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Digital Sales Representative Director - Cloud Acquisition

Employer
Microsoft Corporation
Location
Fargo
Salary
Competitive

View more

Industry
Technology
Role
Sales
Job Type
Long-Term
Hours
Full Time

As the Sales Director, you will manage a team of high functioning sellers driving the day-to-day execution to exceed business performance targets and coaching team members. The Demand Response team consists of highly capable salespeople that drive Microsoft wins on the latest cloud and modern development technologies. The team members' primary responsibilities are to engage with customers as the central point of contact all the way to deal close.

Responsibilities

Key Responsibilities

Build, motivate and mentor a high functioning team of sellers to lead and drive sales conversations; hire new sellers. Note technical sellers will report solid line into the STU (Specialist Team Unit) organization while supporting the Top Unmanaged sales team as well.
Lead team to meet and exceed monthly, quarterly, and annual team targets by generating sales pipeline, accelerating opportunities and driving to close.
Lead team to engage accounts to drive usage, consumption, up-sell, and cross-sell based on strategic plans and needs
Assess risk and identify exceptional performance plans in weekly deal and pipeline reviews with senior management
Lead team members through example. Lead and coach team members through strong coaching of their customer sales engagement, prospecting, renewals, and solution plays.
Coach teams to excel at opportunity and management, to successfully plan and prioritize weekly, monthly, and quarterly engagements.
Coach team members in modern sales and communications tools & techniques to effectively reach, sell to and manage Microsoft customers. Coach team members in the usage of state-of-the-art Digital tools to plan, prospect and engage customers.
Report on monthly, quarterly, and annual sales targets and deliver industry business insights, and trends to drive ongoing performance improvements
Drive operational excellence of key center metrics including response rates, conversions, pipeline, velocity, and accuracy
Manage the collaboration and teaming of different roles through direct engagement and through engagement with other managers in SMC-Corporate and Enterprise.
Help sellers to scale through co-selling with partners to provide the best solution to address customer needs.
Improve sales and technical readiness via mentoring; support team professional development and growth
Constantly research and educate self with the newest developments in cloud capabilities and pricing for both Microsoft and competitors
Obsess over Microsoft's customers and prospects to deliver a world-class customer engagement experience

People:

As a Director in the SMC organization, you will be expected to foster a culture that embodies Model, Coach and Care, with deliberate focus on Diversity and Inclusion
Recruit, develop and retain a high performing team by creating a culture of inclusion and learning
Lead a diverse team and develop career developments plans to accelerate the team's growth & contribution. Scale people impact by driving clarity, generating energy, and delivering success through others.
Drive strong cross-segment collaboration with key stakeholders within Microsoft and the partner to deliver against business goals.
Model our performance and development philosophy by: driving impact-oriented collaboration that seeks diverse perspectives and ideas to make a difference for our customers; providing timely, actionable feedback that enables each employee to learn, adjust, grow, and deliver increasingly greater impact; creating mutual accountability for driving team, business, and customer results and coaching to reinforce a high-performing and transforming organization.

Qualifications

Required:

7+ years of technology related sales or business development experience.
4+ years of sales management experience with proven track record of successfully managing large teams of 30 or more.

Preferred:

Bachelors Degree or equivalent work experience.
MBA strongly desired.

Familiarity with modern sales techniques and digital selling tools.
Strong interpersonal skills, excellent written and verbal communications skills - ability to coach team to successfully drive sales over phone, email, videoconferencing and face to face meetings.
Strong leadership skills with the ability to enable high performers to deliver and motivate under-performers to improve.
Experience, background, and confidence to initiate and drive business strategy discussions with C-level executives and business decision makers around industry drivers and workloads.
Ability to identify the key aspects of a potential opportunity, nurture the opportunity to close, collaborate with Enterprise and Corporate Specialists, and engage channel partners as needed and manage the customer relationship through success.
General knowledge of the IT industry, with the capacity to learn and retain knowledge about systems, processes, products, and services quickly and accurately.
Works well in a diverse team and enjoys a dynamic and changing environment.
Experience using Microsoft Office Suite applications Dynamics CRM or other CRM experience is a bonus.
Passion for cloud technologies and changing the world.
Proven relationship management and negotiation skills.
Previous experience leading a multi-country, highly diverse team, and experience in leading manager of managers in previous organizations.

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