Sales Manager

Job description

Overview Analyzes and builds upon sales strategy and execution to drive success within their market based on Microsoft's and customer/partner needs. Drives the business within the segment, creating clarity on strategic direction with managers and teams. Coaches ongoing customer value realization and satisfaction contributing to net-new revenue and business growth. Applies industry and market expertise, proactively leading team(s) towards identifying solutions to drive new opportunities and strategies in alignment with customers needs. Leads the development and implementation of go-to-market for maximizing revenue, consumption, and growth across solution areas. Understands drivers of Digital & Artificial Intelligence transformation relevant to their customers and partners across business units and advises customers to optimally leverage transformation solutions across solution areas. Fosters a culture of inclusion, learning, mentorship, coaching, customer-centricity, accountability, collaboration, and achievement of bold goals. Influences and works across segments, partners, and teams to drive growth and transformation, ensure alignment on short- and long-term account plans, define sale execution, and holds the team accountable for results beyond fiscal year boundaries. Builds and maintains a broad executive network inclusive of partners. In addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance. Responsibilities Accelerating GrowthLeads the development and implementation of go-to-market for maximizing revenue, consumption, and growth across solution areas. Ensures area/territory plans leverage market-specific insights to highlight solutions that solve additional business and technology challenges. Provides guidance on customer planning execution ensuring short- and long-term strategies are acted upon and directs teams utilize available programs to drive growth. Facilitates the sharing of best practices, digital assets, and digital insights, and leverages them across Microsoft's segments for cloud solutions that accelerate new customer relationships and opportunities.Understands drivers of Digital & Artificial Intelligence (AI) transformation relevant to their customers and partners across business units and advises customers to optimally leverage transformation solutions across solution areas, promoting the power of the AI within the Microsoft ecosystem. Communicates and reinforces the importance of security, governance, and responsible use of AI as part of enterprise transformation. Consults with customers and internal/external Partners to ensure successful and secure value realization in delivery of solutions to customers. Drives and coaches team to orchestrate across units and Partners to accelerate and leverage innovative transformation opportunities. Educates internal partners on industry trends and solutions. Supports efforts to expand relationships across customers' lines of business that enable innovative solutions, deliver business value, and create market growth. Supports team opportunities to leverage industry experts within Microsoft to identify and execute on transformation opportunities.Applies industry and market expertise, proactively leading team(s) towards identifying solutions to drive new opportunities and strategies in alignment with customers needs. Demonstrates industry-specific capabilities and expertise to represent Microsoft as a thought leader who can articulate connections between Microsoft solutions to relevant business contexts (e.g., speaking at external events). Serves as a subject matter expert in relevant local trade, regulatory, and policy environments (e.g., opening doors and removing barriers for sales teams, partners, and customers) across geographic areas. Coaches others to tailor customer engagement for specific industries with relevant customer references and shares best practices with teams. Identifies and creates customer references for repeatable areas of success in select or strategic industries to develop a competitive advantage and to articulate ability to deliver customer value to achieve outcomes. Shares feedback from experience and expertise in industry to support the development of programs that scale and accelerate successful engagements.Driving Success with and Through OthersInfluences and works across segments, partners, and teams to drive growth and transformation, ensure alignment on short- and long-term account plans, define sale execution, and holds the team accountable for results beyond fiscal year boundaries. Defines where orchestration is needed for success, creates new points of entry for integration and collaboration, sets the tone for an organizational culture of inclusion. Shares best practices for managing competing priorities, reducing complexity for customers; while maintaining a high level of accountability. Drives clarity when leading engagements with key stakeholders to develop short- and long-term execution strategies that meet our customers' and Microsoft's objectives. Coaches team(s) on the development of go-to-market strategies based on mutual business needs, and scaling across markets and/or globally.Builds and maintains a broad executive network inclusive of partners. Supports the development of an ecosystem of customer and external partners and identifies where there is a need for partners to act in Microsoft's market to accelerate consumption and/or growth. Supports and influences engagements between partners and executives on long-term business planning, the development of strategic partnerships, and influencing customer needs and outcomes. Directs and influences teams to maintain relationships with an ongoing long-term focus that looks past quarterly and annual targets. Creates a rhythm of business (RoB) with customers and partners that enables continuous engagement.Fosters a culture of inclusion, learning, m