Microsoft Corporation IoT Specialist Manager in Boston, Massachusetts
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The Regional IoT Specialist Manager is a key sales leadership role, covering specific geographies. This is a senior level sales management position which is directly responsible for the management of a team of high performing Solution Specialists sellers. These sellers are assigned to either IoT Solutions or IoT Devices working with Microsoft’s customers and partners to enable and accelerate their digital transformations to the cloud.
The Impact You’ll Be Making
(25%) Customer & Partner Relationships: Build trusted advisory executive CXO relationships with the top partners & Customers through a deep understanding of their strategy and business imperatives. Share expert knowledge of Microsoft (MSFT) strategies in a simplified manner.Drive alignment between customer’s/partner’s and MSFT’s senior executives and values to jointly agree on the project, device, product and services strategies. Maintain a deep knowledge of the IoT devices and solution market, and Azure Sphere market, as well as industry trends. Accountabilities : Quality of support provided to the sales team on key customer and contractual engagements, CPE.
(15%) Customer & Partner Business Transformation: Leverage industry relationships with a diverse ecosystem of partners that support the complex embedded/emerging IoT device and solution landscape. Transform existing and onboard new customers & partners to IoT scenarios, including device, applications and solutions. Accountabilities : Contribution to the partner business transformation and solution business growth rate.
(15%) Business Growth: Deliver strong regional growth for Microsoft in the IoT business by exceeding defined targets for revenue growth, market share, and satisfaction across the region. Ensure account teams collaborate through end-to-end sales engagements with IoT Customers & Partners to accelerate device to market growth and facilitate collaboration across field, channel, C+E marketing, and other internal stakeholder teams. Accountabilities: Revenue growth, Share growth, CPE.
(25%) Sales Leadership: Own sales management business rhythm including: account plan on-going development & execution, efficient management of pipeline and forecasting, competitive analysis and win/loss review. Efficiently manage pipeline of deal opportunities of our customers & partners. Drive alignment and collaboration for all sales stages with GSMO (especially EOU & OCP), and leverage Territory planning activities with the Solution Specialists for identifying gaps and identifying opportunities. Generate quality field-based feedback that results in short-term improvements to business practices and help to beat revenue objectives. Provide well thought-out and written business cases that help evolve our long-term sales strategy, business model and product strategies. Accountabilities : Quality execution of exceeding the metrics, Contribution to the evolution of the IoT sales model.
(20%) People Leadership: Lead high performing organization and talent management. Develop and build next generation of leaders by managing all aspects of people development and training ( Accountabilities : Team Work Health Index).
Who We Are Looking For
Experienced. 10+ years of experience developing high-performing enterprise software platform sales teams and a proven track record of exceeding team quotas/targets at Microsoft or cloud competitor in areas involving cloud platforms preferred
Outstanding track record of successfully managing a large, complex sales and specialist organization
Strong planning and organization skills, with the ability to manage multiple, complex projects simultaneously.
Strong analytical skills applied to business metrics to (1) identify market opportunities, (2) quantify results and (3) execute on COE plans.
Data-driven, independent thinker who can operate within a broad framework.
The proven ability to draft and implement successful sales plans that results in faster than market growth and increases in market share, along with an executive acumen for addressing complex competitive threats, drive strategic decisions with partners, manage multiple high priority activities, and make appropriate calls to advance the business in ambiguous situation
Management . Strong people management skills: ability to manage people issues effectively, to set clear commitments, to focus on accountability, to assess relative performance and manage attrition and grow diversity and inclusion.
Leader. Coaching direct reports in pipeline management, opportunity management, and account planning
Collaborative. Strong relationship-building and negotiation skills.
Excellent Communicator. Executive level communication skills (both written and verbal), and the ability to mentor others.
Passionate about partners and customers
- Possess both business acumen and cloud application and infrastructure-related technology knowledge to connect how customer business issues impact their IT environments.
Undergraduate degree in engineering, computer science, or business or equivalent relevant professional experience; MBA preferred .
Certification in sales, sales management, complex sales training, sales methodologies, broad evangelism through events (presentation skills), and consultative selling preferred
Additional training or education in enterprise application architecture on cloud preferred
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 (https://careers.microsoft.com/us/en/accommodationrequest) .
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