Overview
Leads and mentors multiple teams in discussions with senior stakeholders and decision makers for high-value customers to deepen relationships and identify, qualify, and accelerate sales opportunities. Sets strategy for teams on whitespace analysis and identifying business opportunities and market gaps within the assigned territory, utilizing AI-driven market intelligence tools to assess trends and insights. Leads team in comprehensively evaluating of territory and crafts strategic insights to align sales initiatives with customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Leads teams in the development and implementation of solutions to enable artificial intelligence (AI)- and cloud-driven transformations for existing and new customers across the territory, emphasizing the integration of cutting-edge AI technologies and cloud services. Leads teams on leading sales pipeline reviews across the territory with internal senior stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Coaches team on leading the sales strategy tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. In addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance.
Responsibilities
Strategic Sales Leadership & Territory Strategy
- Lead and mentor multiple teams in strategic discussions with senior customer stakeholders and decision makers to deepen relationships and accelerate high-value sales opportunities.
- Set territory strategy through whitespace analysis and identification of business opportunities and market gaps, leveraging AI-driven market intelligence and predictive analytics.
- Lead comprehensive territory evaluation to align sales initiatives with customer business priorities, outcomes, and future market needs.
- Act as a trusted advisor and subject matter expert for strategic customers, guiding AI- and cloud-driven digital transformation initiatives.
Sales Pipeline & Forecast Management
- Lead territory-wide sales and consumption pipeline reviews with internal senior stakeholders to drive forecasting accuracy and achievement of sales targets.
- Ensure strong pipeline hygiene across all opportunities and milestones using available tools, data, and processes.
- Direct teams to monitor adoption, usage, and consumption signals to identify expansion opportunities, mitigate risks, and drive healthier, more predictable renewals.
- Integrate propensity, renewal, consumption, and usage insights to prioritize sales strategies and investment focus.
Solution Selling & Customer Engagement
- Lead teams in developing and implementing AI- and cloud-based solutions for existing and new customers, emphasizing innovative and secure architectures.
- Coach teams on solution selling, value articulation, storytelling, and negotiation to secure complex, high-value deals.
- Ensure adherence to sales frameworks and AI-enhanced sales methodologies to assess, qualify, and close opportunities effectively.
- Champion security-first principles in customer engagements to reinforce trust, compliance, and Microsoft’s commitment to secure AI transformation.
Partner & Ecosystem Orchestration
- Lead collaboration across internal organizations (e.g., Account Team Units, Customer Success Unit, Industry Solution Delivery, Global Partner Solutions) to orchestrate deals and ensure effective lifecycle handoffs.
- Build and maintain strong executive-level partnerships with customers and partners to enable co-selling, partner attach, and scaled customer value realization.
- Guide teams in refining partner engagement strategies per account and opportunity to maximize joint success and long-term partnership health.
People Management & Leadership
- Deliver results through empowerment and accountability by modeling Microsoft’s culture, values, and leadership principles.
- Define clear objectives and outcomes, coach teams to adapt and learn, and enable success across organizational boundaries.
- Attract, retain, and develop top talent by understanding individual strengths and aspirations and investing in employee growth and performance.
- Manage performance, execute strategic initiatives, and foster a high-performance, inclusive team environment.
Communication & Executive Presence
- Effectively communicate the value of solutions to internal and external stakeholders, ensuring alignment on objectives and priorities.
- Deliver compelling presentations and written communications tailored to executive audiences, technical stakeholders, and business decision makers.
- Navigate conflict and sensitive situations with professionalism, clarity, and empathy.
Qualifications
Required Qualifications
- Bachelor’s Degree in Computer Science, Information Technology, Business Administration, Information Security, or a related field AND 6+ years of experience in technology-related sales or account management OR equivalent professional experience.
- 6+ years of solution or services sales experience.
- 3+ years of people management experience.
- Strong English language proficiency, including verbal and written communication.
Preferred Qualifications
- Master’s Degree (e.g., MBA, Information Technology, Information Security, or related field) AND 8+ years of technology-related sales or account management experience OR Bachelor’s degree with 12+ years of relevant experience.
- Demonstrated experience leading complex, AI- and cloud-driven transformation initiatives.
- Proven track record of managing large, complex sales pipelines and forecasting accuracy at scale.
- Strong executive presence with the ability to influence senior stakeholders and C-level decision makers.
- Experience working with partner ecosystems and cross-functional global teams.
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.**