Azure Cloud Transformation Leader

About the Role

We are seeking an experienced Azure Specialist Sales Manager to lead our team of Azure Specialists in providing and selling best-in-class cloud services and platforms to our managed customers. As a key member of our Small, Medium, Corporate (SMC) and Digital Sales organization, you will be responsible for building momentum for digital transformation for our customers and partners, as well as Microsoft itself.

Key Responsibilities

• Scaling and Collaboration
  • Guide your team to build a network of partners to cross-sell, up-sell, and co-sell; lead the team to identify new partners, evaluate partner capabilities, and support on-boarding new partners; facilitate the development of partner strategies and ensure execution.
  • Coach your team to learn about and apply the orchestration model; facilitate and lead internal communication and collaboration by identifying resources and removing barriers; contribute to the development of the orchestration model.
• Deliver Results Through Teamwork
  • Drive the execution of projects by identifying customer and operational needs, setting priorities, removing barriers and obstacles, and allocating resources.
  • Partner and collaborate with other teams on related deliverables, and leverage others in relevant work streams.
• Commit to Performance Management
  • Lead your team to accept change and retain performance levels while responding to changing demands.
  • Establish and communicate performance expectations; identify performance gaps and monitor performance to ensure plans are met.
• Role Model Microsoft Values
  • Model compliance and represent the Microsoft Values and the One Microsoft culture.
  • Promote company policies, procedures, mission, and values, by training and providing direction to direct reports in their use and application.
  • Ensure fair and equal treatment of employees, avoids favoritism, addresses difficult issues directly, and shows empathy and compassion.
• Sales Excellence
  • Participate in regular strategic planning for your assigned territory; review plans via rhythm-of-business (ROB) meetings and align the plans of your team across departments; guide your team to align their approach with sales excellence team; engage with external executives to bring a more strategic perspective into the planning portion of account planning.
  • Build and transform new markets by leveraging technical and industry expertise, partners, and resources; lead a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
  • Complete required training and obtain relevant product and role certifications aligned to the role and workload/industry; mentor/coach the team on growing knowledge on sales or products and ensure the team complete training and obtain certifications as required.
  • Oversee the end-to-end business across geographical regions; ensure your team meet sales targets and operational standards and maintain the health of metrics within the assigned territory; interact with Corporate leadership and senior-level stakeholders to get support for your team and the geographical regions.
  • Guide your team in whitespace analysis and support the team to identify potential business in the assigned territory; align the analysis approach across teams; act as a thought leader and validate opinions and perspectives from business analysis.
  • Lay out customer satisfaction long-term strategies; proactively promote development of deep and influential relationships with client contacts; guide your team on ensuring customer/partner satisfaction and facilitate the resolution of sales/delivery issues for strategic accounts; establish standards for customer/partner experiences.
• Technical Expertise
  • Support your team on participating in Microsoft events; contribute to setting up the events and promoting best practice sharing across subsidiaries.
  • Coach your team on business and market knowledge; lead team's internal collaboration to position Microsoft products, solutions, and/or services against competitors; act as a thought leader to help your team connect Microsoft solutions to customer business impact.
• Attract, Develop, and Retain Talent
  • Identify growth opportunities, build development plans with direct reports, and conduct development discussions.
  • Leverage resources to help employees develop skills and support their career interests. Support mentorship, workforce development, and succession planning.
• Sales Execution
  • Coach your 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; lead with technical and industry insights on how to grow customer business and remove blockers to consumption.
  • Lead your team to develop strategies for driving and closing opportunities; drive the implementation of strategies and the collaboration with the account team to ensure alignment; lead your 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.
  • Guide and orchestrate your team on communicating with customers to understand their business needs or facilitates customer interactions to assess customer needs; provide direction/guidance on the development of solutions across solution areas and support areas; help the team create vision for the customers and develop plans to drive sales.
  • Coach your 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; engage C-Suite decision makers to support teams on opportunity discovery and acceleration; represent your team internally at Microsoft as they engage other internal stakeholders.
  • Lead your teams to identify and track new opportunities; leverage stakeholders (e.g., account-aligned team unit) to build pipeline within the territory; coach team members on interfacing with prospective customers to build network; apply 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.
  • Bring impactful industry insights into customer engagements and closes deals with customers; act as a thought leader in digital transformation across solution areas to advise customers and represent Microsoft, and coach others internally on how to do this; lead transformational shifts to drive deployment and create business value for customers based on specific business needs and priorities; lead 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.