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Microsoft Corporation Director of Support Sales - Americas in Cambridge, Massachusetts

Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be and taking their careers places they simply couldn’t anywhere else. This is a world of more possibility, more innovation, more openness, and sky’s-the-limit thinking – a cloud-enabled world. Our mission is to empower every person and every organization on the planet to achieve more. We have unique capability in harmonizing the needs of both individuals and organizations. We deeply care about taking our ideals and vision global and making a difference in lives and organizations in all corners of the planet.

As Director of Support Sales for Americas, you will develop and manage a high performing worldwide sales workforce. You will lead the Sales communities to enable our field to achieve our collective growth aspirations by building the capabilities and execution excellence in our sales discipline. This role will drive the landing of key sales programs, integration into the specific priority solution sales motions, and on-going management/support of key Sales processes. It aims at evolving field and Sales Management behaviors to achieve Support Services Revenue goals.

This role is accountable for business performance related to programs and integration of Support sales; and covers Canada, Latin America and the US and

This person will build approaches that harness the feedback, knowledge and power of our field communities to make our Support Offering, programs and people improve to deliver even more value to our customers. She/he will be an advocate for the field and will be counted on to represent the voice of the field and customers across our corporate functions.

Responsibilities

As a key leader for the Support Sales business, you will be accountable for supporting each of the 3 Areas field sales force deliver Support Services revenue targets:

Support Area Execution

  • Enable Area-specific & Support Sales targeted execution plan across US, Canada and Latin America

  • Coaching on Opportunities/challenges and assessment of sales execution with Area Support Services Sales lead and key stakeholders

  • Leverage resources and programs from other parts of the organization to support and drive pipeline creation, sales velocity, and improvement of close rates

Support through One Microsoft

  • Deep knowledge of the Enterprise selling ecosystem and preferred knowledge of Microsoft’s solutions

  • Drive Support awareness across Areas and functions to enable collaboration for Accelerate Support growth

  • Orchestrate Action plan with segment stakeholders (Enterprise, Public sector, Marketing, Customer Success, Solution Area Specialists…)

Customer engagement and insights

  • Leverage understanding of Sales, derived from experience, data, and market dynamics, to drive the relationship between offerings and sales motions to exceed Support Services revenue and key KPI’s

  • Capture input, feedback, and best practices from customers and field stakeholders

  • Sponsor key accounts, engaging in strategic deals with our biggest customers. Work to land marquee wins to help build out our customer references within strategic industries. Engage and present to customers to help secure their decision and preference for Microsoft Support solutions

Qualifications

The ideal candidate must be dynamic, passionate, self-motivated, confident in working with senior leaders and comfortable in a matrix organization. They need to be able to gain the trust and confidence of the communities they serve, and be a visible leader who can drive results and who truly makes a difference to the communities.

  • Deep understanding of field sales organization and how to develop, and create processes for enabling our field sellers and increasing capabilities.

  • Strong change management skills to drive transformation and incubation/growth programs

  • Demonstrable practical experience in value selling. Understanding of the unique requirements Professional Services brings to business management either from a Services Sales background or a Services Delivery background is preferred.

  • Uses business intelligence to drive action and achieve measurable business results that are beneficial to the field and the business related to the core Business Management process.

  • Demonstrated ability to achieve results in an ambiguous and changing environment.

  • Proven success in collaborating across boundaries, driving toward a common goal and impacting and influencing others is a must.

Bachelor’s degree or equivalent work experience in Business Administration or Business Management or Industry related discipline. MBA a plus.

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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