As part of our transformation, one of our key areas of focus is the modernization of our sales motions. The Digital Sales organization is a newly formed organization with a charter to accelerate Microsoft’s growth in its cloud-first, mobile-first businesses along with the traditional businesses. This organization is at the forefront of establishing a new sales model leveraging modern technology and big data and analytics to drive impactful demand response and targeted sales coverage.
Do you possess superior leadership, communications and consultative capabilities? Microsoft is seeking a manager with deep interest in cutting-edge technology to join our Marketing and Sales Center as the Sales Manager to lead our Digital Sales business. As the Sales Manager, , 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. The Account Executives teams consist of highly capable salespeople that drive Microsoft wins on the latest cloud and modern development technologies. The team members’ primary responsibilities are to engage with customers as the central point of contact all the way to deal close.
Responsibilities
Build, motivate and mentor a high functioning sales team to lead and drive sales conversations; hire new Sales Representatives
Lead team to meet and exceed monthly, quarterly and annual team targets by generating sales pipeline, accelerating active opportunities and driving to close.
Lead team to actively engage accounts to drive services consumption and up-sell and cross-sell based on strategic plans and needs
Accurately forecast, assess risk and identify exceptional performance plans in weekly deal and pipeline reviews with senior management
Lead team members through example. Lead and coach team members through strong call coaching of their customer sales calls, demos and experience sessions over Skype for Business
Coach teams to excel at opportunity management and forecasting accuracy to successfully plan and prioritize weekly, monthly and quarterly engagements, e.g. through joint customer calls
Coach team members in modern sales and communications tools & techniques to effectively reach, sell to and manage Microsoft customers, including coaching the team to engage in product demos
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
Manage the collaboration and teaming of different roles such as Sales Development Specialists, Sales Representatives, and Technical Solution Professionals to effectively progress opportunities and pipeline through the sales cycle
Improve sales and technical competency via mentoring; support individual professional development and growth
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
Manage employee performance from not meeting expectations to exceptional
Qualifications
15+ years experience – leadership skills with the ability to enable high performers to deliver and motivate under-performers to improve
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
Experience, background and confidence to initiate and drive business strategy discussions with C-level executives and business decision makers around industry drivers and workloads
Ability to identify the key aspects of a potential opportunity, nurture the opportunity to close, engage channel partners as needed and manage the customer relationship through success
General knowledge of the IT industry, with the capacity to learn and retain knowledge about individual systems, processes, products and services quickly and accurately
Works well in a diverse team and enjoys a dynamic and changing environment
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 Dynamics CRM or other CRM experience is a bonus
Passion for cloud technologies and changing the world
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.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.