Sales Manager

Sales Manager

Microsoft
8-11 years
Not Specified

Job Description


Develops and maintains a strong understanding of customers industries and business priorities, discusses customer needs and solutions based on customer insights. Leads digital transformation efforts across accounts to drive business outcomes and create business value for customers, ensures line-of-business wins are captured. Directs and facilitates the development and delivery of compelling, value-proposition presentations and specialized business plans for clients that accelerate the closing of deals, facilitates connections between customers and broader Microsoft solutions, and consistently drive business outcomes. Develops and holds team(s) accountable for developing a deep understanding of their clients and/or customers business models and priorities, and holds team(s) accountable for developing a deep understanding of their clients and/or customers business models and priorities. Directs long-term customer satisfaction growth and maintenance strategies, holds team(s) accountable for customer (dis)satisfaction issues and coaches them to resolve those issues. Positions oneself as a thought leader and trusted advisor to executive-level business decision makers across their business areas. Directs the development and implementation of strategies for maximizing selling and customer add opportunities. Leverages a strong knowledge of Microsoft's product landscape, solutions, and strategy to address customer's needs.
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
  • .Actively maintains and leverages a comprehensive understanding of their customers business needs, strategies, and priorities within the portfolio. Manages the development of plans to offer targeted solutions that satisfy customers key performance indicators (KPIs) and align the right partner solutions for customer and industry needs.
  • Leads digital transformation efforts across accounts to drive business outcomes and create business value for customers across the customer set.
  • Empowers virtual teams to define strategies, objectives, and a rhythm of business (ROB) for account planning across the customer set, clearly articulating standards and priorities. Directs and coaches team(s) or manager(s) where and how to invest account management resources and other stakeholders.
  • Directs long-term customer satisfaction growth and maintenance strategies. Drives business portfolio management to contribute to overall business growth. Manages relationships with customer stakeholders and the collection of feedback (both formal and informal) within the portfolio to identify and understand the drivers of satisfaction and/or dissatisfaction.
  • Directs the development and implementation of strategies for maximizing selling and customer add opportunities. Ensures plans highlight solutions to solving additional business and technology issues.
  • Ensures the development and execution of business planning by one or more sales teams, managing accounts within the portfolio, and holds their team(s) accountable for ensuring engagements yield high volume sales and consumption targets in alignment with plans, budgets, and forecasts.

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.
  • Oversees and directs actions across multiple complex accounts and business areas, and manages planning and prioritization efforts across accounts to ensure individuals and teams follow-through with appropriate responses to account needs.
  • Directs and holds virtual teams accountable to lead execution and customer escalations at the portfolio level, providing guidance and sharing best practices for executing prompt and swift corrective actions, understanding trends, and working with partners to mitigate recurrences. Ensures team(s) provide support for account management and internal partners to facilitate efforts to proactively address customer escalations and revenue, delivery and consumption blockers, and/or sellers blockers. Holds customers/partners accountable as part of the escalation cycle. Understands and develops contract elements (e.g., terms and conditions), contract negotiation, and risk management strategies.
  • Proactively expands strategic network of key internal and external partners and other business decision makers for their team and customers to ensure execution of core tasks, grow sales and partner impact, and to ensure seamless account management experiences within the portfolio.

People and Cultural Transformational Leader
  • Positions oneself as a thought leader and trusted advisor to executive-level business decision makers across their business areas.
  • Proactively cultivates trusting and influential relationships with customers and directs one or more sales teams to use Microsoft sales strategies with business and technical decision makers at high levels of the customer's organization (e.g., individual contributors to Corporate Vice Presidents [CVPs]), and to align priorities, secure buy in, close sales, and drive ongoing business value.
  • Directs and facilitates the development and delivery of compelling, value-proposition presentations (e.g., with the use of business cases) and specialized business plans for clients that accelerate the closing of deals, facilitates connections between customers and broader Microsoft solutions, and consistently drives business outcomes.
  • Develops and holds team(s) accountable for developing a deep understanding of their clients and/or customers business models and priorities. Integrates and validates feedback from various sources to inform industry strategy. Develops new connections with teams locally and globally to enhance global market understanding.
  • Directs and executes talent acquisition, recruiting, succession planning, and change management. Provides guidance to team on how to have hard conversations, navigate employment law, support diversity and inclusion initiatives, and how to motivate/coach someone's behavioral changes. Acts on '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.
  • Leverages a strong knowledge of Microsoft's product landscape, solutions, and strategy to address customer's needs. Shares and discusses industry and competitive market knowledge internally to drive more competitive solutions, enhance growth of teams, and influence business capabilities.

Other
  • Embody our culture and values

required/minimum qualifications
  • bachelor's degree in sales or technology related field
  • 8+ years of experience in sales, and/or driving business growth or customer digital transformation, sales management, or leadership
  • people management experience.

About Microsoft

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.

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