Digital Sales Manager - State and Local Government


Location: Dallas, Texas, Fargo, North Dakota

Job Type: Full time


Perfection not required
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The Small, Medium, and Corporate team helps businesses achieve their digital transformation and business goals by helping customers with Microsoft solutions and partners. You will help our managed state and local government customers, across our US West region territory, by identifying their needs and opportunities using the latest in digital selling technology including big data and analytics. One of the fastest growing customer segments in the industry, you will help customers realize value from the Microsoft Cloud across customer solution areas like Modern Work, Security, Business Applications, Infrastructure, Data and AI, and Application Innovation.

Microsoft aspires to help our customers achieve their own digital transformation, leveraging the power of Microsoft Cloud solutions and services. We are looking for a talented individual to lead a team of account executives for a set of managed accounts across the West Region Public Sector Business.

As a Regional Sales Manager you will run a team of people who enable customers to achieve their outcomes, based on their investments in Microsoft technology. Your experience in leading sales teams will allow you to coach the team to ensure customers get value from their Microsoft investments.

This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.


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.

Customer Engagement

  • Oversees teams as they establish and maintain customer engagements. Serves as escalation point for customer issues. Coaches others on customer relationships and engagement. Shares best practices across teams. Acts as executive sponsor for accounts. Is trusted advisor for customers and partners. Coaches teams to identify contacts in new accounts and building customer engagement. Advocates for customers (voice of the customer) within the organization/Microsoft.
  • Ensures that team conducts due diligence to understand customers' priorities and strategies, and plans programs appropriately. Pursues industry of choice to create more strategic relevance and value with customers in that industry. Coaches and drives challenger mindset. Ensures teams use digital tools and technology to conduct research and engage customers. Coaches team on senior executive engagements and relevancy to board-level approvals. Builds partner relationships to drive scale and revenue. Coaches and influences partners to consider different solution needs. Manages relationships inclusive of customers, partners, and internal and external stakeholders. Coaches sellers on opportunity reviews to understand stakeholder management impact (e.g., influence, budget).
  • Holds team accountable for customer satisfaction metrics (e.g., timeliness and quality of contact). Incorporates feedback from customers into future engagements across teams. Identifies key trends causing customer dissatisfaction and works systematic efforts to resolve (e.g., process improvements). Liaises with Customer Partner Experience (CPE) to generate outcomes. Takes ownership for issues and reaches out to customers to reinforce engagement. Celebrates success with teams. Shares learnings and simplification ideas from customer issues with broader team. Proactively engages with top customers to get ahead of potential issues. Maintains connection and awareness of customer trends. Serves as executive sponsor for customers and strategic deals. Engages with internal teams to resolve customer issues and drive accountability.

Account Management

  • Leads teams in prioritizing and managing renewal process. Supports teams to creatively addresses renewal options with internal partners and customers to maximize business outcomes and likelihood of renewal. Supports team and serves as escalation point in the renewal process. Understands risks and opportunities for growth. Represents full business picture to management. Drives team to deliver on growth targets and on-time renewals. Leads rhythm of the business with licensing solution provider partners to drive accountability.
  • Supports team by marshaling resources needed to execute territory plans. Leads team on territory management best practices and techniques. Ensures teams meet standards for portfolio optimization and have access to the tools needed for effective portfolio management. Validates plans, drives accountability, and coaches teams to achieve or exceed plans. Drives strategic partner participation. Holds partners accountable to contribute to territory plan.
  • Provides coaching and guidance on importance of driving value for customers. Ensures teams conduct analyses into what customers are using versus needs. Engages with C-Suite executives to discuss where Microsoft solutions drive customer value. Prompts teams to explore available resources and programs to help grow consumption. Identifies resources (e.g., v-team orchestration) and partner solutions to help customers derive value from existing Microsoft investments.
  • Collaborates with key stakeholders in the business to build a sustaining growth engine that is cohesive, resilient and optimized. Provides insights across the organization. Identifies and solicits resources needed for success. Thought leader in industry groups. Has technology-driven professional presence in the market. Leverages relationships and resources across segments to drive account outcomes. Builds and maintains broad network within and across industries as well as within Microsoft. Facilitates customer introductions. Considers global perspectives in best practices and shares with teams. Creates new points of entry for orchestration and collaboration. Defines where orchestration is needed for success. Creates shared vision with v-team manager peers to ensure right team members are aligned to the right opportunities.
  • Holds team accountable for driving movement of customers to cloud solutions. Supports team in demonstrating value of cloud solutions to customers. Understands and accelerates customer cloud strategy. Assists customers in building roadmap to achieve desired outcomes. Presents range of options and Microsoft cloud strategy to customer in large and complex deals to achieve desired outcomes that address multiple strategic factors. Drives customer adds and existing customers to new solutions. Coaches teams to engage with customers on strategic cloud goals. Helps teams think more strategically about opportunities. Ensures team has had cloud conversations and aligns deal execution accordingly. Conducts win-loss reviews with team to identify opportunities for future improvement. For complex deals, engages business desk resources appropriately and proactively. Coaches team around challenger mindset.

Maintain Product and Solution Expertise

  • Makes sure team has access to systematic methods for staying up to date on Microsoft offers and solutions. Shares best practices across team. Develops and implements plan to build and maintain product and solution expertise. Ensures team has time to dedicate to training and development. Holds self and team accountable for creating and executing personal development plan. Completes required and recommended training and certifications in a timely manner.


Required/Minimum Qualifications

  • 6+ years sales and negotiation experience with year-over-year growth
    • 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 with year-over-year growth
    • OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 4+ years sales and negotiation experience or related work.
  • Expereince coaching and/or mentoring others

Additional or Preferred Qualifications

  • 8+ years software industry sales and negotiation experience with year-over-year growth
    • OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 6+ years sales and negotiation experience or related work or internship experience with year-over-year growth
    • OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 5+ years sales and negotiation experience or related work.
  • 2+ years 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. 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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