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Microsoft Corporation Sales Leader-Enterprise Commercial/Business Development in Boston, Massachusetts

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

Microsoft’s Enterprise Commercial business supports a large and diverse set of corporate clients. We are seeking a Sales Manager to help develop, manage and mentor a cohort of sales and customer success roles joining Microsoft through our Aspire program. These roles will report to multiple other sales managers that will report to this role. The team will be focused on the Business Applications solution area, helping our customers adapt, activate, and accelerate their businesses. In conjunction with our broader Sales and Business teams, the individual in this role will bring sales experience, strategic thinking, a passion for innovation and best practice sharing, all while showing they can deliver exceptional results over time. This role will directly participate in business decision making and put a top priority on coaching a team to results and will lead both business development and customer success functions.

Responsibilities

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.

Driving Business Growth by Customer and Partner Obsession

  • Draws insights across books of business and influences/leads cross-functional leadership to affect decisions and strategies in alignment with customers’ current and anticipated needs across teams to influence customer needs. Champions applying a consultative approach to understand factors impacting customers' business and articulates how products and services will have positive impact and accelerate customers' digital presence. Socializes best practices for tailoring solutions that satisfy customers' key performance indicators (KPIs) and align partner solutions to customer and industry needs.

  • Directs long-term customer satisfaction growth and maintenance strategies. Drives business portfolio management to contribute to overall business growth. Manages relationships with customer stakeholders and the collection of feedback (both formal and informal) within the portfolio to identify and understand the drivers of satisfaction and/or dissatisfaction. Ensures key stakeholders are aligned with success measures across teams, orchestrates internal and external resources to anticipate customer satisfaction issues.

  • Ensures high-profile line-of-business wins are captured (e.g., press release, video), referenced, and socialized across regions and industries, and showcases the impact of those solutions for broader distribution. Sets expectations on how to achieve full alignment within organizationto execute effectively.

  • Directs and coaches team(s) or manager(s) where and how to invest account management resources and other stakeholders. Oversees and directs maintenance of periodic coaching rhythm with sellers. Coaches, inspires, and influences engagements between internal and external senior decision makers on long-term business planning, the development of scalable strategic plans, and anticipating customer trends and needs across aggregate accounts.

  • Defines and drives long-term strategies aimed at maintaining levels of customer satisfaction, and manages and leverages key executive relationships across books of business to understand systematic drivers of satisfaction and/or dissatisfaction. Oversees and directs business portfolio management to contribute to overall business growth. Holds teams accountable for customer (dis)satisfaction issues and coaches teams on best practices for resolving those issues. Ensures internal and external executives are aligned on success measures, and drives orchestration across teams to anticipate customer satisfaction issues/risks, determine the root cause of problems, remove blockers, and establish recovery action plans to improve customer's overall experience.

  • Drives the development and implementation of scalable strategies for maximizing selling and customer add opportunities across teams in their organization. Holds teams accountable for optimally leveraging storytelling strategies, ensuring plans highlight Microsoft's and partners' solutions to elevate customers' business, and driving customers to expand budget allocated to Microsoft. Drives growth, revenue, and adoption by sharing best practices across teams and leveragingexpertise across teams to identify and act on new opportunities. Sets the expectations for and enables teams to be self-sufficient in exhausting all opportunities to develop relationships with new and existing customers.

  • Directs teams to capitalize on opportunities to scale business through internal and/or external partners by emphasizing mutual business growth with partners' leadership. Sets the expectation that account details and outcomes are accurate and are reported back to business stakeholders at the appropriate project milestones.

Lead team to ensure intense focus on Business Value, Consumption/Adoption, Expansion and Referenceability

  • Provide support, coaching and enablement to Customer Success Manager (CSM) team to ensure effective delivery against the CSM Key Performance Indicators (KPIs) of Active Usage, high-quality customer successplans, customer health, renewals, references and upsell/cross-sell.

  • Become an expert in the methodologies and processes that thecustomer success management program is built on (Dynamic Journey to Success (DJS), Prosci, facilitation, etc).

  • Drive proficiency in the DJS methodology and how to apply it to varying customer scenarios, focused on business value.

  • Drive efficient engagements by CSMs that enables scaling to more customers while maintaining ahigh qualitycustomer experience.

Business Excellence

  • Manages planning and prioritization efforts across accounts to ensure that individuals and teams within and across organizations follow-through with appropriate responses to account needs. Defines long-term expectations and goals across teams to guide the identification of strategic customer opportunities and the development of pipeline strategies, and to ensure strategy alignment with business priorities (e.g., pipeline development, consumption). Shares best practices across individuals and teams above and below them for assessing and adjusting priorities, and reducing complexity for customers in concert with sales teams, while maintaininga high level of commitment and accountability.

  • Acts as an advisor when directing and holding virtual teams accountable for addressing execution and customer escalations., defines strategies and best practices for consistently executing prompt and swift corrective actions across industry verticals.

  • Proactively expands network of key internal and external partners and other business decision makers across their business areas to ensure execution of core tasks and transactions, grow partner impact, and to provide seamless and scalable account management experiences. Drives engagements with key internal partners to develop and promote long-term, mutually-beneficial strategies, and works to formulate expansion strategies that ensure customer success. Shares best practices across teams for identifying broad influencers and proactively engaging them to drive Microsoft's perspective across accounts.

People and Cultural Transformational Leader

  • Positions oneself as a thought leader and trusted advisor to executive-level business decision makers across their business areas. Leverages and socializes best-in-class sales and communication techniques to ensure sales teams are optimally equipped to lead teams. Sets expectations and defines strategies for sales team to build stronger relationships with both internal and/or external decision makers across business areas.

  • Proactively develops and socializes strong customer engagement strategies among internal stakeholders and partners' leadership teams to build trusting and influential relationships that drive brand growth, loyalty, and ongoing business value through multiple levels of the customers' organizations. Defines expectations and strategies for being seen as trusted advisors. Cultivates a climate across teams where customer needs are articulated and championed internally to influence decisions and strategies in alignment with customer needs. Oversees efforts with internal stakeholders to influence change and/or execution across the organization and into the industry.

  • Defines expectations and strategies for the teams to adhere to throughout the development and the delivery of compelling, value-proposition presentations (e.g., with the use of business cases) and specialized business plans for clients that drive business outcomes across books of business. Coaches/influences internal and external leadership by presenting business plans that generate new opportunities. Utilizes examples from other customers in the industry to demonstrate a mix of industry- and customer-focused needs being met when presenting business plans to clients.

  • Defines strategies and expectations for team(s) to leverage a deep understanding of clients' and/or customers' business models, and priorities to facilitate the development of marketing and business strategies aimed at growing opportunities among current and new clients and/or customers. Sets expectations for customer and partner obsession across teams by driving business value to customers and demonstrating that Microsoft is focused on their success. Empowers and aligns team(s) to achieve customer and partner goals. Consistently socializes best practices across teams for contact with clients and/or customers and communication strategies that articulate Microsoft's offerings and value propositions.

  • Drives workforce planning, talent acquisition, recruiting, succession planning, and change management processes. Holds teams accountable for and exemplifies how to have hard conversations, navigate employment law, support diversity and inclusion initiatives, and how to motivate/coach someone's behavioral changes. Identifies "talents of the future," what will be needed in the role as time goes on/as the role evolves and determines how to build their workforce around that. Ensures that they and other coaches constantly adapt their coaching techniques to the most up-to-date expectations. Recruits individual contributors as well as leaders, understands the market and how to attract talent over competitors, and oversees leader development. Influences the market by having presence and visibility that facilitates recruitment of market talent. Creates people agendas that address the needs of the future and enables talent to grow by giving them exposure with leaders. Cultivates strong relationships with human resources and learning/development teams to deliver on what is needed to develop and maintain talent.

  • Champions partnerships with internal industry experts (e.g., with industry solutions executives) to strengthen understanding of the industry market across teams. Shares key insights internally to drive growth and influence business capabilities. Represents Microsoft as a brand ambassador to external stakeholders, influences the market in determining what the future will hold, and establishes and coordinates connections between team and functional leaders to enhance understanding of the practitioner perspective. Sets the expectation for teams to leverage the work of others (e.g., industry/sales executives) to enhance their own account planning.

Other

  • Embody our culture and values

Qualifications

Required/Minimum Qualifications

  • 10+ years of experience in Sales, Advertising, or Marketing and/or driving business growth or customer digital transformation, sales management, or leadership

  • 5+ years people management experience.

Additional or Preferred Qualifications

  • 15+ years of experience in Sales, Advertising, or Marketing and/or driving business growth or customer digital transformation, sales management, or leadership

  • 5+ years experience in a global technology company

  • Prior experience of being a manager of managers

Knowledge, Skills, Abilities

  • Account Management

  • Building Business Partnerships

  • Business Acumen

  • Business Knowledge

  • Business Relationship Management

  • Challenger Mindset

  • Company Acumen

  • Competitive Analysis

  • Compliance Management

  • Conflict Resolution

  • Consultative Selling

  • Consulting

  • Corporate Partnerships

  • Cross-functional Team Leadership

  • Customer Advocacy

  • Decision Making

  • English Language Proficiency

  • Executive Relationships

  • External Awareness

  • Financial Analysis

  • Key Performance Indicators

  • Market Knowledge

  • Market Planning

  • Microsoft Product Knowledge

  • Microsoft Services

  • Negotiation

  • Operational Excellence

  • Opportunity/Deal Orchestration

  • Oral Communication

  • Organization Skills

  • Organizational Savvy

  • Partner Forecasting

  • Persuasion

  • Persuasion/Storytelling

  • Presentations

  • Problem Solving

  • Project Management

  • Quality Assurance

  • Sales Strategy

  • Sell-With Partners

  • Situational Leadership

  • Stakeholder Management

  • Technical Sales

  • Trusted Advisor

  • Written Communication

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.

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