In the Small, Medium, Corporate (SMC) and Digital Sales organizations, we have set out with the purpose to empower our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate (SMC) and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.
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Are you inspired to help customers empower their employees, maximize the employee experience, and do great work using the devices and apps they love? We are looking for someone to help customers who are undergoing significant changes to the way they work as we continue to shift into a truly hybrid work model. Microsoft is at the forefront of this transformation come and help organizations rethink aspects of their business in a way that sets them and their people up for success in this new world of work.
In the Modern Work Specialists team, we are looking for passionate, experienced, and credible specialist leaders who will follow the model | coach | care approach to developing and winning team sales strategy that will deliver on the Modern Work Solution Area goals. As a Modern Work Security Manager, you will lead transformational shifts to drive deployment and create business value for customers. You will provide direction/guidance on the development of solutions across solution areas and support areas. You will lead a team to develop strategies for driving and closing opportunities. You will facilitate the development of partner strategies and ensure execution. You will contribute to setting up the events and promoting best practice sharing across subsidiaries. You will oversee the end-to-end business across geographical regions. You will ensure the team meet sales targets and operational standards and maintains the health of metrics within the assigned territory. You will interact with Corporate leadership and senior-level stakeholders to get support for their team and the geographical regions. You will act as a thought leader to help their team connect Microsoft solutions to customer business impact.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
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Responsibilities
People Leader:
- You will build and grow highly successful teams through talent management, diversity and inclusion, coaching, and career development. You are a respected technology leader with the ability to attract, retain, and develop the most technical resources in the field. Inspire and foster a culture of customer-centricity and consumption, adoption and use through collaboration with peers and extended teams.
Sales Execution
- You will lead teams to identify and track new opportunities, bring impactful industry insights into customer engagements, and lead a virtual cross-organizational team on strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value.
- You will lead team to develop strategies through orchestration for driving and closing opportunities and guide team on communicating with customers to understand their business needs or facilitate customer interactions to assess needs.
Scaling and Collaboration
- You will coach team to learn and apply the orchestration model and guide team to build a network of partners to cross-sell and up-sell.
Technical Expertise
- You will coach team on business and market knowledge and act as a thought leader to help team connect Microsoft solution to customer business impact.
Sales Excellence
- You will lay out customer satisfaction long-term strategies, guide team in whitespace analysis, and participate in regular strategic planning for assigned territory, review plans via ROB meetings, and align plans of team across departments.
- You will ensure team meet sales targets and operational standards and maintain the health of metrics within the assigned territory while mentoring/coaching team on growing knowledge on sales or products and ensuring team completes training and obtains certifications as required.
Role Model Microsoft Values
- Treats others with fairness, respect, empathy, and compassion.
- Models compliance and represents the Microsoft Values the One Microsoft culture.
Qualifications
Required/Minimum
Qualifications:
- 9+ years of technology-related sales or account management experience
- OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience
- 3+ year(s) of people management experience
Additional
or Preferred
Qualifications:
- 6+ years of solution or services sales experience.
- Ability to develop sales and business strategy options, while also being able to successfully execute plans and build relationships.
- Proficient negotiation skills, organizational, presentation, financial acumen, written, and verbal communication skills..
- Person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition
- Collaborative. Work cohesively with members of the Microsoft sales & services team, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.
- Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.
- Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.
- Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.
- Hunter: Experience driving new sales and customers using innovative approaches, leveraging partnership events, social selling (Linkedln) and networking.
- Technical breadth: Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards recommended.
- Technical Skills: MS-900 M365 Fundamentals Certified or SC-900 Security & Compliance Fundaments Certified or prepared to attain MS-900 certification within 3 months.
- Experience in M365 platform and Modern Work (remote work security, compliance, teamwork, insights, meeting and calling) preferred.
- Exceeds sales goals in an assigned sales territory.
- Demonstrated sales and partner management experience with executive communications, engagement and influence
- Proficient Experience with complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.) and sales methodologies
- Significant experience delivering persuasive presentations to business decision makers.
Digital Solution Area Specialists M5 -The typical base pay range for this role across the U.S. is USD $60.10 - $102.74 per hour. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $79.86 - $112.50 per hour.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay
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