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.

Driving Business Growth by Customer and Partner Obsession

• Leverages a strong understanding of the customers' industries and business priorities within the portfolio for their team. Leads a team to identify opportunities to drive optimizations and new digitalization solutions based on customer strategies, and discusses customer needs and solutions based on customer insights. Educates decision makers within the portfolio on Microsoft's value proposition strategy, products, and services and coaches team members to do the same. Provides guidance to their team on establishing Microsoft's competitive advantage and offering solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer and industry needs.
• Understands drivers of digital transformation relevant to their customers across the customer set and coaches/empowers a delivery team to partner with internal teams to accelerate the customer digital transformation. May engage with customers' leadership to facilitate strategic transformation for individual accounts within the portfolio. Ensures line-of-business wins are captured (e.g., testimonials), referenced, and socialized across teams to identify best practices and align digital transformation strategies. Develops full alignment within team in order to execute effectively.
• Empowers virtual teams to define strategies, objectives, and a rhythm of business (ROB) for account planning. Manages maintenance of periodic coaching rhythm with sellers. Engages their team and facilitates engagements with their team and both internal and external stakeholders on business planning to review, plans and execute for accounts. Strengthens account operations by providing guidance on setting priorities, focus, and resources, ensuring that extended virtual teams and other stakeholders are aligned towards common goals.
• Manages relationships with customer stakeholders and directs the collection of customer feedback (both formal and informal) within the portfolio to identify and understand the drivers of satisfaction and/or dissatisfaction. Engages business portfolio management to contribute to overall business growth. Holds self and others accountable for customer (dis)satisfaction issues. Ensures team members proactively establish agreement on success measures and track progress against plans, orchestrate internal resources to anticipate customer satisfaction issues, determine the root cause of problems, remove blockers, and establish recovery action plans as needed to improve customers' overall experience.
• Directs the implementation of strategies to engage relevant stakeholders of accounts within the portfolio. Guides team members to leverage storytelling strategies and create and/or identify opportunities to drive sales, new customer acquisitions, and usage of Microsoft products. Shares best practices and leverages expertise across teams and advocates for strong coordination of internal resources to maximize sales efficiency. Exhausts all opportunities to develop relationships with new and existing customers.
• Manages the development and execution of business planning by a sales team, managing accounts within the portfolio to ensure Microsoft revenue targets and customer business needs are met. Drives accountability to deliver on account plans among their sales team, extended teams, and internal industry experts. Holds their sales team accountable for ensuring goals (e.g., sales consumption, adoption, increasing share wallet) are on target through entirety of cycle, leading (remote) sales teams, leveraging internal and/or external partners to scale business by emphasizing mutual business growth, managing account details and outcomes and reporting them back to business stakeholders.

Business Excellence

• Holds team accountable for forecasting expected sales revenue within the portfolio/customer segment(s) within their markets. Examines revenue subtotals by solution area from a bottom-up view to determine progress against unofficial budgets.
• Anticipates moves across their team members' assigned accounts, as well as potential problems and ways to mitigate risks. Provides direction and feedback to oversee the prioritization of actions within the portfolio based on revenue potential, customer needs, sales-generating potential, growth opportunities, and account risks. Directs and escalates actions between account teams and delivery teams to make necessary adjustments, determine what actions to prioritize, and re-adjust priorities as needed to respond to pressing and changing demands.
• Holds virtual team members accountable for collaborating with internal partner teams to proactively address execution and customer escalations through agreed upon methods and solutions in a timely manner, when needed. Provides guidance to team members on how to leverage internal partner networks to resolve day-to-day escalations and revenue, delivery and consumption blockers, and/or sellers blockers. Understands the steps required to maintain customers'/partners' accountability as part of the escalation cycle. Understands contract elements (e.g., terms and conditions), contract negotiation, risk management strategies, and/or policy and laws.
• Proactively expands strategic network of key internal and external partners and other business decision makers for their team and its customers to ensure execution of core tasks and account transactions, grow sales and partner impact, and to provide a seamless account management experience. Drives engagements with key internal and external partners to develop, share, and promote business strategies that meet Microsoft's and customers' business needs. Supports operations across internal and external partners to scale business across regions and/or segments. Understands where and why there is a need for a partner(s) to act in Microsoft's market to accelerate consumption and/or growth.

People and Cultural Transformational Leader

• Manages and provides direction to their team on orchestration with teams and key internal and/or external stakeholders with industry expertise (e.g., industry solutions executives) to expand their team's relationships with decision makers and stakeholders across their business areas. Leverages and shares best-in-class sales, communication techniques, and tools with their team to accelerate sales and ensure customers' needs are met.
• Proactively cultivates trusting and influential relationships with customers, while also leading a team to elevate customer relationships and execute on Microsoft sales strategies with business and technical decision makers (e.g., individual contributors to directors) to secure buy in and close sales, and impact ongoing business value. Leverages and socializes strong customer engagement strategies to enable their team to build strong relationships with customers to drive purchase decisions, interaction, and increase participation. Advocates on behalf of their customers internally, ensuring requests and needs within the portfolio are being addressed. Collaborates with internal stakeholders to influence change and/or execution.
• Manages the development and the delivery of value-proposition presentations (e.g., with the use of business cases) and specialized business plans to clients to accelerate the closing of deals that drive business outcomes to generate business and upsells. Advises team members on how to present business plans to generate new opportunities, and shares overall plans with internal partners and peers. Utilizes examples from other customers in the industry to consider a mix of industry- and customer-focused needs being met when presenting business plans to clients. Represents Microsoft as a thought leader by speaking at industry panels.
• Solicits feedbacks to develop a deep understanding of client needs, products, and features to help inform sales strategies, strengthen relationships, and connect dots across feedback to help inform industry strategy, and directs their team to do the same. Maintains an understanding of customers' business models within the portfolio and discusses growth opportunities across their team's managed accounts. Leads team in displaying customer and partner obsession by driving business value to customers and demonstrating that Microsoft is focused on their success. Empowers their team to achieve customer and partner goals. Influences internal cross-functional stakeholders to drive change (e.g., Engineering, Marketing) and to enhance their team's capabilities, improve Microsoft offerings, and consistently adapt Microsoft's messaging to customers. Maintains connections with peers locally and globally to enhance global market understanding.
• Engages in talent acquisition, recruiting, succession planning, and change management. Understands how to have hard conversations, navigate employment law, support diversity and inclusion initiatives, and how to motivate/coach someone's behavioral changes. Considers "talents of the future," what will be needed in the role as time goes on/as the role evolves and how to build their workforce around that. Adapts their coaching techniques periodically to ensure that they are working with their team toward the most up-to-date expectations. Recruits individual contributors and understands the market and how to attract diverse talent over competitors, and oversees development. Cultivates development plans for entire team, not solely top talent.
• Acts as a subject matter expert on industry and competitive knowledge that includes current and emerging trendshares and discusses industry and competitive market knowledge internally to drive more competitive solutions, enhance growth of the team, and influence business capabilities. Proactively builds and maintains a strong knowledge of Microsoft products and solutions, how products are positioned against competitors', and customers' businesses to identify ways to meet customers' needs. Understands how to act as a brand ambassador for Microsoft to external stakeholders. Leverages understanding of long-term/future elements to guide decision making. Develops connections between team and functional leaders to enhance understanding of the practitioner perspective. Leverages the work of others (e.g., industry/sales executives) to enhance their own account planning.

Other

• Embody our culture and values

Qualifications

Required/Minimum Qualifications

• Bachelor's Degree in Sales, Marketing, or technology related field AND experience in Sales, Advertising, or Marketing and/or driving business growth or customer digital transformation, sales management, or leadership
  • OR equivalent experience.

Additional or Preferred Qualifications

• Experience working in in a global technology company.
• Media sales experience.
• People management experience.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.