Overview
Are you a Sales Leader who is passionate about developing people, driving performance across multiple teams and excited to help our clients transform their business with AI?
At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.
SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.
If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.
The Account Team Unit Sales Leader is a Manager of Managers who is accountable to build, motivate, and mentor a high functioning sales management team with different disciplines to lead and drive digital transformations to Corporate accounts. Engages in talent acquisition, recruiting, succession planning, and change management.
Guides teams to leverage storytelling strategies and create and/or identify opportunities to drive sales. This leader will lead a group of managers and their teams to engage with Corporate customers to address their key business priorities, help customers develop a roadmap to drive adoption and usage. The leader leverages a strong understanding of customers' industries and business priorities to coach their managers and teams to engage through value-added conversations. Understands key drivers of digital transformation throughout the different Microsoft Solution Areas such as Cloud & AI platforms, AI business solutions, security and coaches/empowers their account executives and support specialists to have meaningful conversations, leverage existing programs to accelerate their digital transformation into Microsoft cloud. Manages the development and the delivery of value-proposition presentations and specialized business plans.
Manages and provides direction to their team on how to efficiently orchestrate resources between different sales and specialized roles. Ensures teams excel in key business processes such as territory management, account management, pipeline generation, pipeline management and overall business disciplines. Holds teams accountable for forecasting expected sales revenue.
Proactively cultivates trusting and influential relationships with customers especially at the CXO level. Also the voice of the customer for Microsoft and share industry and competitive knowledge. This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise. You’ll also benefit from a flexible work environment that supports partial remote work, enabling you to lead with impact while maintaining work-life balance.
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.
Responsibilities
People Management
Lead and develop top talent, fostering a customer-centric culture.
Empower and hold teams accountable through modelling, coaching, and caring.
Attract and retain great people, investing in their growth.
Driving Business Growth by Customer and Partner Obsession
Maintain high standards for customer relationships and act as an executive sponsor.
Advocate for customers within the organization, ensuring insights are gathered and feedback loops are followed.
Conduct due diligence to understand customer priorities and strategies, coordinating with teams to support programs.
Set standards for customer satisfaction metrics and incorporate feedback into future engagements.
Define strategies and objectives for territory and account planning, guiding teams on storytelling strategies and account performance.
Engage with partners to scale solutions and drive revenue.
Business Excellence
Prioritize and manage the renewal process, addressing options creatively to maximize outcomes.
Coordinate resources across teams to execute territory plans, driving accountability and strategic partner participation.
Seek new scenarios for orchestration and collaboration, ensuring clarity of roles and responsibilities.
Empower teams to think strategically about opportunities, ensuring compliance and conducting win-loss reviews.
Define expectations and goals for pipeline management and sales strategies.
People and Cultural Transformational Leader
Position as a thought leader and trusted advisor to executive-level decision makers.
Develop and deliver compelling presentations and business plans to accelerate deal closing.
Direct talent acquisition, recruiting, succession planning, and change management.
Maintain Product and Solution Expertise
Share best practices and systematic methods for staying up to date on Microsoft offers and solutions.
Develop and implement plans for product and solution expertise, ensuring team training and development.
Lead from the front, driving technical skills initiatives and maintaining personal development plans.
Coordinates across teams to share systematic methods for staying up to date on Microsoft offers and solutions and shares best practices across teams.
Develops and implements plan to build and maintain product and solution expertise. Ensures team has time to dedicate to training and development.
Holds self and team accountable for creating and executing personal development plan.
Completes required and recommended training and certifications in a timely manner.
Creates an environment where best practices are shared by the team in self-sustaining fashion. Drives Technical Skills Initiative (TSI) for the team.
Develops and maintains own skillset to enhance self and team performance. Leads from the front.
Qualifications
**Minimum required qualifications **
15+ years software industry sales and negotiation experience with year-over-year growth
- OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 12+ years sales and negotiation experience or related work or internship experience with year-over-year growth
- OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 10+ years sales and negotiation experience or related work.
7+ years people management experience.
Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute plans and build strong relationships.
Excellent Communicator. Strong negotiation, organizational, presentation, financial acumen, written, and verbal communication skills.
High Performer. Highly driven 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 & partners teams, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.
Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.
Purposeful Planner & Executor – 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.
Disciplined Operator – Maintains excellence in pipeline generation, management, forecasting and driving integrated territory and budget achievement planning.
Complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Holden, Krauthammer, etc.), extensive presentation skills, effective marketing tactics, negotiation, financial analysis.
Line of Business applications sales experience, business process consulting or automation, CRM, Employee Performance Management (systems and processes).
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, colour, 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.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about **requesting accommodations.**