies performance plans in weekly deal and pipeline reviews with senior management. Coaches teams to excel at opportunity management and forecasting accuracy to successfully plan and prioritize weekly, monthly, and quarterly engagements. Aggregates customer insights from the teams. Drives closing pipeline gaps (e.g., Correction of Errors [COEs]). Ensures adequate pipeline coverage for future quarters.
Ensures teams activate against capacity to disposition leads appropriately and in a timely manner. Ensures teams meet expected activity levels to reach targets (e.g., calling customers on leads, appointment booking, email follow ups). Shares and seeks best practices in lead management.
Drives operational excellence of key center metrics, including response rates, conversions, pipeline, velocity, and accuracy. Leads team to meet and exceed monthly, quarterly, and annual team targets by generating sales pipeline, accelerating active opportunities, and driving to close. Shares best practices regionally and globally. Actively participates in customer meetings to lead by example and gain first-hand partner/customer insights. Demonstrates agility to proactively mitigate gaps and drive quota attainment. Proactively builds plans and partners with stakeholders to enable target achievement and mitigate risk.
Leads team to actively engage accounts to drive upsell and cross sell based on deep understanding of customer ecosystem and pain points. Drives collaboration across solution areas as required to meet customer needs. Prevents and resolves blockers to cross sell and upsell by sharing knowledge with teams and orchestrating business unit response. Builds and drives cross sell strategy for teams.
Internal Engagement
Uncovers and provides insight into key trends and opportunities as well as roadblocks and help needed to drive ongoing performance improvements. Synthesizes feedback into clear, actionable, and prioritized insights. Creates compelling business case for change. Leads v-teams for driving improvements. Ensures sharing and adoption of best practices across teams, regions, and globally.
Fosters a culture of shared and adopted best practices, including knowledge management, talent management, systems and processes within and across business groups to drive sales decisions and digital transformation. Mentors team members and other managers across regions, including onboarding activities as needed. Enables One Microsoft and digital transformation opportunities to improve customer experience and enable business growth. Owns development of own expertise and proactively shares expertise with others. Readily builds and leverages extensive network to assist team in creating efficiencies and accomplishing desired outcomes. Builds effective relationships with key internal stakeholders.
Implements rigor with team in reporting and analysis. Reports in a timely manner on monthly, quarterly, and annual sales targets and delivers business insights, trends, and analysis to drive ongoing performance improvements. Initiates Correction-of-Error (COE) plans proactively as needed. Drives operational excellence of key-center metrics including response rates, conversions, pipeline, velocity, and accuracy. Motivates team and peers to remain tenacious in implementing new tools, programs processes, and procedures. Drives adoption and addresses barriers to progress to maximize attainment of strategic goals. Maintains awareness of financial responsibilities and adheres to budget allowances.
Ensures regular cadence of communications and consistent tone of priority for compliance. Ensures teams are executing according to compliance requirements. Coaches teams on compliance. Elevates compliance concerns as needed.
Leveraging Others
Builds, motivates, and mentors digital sales team to lead and drive sales conversations. Leads and coaches team members through call coaching of their customer sales calls, co-selling with sellers, coaching on demo execution, and working to unblock sales blockers.
Improves sales and technical competency via mentoring, coaching, and providing feedback and guidance on sales techniques to increase sales cycles, increase quota attainment, and increase customer satisfaction. Supports individual professional development and growth. Researches and educates self with new developments in cloud capabilities and pricing for both Microsoft and competitors. Creates and manages Personal Development Plan (PDP) in partnership with manager.
Conducts reviews of PDPs with team members in accordance with business guidelines. Proactively identifies experiences to enable team PDPs.
Executes Digital Sales excellence through use of tools such as LinkedIn to better identify, connect, and engage with customers and key decision makers and promote professional brand. Provides thought leadership on digital sales excellence. Applies learning and insights toward others by sharing best practices (e.g., proactively sharing on LinkedIn).
Manages the collaboration and teaming of different roles such as Digital Sales Representatives and Digital Technical Solution Professionals to effectively progress opportunities and pipeline through the sales cycle. Engages with managers from other teams as needed. Works to remove sales blockers as needed. Leverages others to drive proactive readiness. Effectively collaborates with stakeholders. identifies communication channels and incentive programs to share collaboration successes and learnings.
Other
Embody our Culture (https://www.microsoft.com/en-us/about/corporate-values) and Values (https://careers.microsoft.com/us/en/culture)
QualificationsRequired/Minimum Qualifications
7+ years sales and negotiation experience
OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 4+ years sales and negotiation experience or related work or internship experience
OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) is required AND 2+ years sales and negotiation experience or related work or internship experience.
Additional or Preferred Qualifications
8+ years sales and negotiation experience
OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 5+ years sales and negotiation experience or related work or internship experience
OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 3+ years sales and negotiation experience or related work.
2+ years people management experience.
Digital Cloud Acquisition M4 - The typical base pay range for this role across the U.S. is USD $74,200 - $162,300 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-payMicrosoft will accept applications for the role until April 24, 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) .
