The Account Team Unit Sales Manager

TheAccount Team UnitSales Manager is accountable to build, motivate, and mentor a high functioning Account Executive sales team with different disciplines to lead and drive digital transformations toCorporateaccounts. Engages in talent acquisition, recruiting, succession planning, and change management.

Guides teams toleveragestorytelling strategies and create and/oridentifyopportunities to drive sales. This leader will lead ateam thatengagesCorporatecustomers to address their key business priorities, help customers develop a roadmap to drive adoption and usage. The leaderleveragesa strong understanding of customers' industries and business priorities to coach their managers and teams to engage through value-added conversations. Understands key drivers of digital transformation throughout the different Microsoft Solution Areas such as cloud and data infrastructure, modern work, business apps and coaches/empowers their specialists to have meaningful conversations,leverageexisting programs to accelerate their digital transformation into Microsoft cloud. Manages the development and the delivery of value-proposition presentations and specialized business plans.

Manages and provides direction to their team on how to efficiently orchestrate resources between different sales and specialized roles. Ensures teams excel in key business processes such as territory management, pipeline management and overall business disciplines. Holds teams accountable for forecasting expected sales revenue.

Experience with Cloud Solution Provider (CSP) is highly valued.

Proactively cultivates trusting and influential relationships with customers especially at the CXO level. Also the voice of the customer for Microsoft and share industry and competitive knowledge. This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise.

• People Management

• • Respected leader with the ability to attract, retain, and develop resources in the field.Inspire and foster a culture of customer-centricity and consumption, adoption and use through collaboration with peers and extended teams.

• • 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 teamobjectivesand outcomes; Enable success across boundaries; Help the team adapt and learn.

• Care - Attract and build vibrant culture. Know each individual's capabilities and aspirations; Invest in the growth of others.

• Driving Business Growth by Customer and Partner Obsession

• • Activelymaintainsand leverages a comprehensive understanding of their customers' business needs, strategies, and priorities within the portfolio and coach teams toanticipatetheir customers' needs and to educate customers on positioning Microsoft products and services to increase customer budget

• • Ensureshigh standardsacross teams for customer relationships. Serves asescalationpoint for customer issues. Shares best practices across teams. Acts as executive sponsor for accounts. Istrustedadvisor for customers andpartners.Helps customers to digitally transform. Coach teams toidentifycontacts in new accounts,buildingcustomerengagementand digitally transform their businesses. Advocates for customers (voice of the customer) within the organization/Microsoft.Ensurecustomer insights are gathered and feedbackloopto stakeholder groups is followed.

• • Ensures that team conducts due diligence to understand customers' priorities and strategies, and plans programs appropriately. Coordinates with colleagues across teams to support programs and processes.Ensureteams use digital tools and technology to conduct research and engage customers.

• • Buildspartner relationships to drive scale and revenue. Coaches andinfluencespartners to consider different solution needs.

• • Engages with C-Suite executives.Coachesteams on how toleveragebroader Microsoftorganizationto better understand customers. Drives active listening and a challenger mindset with teams. Understands market conditions (e.g., within a country, within a vertical, laws, politicalenvironment) to inform customer engagements. Manages relationships inclusive of customers, partners, andinternal and external stakeholders.Coachessellers on opportunity reviews to understand stakeholder management impact (e.g., influence, budget).

• • Sets standards for customer satisfaction metrics (e.g., timeliness and quality of contact). Incorporates feedback from internal teams and from customers into future engagements.Identifieskey trends causing customer dissatisfaction and works systematic efforts to resolve (e.g., process improvements). Sets culture of customer obsession to ensure teams liaise withCustomer Experience (CX) to generate outcomes.Takesownership for issues and reaches out to customers to reinforce engagement.Celebratessuccess with teams. Shares learnings andsimplificationideas from customer issues withbroaderteam to mitigate existing issues. Engages with internal teams to resolve customer issues and driveaccountability.

• • Empowers teams to define strategies,objectives, and a rhythm of business for territoryand accountplanning across the customer set, clearly articulatingstandardsand priorities

• • Activelymaintainsstrong relationships with key partners towards commonobjectivesand priorities toanticipatecustomers' needs. Leads andcoachesteam to engage with partners to be able to scale our platform solution to ourCorporatecustomers.

• Business Excellence

• • Defines expectations and goals to guide thedevelopmentstrategies to manage pipeline and meet sales goals by reviewing forecasts,assessingand mitigating risks, and ensuring strategy alignment with business priorities.

• • Leads teams in prioritizing and managing renewalprocess, including creativelyaddressesrenewal options with internal partners and customers to maximize business outcomes and likelihood of renewal. Understands risks and opportunities for growth.Representsfull businesspicture tomanagement. Drives team to deliver on growth targets and on-time renewals. Leads rhythm of the business with licensing solution provider partners to drive accountability.Verifythe T- process is followed and addressidentifiedprocess gaps.Coachesmanagers andteams toensure that activities are in place to drive consumption leading up to the renewal process. Drives customers to cloud solutions.

• • Coordinates resources across teams to execute territory plans. Leads teams on territorymanagementbest practices and techniques. Validates plans, drives accountability, and coaches teams to achieve or exceed plans. Drives strategic partner participation. Holds partners accountable to contribute to territoryplan. Coaches on how to plan for both scale and depth, asappropriate (i.e., account approach for top accounts; territory approach for remaining accounts).Ensuresfuture-focused orientation for pipeline coverage.

• • Seeks new scenarios where orchestration and collaboration would be needed; triaging gaps. Understands where new relationships may be needed, eitherinternal or external to Microsoft. Ensures clarity of roles and responsibilities andheldaccountable accordingly. Drives clarity on co-selling withpartners with whom the team works. Ensures voice of team is heard so right partners are available.Coachesmanagers and teams on available resources within the organization and how best toleveragethem

• • Helps teams think more strategically about opportunities. Ensures team has hadAI andcloud conversations and aligns deal execution accordingly. Conducts win-loss reviews withteamtoidentifyopportunities for future improvement. For complex deals,engagesresources appropriately and proactively. Demonstrates heightened deal making and licensing capabilities. Conducts reviews to remove blockers andassistteams inleveragingresources. Ensures teams are abiding by compliancerequirements.

• • Defines expectations and goals to guide thedevelopmentstrategies to manage pipeline and meet sales goals by reviewing forecasts,assessingand mitigating risks, and ensuring strategy alignment with business priorities.

• Drives engagements with key internal partners, business, and technical decision makers to develop long-range, comprehensive, tailored business strategies that meet Microsoft's and customers' needs.

• People and Cultural Transformational Leader

• • Positions oneself as a thought leader and trusted advisor to executive-level business decision makers across their business areas.

• • Directs andfacilitatesthe 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,facilitatesconnections between customers and broader Microsoft solutions, and consistently drives business outcomes.

• Directs and executes talent acquisition, recruiting, succession planning, and change management. Provides guidance to team on how to have hard conversations, navigate employment law, supportdiversityand inclusion initiatives, and how to motivate/coach someone's behavioral changes.

• Embody our culture and values