Corporate Scale Digital Sales Manager

Microsoft

Location: Irving, Texas

Job Type: Full time

Posted

Be brave, not perfect.
- Reshma Saujani

The reinvention of business processes represents a significant bet for Microsoft in accelerating our growth in commercial cloud services. The mission of a Corporate Scale Digital Sales Manager, you will be leading a high impact sales team that help our customers digitally transform their businesses to drive innovation with new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs to drive new levels of profitability for their organization. As a Sales Representative Manager – Corporate Scale, you will manage a team of highly-talented and skilled sales specialists, driving the day-to-day execution to exceed business performance targets and coaching team members. This team consists of highly capable salespeople that drive revenue and customer adds across Modern Workplace and Business Applications.

Responsibilities

  • Developing & Maintaining a High-Performing Team
  • Build a team which is diverse & inclusive, developing seller proficiency in the core capabilities & skills required for their role, guiding career development & role modelling Microsoft Leadership Principles & Practices
  • Lead team members through example
  • Lead and coach team members through strong call coaching of their customer sales calls, demos and experience sessions
  • Coach teams to excel at opportunity management and forecasting accuracy to successfully plan and prioritize weekly, monthly and quarterly engagements
  • Coach team members in modern sales and communications tools & techniques to effectively reach and sell to Microsoft customers, including coaching the team to engage in product demos, and removing technical blockers
  • Manage employee performance from not meeting expectations to exceptional
  • Leading a Healthy, Predictable, and Scalable Sales Business
  • Achieve or exceed quota targets, ensuring deal sales hygiene, four quarter rolling pipeline coverage & deal excellence, continuously coaching sellers to improve sales excellence proficiency & behaviors
  • Lead team to meet and exceed monthly, quarterly and annual team targets by generating sales pipeline, accelerating active opportunities and driving to close
  • Accurately forecast, assess risk and identify exceptional performance plans in weekly deal and pipeline reviews with senior management
  • Report on monthly, quarterly and annual sales targets and deliver competitive business insights, trends and analysis to drive ongoing performance improvements
  • Drive operational excellence of key center metrics including response rates, conversions, pipeline, velocity and accuracy
  • Driving Customer Outcomes
  • Constantly research and educate self with the newest developments in cloud capabilities and pricing for both Microsoft and competitors
  • Obsess over Microsoft’s customers and prospects to deliver a world-class customer engagement experience
  • Impactfully engage and remove roadblocks on customer calls with your sales team
  • Manage the collaboration and teaming of different roles, both within Microsoft and with Microsoft Partners, to effectively progress opportunities and pipeline through the sales cycle
  • Improve sales and technical competency via mentoring; support individual professional development and growth

Qualifications

Qualifications

Required/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.
  • Solution Sales Leader
  • Ability to: implement sales strategy, effectively translating organizational business requirements into team directions & plans that deliver success
  • Skilled in:Sales strategy & planning & leading successful sales teams by creating clarity & generating energy, as well as change management, relationship building, collaboration & influencing through partnerships & networks
  • Sales Excellence Driver
  • Ability to: drive sales discipline & accountability
  • Skilled in:coaching sellers to drive sales excellence behavior improvements & increase proficiency in lead management, opportunity qualification, close planning, pipeline hygiene & deal forecasting
  • Market Leader
  • Ability to: anticipate market changes & opportunities to drive business growth
  • Skilled in: influencing CXOs, inspiring customer confidence & passion, engaging on high profile deals to inspire & coach sellers by example; & connecting customer insights & sector/industry technology & business trends to identify market gaps, leveraging executive relationships to continuously grow the business
  • People Leader
  • Ability to: attract, inspire & retain high-performing individuals
  • Skilled in:activating inclusion, hiring diverse talent, managing rewards & performance & continuously coaching to develop proficiency & enable career progression

Essential

  • Bachelor's Degree or equivalent work experience required
  • 4+ years of technology related sales or business management, and/or business development experience
  • 2+ years of sales management experience preferred, with proven track record of successfully leading teams of 8 or more
  • Familiarity with modern sales techniques and tools preferred
  • Strong interpersonal skills, excellent written and verbal communications skills - ability to coach team to successfully drive sales over phone, email, video and modern demonstration tools
  • Superior leadership skills with the ability to enable high performers to deliver and motivate under-performers to improve
  • Experience, background, and confidence to initiate and drive business strategy discussions with business and technical decision makers around business process, industry drivers, and trends
  • Experience and ability to recognize program gaps and opportunities, and leverage an innovative mindset to generate solutions, execute change, and elevate blockers
  • Passion for cloud technologies and changing the world
  • Proven relationship management and negotiation skills
  • Works well in a diverse team and thrives in a dynamic and changing environment
  • Ability to identify the key aspects of a potential opportunity, nurture the opportunity to close, and engage channel partners as needed and manage the customer relationship through success
  • Achievement and success-driven personality, motivated by performance rewards for exceeding annual sales goals through strategic sales leadership and strong cross business collaboration
  • Experience using Microsoft Office Suite applications

Preferred

  • Challenger Sales training completion a plus

#SMC #digitalsales

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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. 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.

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