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Microsoft Corporation Deal Strategist Team Manager - Digital Win Room in Cambridge, Massachusetts

The Digital Win Room (DWR) is an essential global sales leadership function driving positive outcomes for our most critical customers and sales opportunities. DWR’s team of Deal Strategists (DS) accelerate sales opportunities by partnering with sales teams to unlock opportunity potential and customer value, resolve challenging issues, orchestrate resources to move an opportunity forward, and partner to define the right solutions, deal structure and investments to close business. The ideal candidate is comfortable in a highly matrixed, multinational organization, demonstrates passion for people in words and action, exhibits outstanding organizational, planning, communication, judgement and negotiation skills, and uses data and analytics to drive customer focus and improvements.

Responsibilities

Deal Strategist (DS) Managers develop and manage a team driving and executing DWR services, processes and coaching methodology. In addition to recruiting, hiring, developing and managing a diverse group, each manager serves as a member of the DWR leadership team supporting the organization’s strategy and executio helping MS innovate with customers and opportunities.

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.

Business Partnership and Support

  • Drives sales and consumption growth through mid to long term account coaching and business planning. Oversees the outlook analysis, guiding team to generate business insights to benchmark performance and/or define sales, consumption, support, organizational an d partner strategies. Contributes to integrating strategy components (e.g., programs, blueprints), cascading, aligning, and executing the defined strategy across the supported segment(s)/region(s).

  • Guides sales teams/leadership on sales and consumption motions/strategies for opportunity, engagement & milestone management (e.g., up-sell, cross-sell, renewal, recapture, baseline erosion) as a subject matter expert. Clarifies accountabilities and operationalizes the prioritized sales plays, industry solutions and consumption motions. Guides sales teams/leadership to generate new business, drive consumption and accelerate the closing of existing opportunities, engagements & milestones.

Sales, Consumption & Support Coaching for Growth and Transformation

  • Coaches and builds relationships with sales/consumption managers on executing key priorities. Identifies where coaching may be needed based on data-driven insights. Influences sales/consumption managers to become more effective coaches to their teams. Guides sales/consumption managers to achieve increased individual and team capability, employee satisfaction, and collaborative selling/consumption efforts. May coach and guide large deal, engagement & milestone pursuit.

  • Oversees team to drive awareness and clarity of global or local programs. Guides team on intake and plans creating new habits among sales/consumption/support teams or partners

  • Guides team to model optimization and improvement in sales/consumption/support team processes and capabilities across the supported/region(s) by assessing and anticipating customer/partner needs, coaching and developing methodologies, and providing resources to transform seller capabilities, sales/consumption/support processes, and/or partner engagement processes. Models transformation to a coaching culture.

  • Guides team to share insights and influence sales/consumption managers' strategies to anticipate and mitigate risks. Guides team to review and develop actions based on feedback on sales, consumption & milestones challenges or blockers.

Driving Sales, Consumption & Support Process Discipline

  • Guides the approach and leads team on conducting analytics and generating data-based insights. Guides team to leverage and develop reporting and analytical capabilities to generate data-based insights and enable visibility into revenue/consumption and forecast for sellers, sales/consumption/support managers and leaders, or partners.

  • Guides team to convey the value of the tools and drive the effective and rigorous usage of common and/or new processes and tools developed for the wider business to improve internal and external communications and engagements. Shares subject matter expertise on the tools with team, sales leaders, and/or partners. Manages consolidated input from the supported areas.

Qualifications

Minimum Qualifications

  • 8+ years experience with active participation in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field

  • OR equivalent experience.

  • 5+ years of experience using data to drive business outcomes or inform business decisions.

  • 5+ years of experience managing relationships with stakeholders, clients, and/or customers.

  • 3+ years people management experience.

Additional or Preferred Qualifications

  • Bachelor's degree in a related field.

  • 5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.

  • Demonstrated excellence cultivating and managing all levels of business relationships with purpose, passion and confidence.

  • Strong executive communication skills, able to partner with senior field leadership, able to synthetize and explain complex business scenarios to senior leaders.

  • Strong negotiation and prioritization skills. Manages expectations appropriately with team, customers, and external stakeholders. Exceptional time management.

  • Personal Attributes

  • Strong personal leadership, guidance, cross-team collaboration skills, great sense of urgency and able to work effectively with virtual teams. Understanding importance of confidentiality

  • Political awareness and savvy. Manages expectations appropriately with team, customers, and external stakeholders. Applies right level of detail and time management.

  • Quick learner, positive attitude, self-starter and highly self-motivated.

  • Ability to travel 10-15%.

If you love a challenge, have passion, courage and commitment, and are inspired by innovation and challenges, we invite you to learn more about DWR and the value we deliver across Microsoft, our customers and partners.

The salary range for this role in the state of Colorado is from $144,600 to $236,300.

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) .

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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