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Solution Sales Manager

2 months ago

London, Greater London, United Kingdom Microsoft Corporation Full time

Join the Digital & App Innovation sales team to manage a team of specialists who are driving the modernisation of our customers' application estate, adopting modern engineering practices through the deployemnt of cutting edge tools

This is one of the most exciting place to be, at the heart of influencing and driving AI adoption through the evolution of business applications

Responsibilities

People Management

  • 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.

Sales Execution

  • Bring impactful industry insights with partners into customer engagements. Acts as a thought leader in digital transformation across solution areas to advise customers and represent Microsoft, and coaches others internally on how to do this. Leads transformational shifts to drive deployment and create business value for customers. Leads a virtual cross-organizational team on strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value. May lead partner integration into account/territory planning and customer engagements. Leads organization to drive new Digital Transformation projects (e.g., cloud platforms and services) through business outcome selling and expanding customer business decision maker (BDM) connections.
  • Lead their team to identify and track new opportunities or engagements. Leverages stakeholders (e.g., Customer Success team unit, account-aligned team unit, Consulting, One Commercial Partner [OCP] organization) to build pipeline within the territory. Coaches team members on interfacing with prospective customers to build network. Applies Microsoft's sales process (MSP) and Microsoft Consumption Process (MCP) to determine the quality of the opportunity/engagement and whether to proceed, and educate the team on how to best address the customer needs. Enables the sales team to drive cloud businesses growth at or above targets, and accelerate customer value realization through cloud services consumption across solution areas (e.g., modern workplace, apps and infrastructure, data and artificial intelligence [AI] and business applications, security, support). Reports progress to leadership and removes execution obstacles.
  • Coaches their team to remove consumption blockers in pre-sales by collaborating with partners and other internal regional and global teams (e.g., Digital Win Room [DWR], FastTrack, Global Black Belts). Coaches their team how to engage customers to drive cloud services growth, support and consumption in accounts. Leads with technical insights on how to grow customer business.
  • Guides their team on communicating with customers, leveraging their business language, to understand their business needs and connect the need to Microsoft technology. In partnership with internal teams, reviews account strategies and plans in order to facilitate customer interactions to assess customer needs. Accelerates customer value realization through cloud services consumption across solution areas. Provides direction/guidance on the development of solutions across solution areas, including support. Helps the team create vision for the customers and develop plans to drive sales. Leverages partners (e.g., Global System Integrators, Global Independent Software Vendor [ISV], industry) added value to increase customer outcomes.
  • Coaches their team on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners. Engages C-Suite decision makers to support teams on opportunity discovery and acceleration while maintaining an external network. Participates in innovation circles. Represents their team internally at Microsoft as they engage internal stakeholders (e.g., Account Team Unit [ATU], Customer Success Unit [CSU], One Commercial Partner [OCP], Worldwide Commercial Business [WCB] Solution Area Leads, Global Black Belts).
  • Leads their team to plan and execute strategies for driving and closing opportunities. Drives the implementation of strategies and the collaboration with the account team to ensure alignment. Leads their team on ways to implement and share close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure.
  • Seeks alignment with all stakeholders and partners and guides team to work with internal stakeholders to remove blockers.

Scaling and Collaboration

  • Guides their team to build a network of partners to cross-sell and up-sell and drive usage. Leads the team to identify new partners and evaluate partner capabilities. Facilitates the development of partner strategies and ensures execution. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and building partner capabilities. Coaches the team to drive end-to-end business solutions across solution areas, resulting in increased partner satisfaction and partner deal sharing year-over-year. Leads by example to be executive sponsor for Global Independent Software Vendor (ISV) and Global System Integrators (GSIs). Actively participates in the local Partner Governance Council.
  • Coaches their team to learn about and apply the orchestration model. facilitates and leads internal communication and collaboration by identifying resources and removing barriers. Contributes to the development of the orchestration model.

Technical Expertise

  • Supports their team in participating in Microsoft events. Contributes to setting up the events and promoting best practice sharing across subsidiaries and the adoption from other subsidiaries. Actively participants in the Specialist Sales Leader community. Leads by example to show the learning culture across the organization.
  • Acts as the spokesman for Microsoft at external events. Provides expertise to customers/partners and shares knowledge on social media relevant for their market (e.g., LinkedIn). Establishes a sounding board of customers and partners related to technology innovation.
  • Coaches their team on business and market knowledge. Reviews wins/losses with the team to determine how to identify systematic and non-systematic issues to resolve. Leads team's internal collaboration to position Microsoft products, solutions, and/or services (e.g., cloud services and platforms) against competitors. Acts as a thought leader to help their team connect Microsoft solutions to customer business impact. Leverages deep technology knowledge and coaches team about Microsoft technology differentiators/competitive advantage.

Sales Excellence

  • Leads their team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation to drive growth by leveraging technology, industry and partner expertise. Builds new market by leveraging deep technology expertise and resources.
  • Proactively promotes development of deep and influential relationships with client contacts. Guides their team on ensuring customer/partner satisfaction and facilitates the resolution of technical issues for strategic accounts. Establishes standards for customer/partner experiences. Ensures customers are made aware of new technology innovations.
  • Drives and oversees integrated strategic planning to exceed cloud growth, drive consumption, and Support revenue and gain market share for the Solution Areas. Drives the integration of that all local, regional and corporate resources (e.g., Digital, Global Black Belts, FastTrack) into the strategic plan. Discusses progress against plan in rhythm of business (ROB) meetings (e.g., Quarterly Business Connect [QBC], Virtual Solutions Unit [VSU]) and aligns the plans of their team across departments. Engages with executives to bring a more strategic perspective into the business plan.
  • Guides their team in whitespace analysis and supports the team to identify potential new business in their assigned territories. Aligns the analysis approach across teams. Acts as a thought leader and clears opinions and perspectives from business analysis.
  • Oversees the end-to-end business across geographical regions. Ensures their team meet targets (e.g., sales, usage, customer acquisition) and operational standards and maintains the health of metrics within the assigned subsidiary/area. Interacts with Corporate leadership and senior-level stakeholders to get support for their team and the geographical regions.
  • Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Mentors/coaches the team on growing knowledge on sales or products and ensures the team complete training and obtain certifications as required. Seek additional learning opportunities and prioritize to enhance effectiveness.

Qualifications

Required/Minimum Qualifications

  • Technology-related sales or account management experience
  • Bachelor's Degree in Computer Science, Engineering, Information Technology, Business Administration, Analytics, Data Science, or related field AND technology-related sales or account management experience.
  • Eligible for Security Clearance

Additional or Preferred Qualifications

  • Services sales experience.
  • Senior technical sales leadership experience in cloud services growth and consumption.
  • People management experience, including managing high performance sales and technical-specialist teams, coaching solution specialist and account development strategies, and/or leadership roles in multi-tiered large organizations.
  • Experience in Public Sector & National Security / Retail & Consumer Group will be a plus

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations ) .