Builds and maintains a trusted-advisor relationship with decision makers at businesses through social, digital, video, demos, chat, phone, and in-person meetings. Creates and positions product offerings and cross-platform ecosystem integration through selling motions end-to-end, direct partnerships, and aligning value propositions of solutions to increase customers\' utilizations. Monitors and updates Customer Relation Management (CRM) systems and tools and ensures accurate updates for the customer journey. Forecasts, pitches, prices, and delivers on products and services related to sales deals. Builds and facilitates sales pipelines from beginning to end for net-new and repeat revenue. Collaborates with corporate, Outbound Sales, and business Sales Representatives to establish new connections through lead generation and leverages existing business contacts to engage in events hosted virtually and offsite.

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\xe2\x80\x99s capabilities and aspirations; Invest in the growth of others.

Customer Obsession

• Leads the team and provides insight in how to build and maintain trusted-advisor relationships and supports the engagement of businesses through social, digital, video, demos, chat, phone and in-person meetings; gathers and shares market insights for the team to promote brand awareness and monitors, drives sales and support, and grows sales pipelines.
• Manages the team by providing coaching on how to use different techniques to upsell and cross-sell hardware, software, and cloud solutions, and articulate the impact of modern hardware and software ecosystem; helps to identify changing environment, circumstances, and situations, and shares with the team.
• Reviews, updates, and coaches the team Customer Relation Management (CRM) systems and tools and provides feedback to the team to ensure detailed descriptions of updates related to current customer journey. Oversees a constantly growing client list and advocates for client hardware and software refresh or upgrades. Forecasts, pitches, prices, and delivers on products and services related to sales deals. Coaches the team to engage in detailed storytelling to convey how Microsoft products and services can improve customer needs and experiences. Manages and drives business-to-business (B2B) interactions to bolster sales and maximize relationship. Helps coach the team on creating a seamless customer transition. Validates information in CRM to match the customer\'s purchasing timeline with excellence.

Revenue/Sales

• Builds the team\'s knowledge of cloud services, platforms, hardware, and software to share and align with client goals. Ensures accountability across team and closes software-as-a-service (SaaS) deals to meet complete solution (e.g., cloud, device) sales goals to ensure the team\'s year-over-year growth. Educates and provides awareness to team and other sales leadership on cold, warm, and hot leads.
• Builds and manages sales pipelines from beginning to end for net-new and repeat revenue. Manages the purchase orders (POs) and ensures agreed-upon, complete solution numbers align with the sales agreement. Ensures delivery of solutions through third-party delivery services or white-glove delivery. Acts as a primary point of contact for customers before, during, and after sales deals. Analyzes customer sales and consumption data to identify upsell opportunities in underpenetrated accounts. Builds and manages the sales forecast, pipeline, and forecasting pipeline sales plan across devices and cloud solutions in order to achieve targets.

Drive For Results

• Drives and coaches the team to engage with customers to determine their needs and identify opportunities to fulfill their needs with Microsoft\'s leading cloud and device solutions; shares sales leads and best practices and ensures opportunities are picked up from others, converting prospects and qualified leads into opportunities and revenue pipeline, and recommends relevant cross-sell opportunities. Recommends and trains on the use of new functionality of services (e.g., LinkedIn Sales Navigator) to engage dormant, existing customers, new businesses, and new sales opportunities. Identify learnings from qualifying leads not resulting in wins and coach sellers. Connects own and other sales staff to qualify, identify, and close leads. Reviews sales data and ensures the team understands all business aspects.

Collaboration

• Fosters partnerships among the sales teams and corporate to develop and drive innovative ways to create and focus on brand awareness within the market and ensure a One Microsoft approach to increase the corporate footprint.
• Drives partners across corporate, Outbound Sales, and business Sales Managers and Representatives to establish new connections through lead generation, and leverages existing business contacts to engage in events hosted virtually and offsite.

Learning

• Completes all required training and obtains relevant product and role certifications aligned to the role and workload/industry; ensures the team complete training and obtain certifications as required; proactively asks for help and is open to feedback and coaching from managers and teammates; seeks advanced knowledge of sales techniques in the industry and Microsoft products.

Other

• May perform other duties as assigned.

Qualifications

Required/Minimum Qualifications

• High School Diploma AND 4+ years sales experience
  • Bachelor\'s Degree AND 3+ years sales experience
  • OR equivalent experience.

Additional or Preferred Qualifications

• High School Diploma AND 6+ years sales experience
  • OR Bachelor\'s Degree AND 5+ years sales experience
  • OR equivalent experience.
• 2+ years formal or informal people management experience.

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. 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.


Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.