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Microsoft Corporation WW Leader AI Sales Strategy & Execution 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 possibilities, more innovation, more openness, and limitless thinking – a cloud-enabled world.

Our mission is to empower every person and every organization on the planet to achieve more. We have a unique capability to harmonize the needs of both individuals and organizations. We care deeply about taking our ideals and vision global and making a difference in lives and organizations in all corners of the planet.

Do you always strive to learn? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? Do you share and build on other’s ideas, because we are better together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to do more and achieve more through our technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft? Then come to Microsoft - Together we make a difference.

To learn more about Microsoft’s mission, please visit: https://careers.microsoft.com/mission-culture

Check out all our products at: http://www.microsoft.com/en-us

Responsibilities

Data and Artificial Intelligence (Data&AI), is one of the most strategic & fastest growing businesses worldwide at Microsoft. Given our mission to build THE hyper growth business for the company, there’s never been a more exciting & compelling time to be a part of the Data & AI team!

We’re looking for an exceptional business and people leader, market maker, sales execution driver, and cross-team collaborator to grow the global sales of our Azure Artificial Intelligence services.

As the Worldwide Sales Strategy and Execution Lead for AI, you will lead a small direct team of global sales strategists and program owners, and will provide thought leadership, guidance and manage execution of the global sales teams that report into the field organization.

This role has primary accountability for meeting or exceeding our global consumption revenue and scorecard targets, while building a healthy, sustainable, hyper-growth business for all Artificial Intelligence services, including Azure Machine Learning, Azure Cognitive Services, Cognitive Search, Forms Recognizer.

A great candidate should understand AI technologies, how the business models of organizations in different industries can be transformed by them, and define / prioritize the sales plays that the field will use to win new customers and grow existing.

You will act as executive sponsor of key projects and bring back customer insights to marketing and engineering leaders. You will partner with multiple organizations to develop and drive execution of AI sales plays, including: our Data&AI field sales leaders, Data&AI TimeZone leaders, AI Engineering, Marketing and Customer Success leaders, Partners (Systems Integrators and ISVs), Small & Medium Business, and Services.

Primary accountabilities for this role include:

Drive the sales strategy and execution to grow Microsoft’s AI business:

  • Oversee the AI business end to end. Accountable for the worldwide targets for sales & consumption growth across all customer segments

  • Lead direct team to implement and execute programs and sales plays with customer centricity and focused on both direct seller adoption and scaling through parnters

  • Demonstrate thought leadership to the field and customers. Coach the worldwide field sales leaders and managers on deal strategy

  • Define execution KPIs, identify trends, growth blockers, issues and opportunities, and ensures a flawless execution of plans to address these blockers and opportunities.

  • Partner with marketing teams and partners on demand generation strategies and campaigns for a healthy pipeline

  • Active collaboration with the Partner team to manage a healthy and motivated partner ecosystem both for driving business development and project implementation capabilities

  • Prepare and present, in executive business reviews with senior management, the business status and opportunities for improvements

Drive action on customer, field and competitive insights that lead to growth of the AI business:

  • Èngage with customers’ executives to envision how Microsoft AI platform can contribute to their business

  • Provide thought leadership on AI to broader audiences

  • Anticipate issues and lead the changes needed across programs and products to improve pipeline health, win rates and to accelerate the implementation of customers’ projects

  • Identify, capture, and communicate customer, partner, and field feedback and insights to senior leadership with actionable plans.

Qualifications

Required/Minimum Qualifications:

  • Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 6+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field

  • OR equivalent experience.

  • 6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.

  • 4+ years people management experience.

  • People Leadership : Inspirational leader with proven ability to and lead sales and technical-sales teams required.

  • Cross-cultural awareness : Adaptability to lead teams across multiple countries and cultures required.

  • Domain expertise : Subject matter expertise on Artificial Intelligence required.

Competencies Required

  • Strategic Thinking : anticipate trends and the long-term needs of a global business

  • Executive engagement & communication : track record of successful engagements with senior decision makers of large enterprises

  • Change leader : Proven ability to understand implications of change, manage changes across cross-functional v-teams, and overcome barriers to achieve results.

  • Cross-group collaborator : Proven experience working with diverse teams of different functions (technical, sales, marketing, etc) towards a shared vision, engaging stakeholders and driving team to outcomes.

  • Growth Mindset : Passion for learning (technical and soft skills), searching for and implementing practices from others; trying, failing and learning from that; sharing practices and knowledge for others’ benefit

Additional or Preferred Qualifications

  • Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 8+ years marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience with an emphasis on large scope projects partnering with senior leadership

  • OR Master's Degree in Business Administration or related field AND 6+ years marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organization experience

  • OR equivalent experience.

  • Prior global or regional experience preferred.

The salary for this role in the state of Colorado is between $171,600 and $258,200.

At Microsoft, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.

Benefits/perks listed here may vary depending on the nature of your employment with Microsoft and the country where you work.US-based employees gain access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and fitness benefits, among others.

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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