Responsibilities (Text Only)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’s capabilities and aspirations; Invest in the growth of others. Sales Execution - Brings impactful industry insights into customer engagements and helps close Azure Cloud & AI deals with customers and coaches and influences others internally on how to do this. Influences Microsoft's strategic direction across various markets. Acts as a thought leader in digital transformation across solution areas to advise customers. Leads a virtual cross-organizational team to drive strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value. May lead partner integration into account/territory planning and customer engagements. - Leads a team of Azure Cloud & AI sales and technical managers managers to support the account teams and drive conversations with strategic/high-potential customers. Facilitates stakeholders (e.g., Customer Success team unit, account-aligned team unit, Specialist Team Unit, One Commercial Partner organization) to build pipeline across territories. Sets best practices on social selling and guides others on how to do this, and drives consistency across domains/regions. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs. - Coaches their team to collaborate with partners and other internal teams (e.g., Technical Sales Professionals, Global Black Belts). Leads with technical and industry insights on how to grow the strategic customer business. - Guides their team on communicating with customers to understand their business needs or facilitates customer interactions to assess customer needs. Provides direction/guidance on the development of solutions across regions. Helps the team create vision for the customers and develop plans to drive sales. - Coaches their team and/or other teams (e.g., ATU, STU) on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners. Engages C-Suite decision makers for strategic customers to support teams on opportunity discovery and acceleration. Represents their team internally at Microsoft as they engage other internal stakeholders. - Leads their team to develop strategies for driving and closing strategic (highly complex, high value) opportunities. Drives the implementation of strategies and the collaboration with the account team to ensure alignment. Leads their team on ways to implement and share close plans (e.g., how to map timeline, engage the customer, get customer buy-in and commitment) to de-risk and drive predictable deal closure. Scaling and Collaboration - Guides their team to build a network of partners to cross-sell and up-sell. Leads the team to identify new partners and evaluate partner capabilities. Facilitates the development of partner strategies and ensures execution. Leverages global resources to help connect the partner ecosystems to form new market opportunities. - Guides their team to apply the orchestration model. Establishes approach and practices to promote communication and collaboration across functions. Contributes to the development of the orchestration model and drives consistency across territories. Technical Expertise - Supports their team on participating in Microsoft events. Contributes to setting up the events and promoting best practice sharing across subsidiaries. - Acts as the spokesman for Microsoft at external events. Provides expertise to customers/partners and shares knowledge on a specific platform or market.* - Coaches their team on business and market knowledge. Develops strategies to position Microsoft products, solutions, and/or services against competitors. Initiates discussions to share industry trends and insights across the organization. Sales Excellence - Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation. - Lays out customer satisfaction long-term strategies. Proactively promotes development of deep and influential relationships with client contacts. Guides their team on ensuring customer/partner satisfaction and facilitates the resolution of sales/delivery issues for strategic accounts. Establishes standards for customer/partner experiences. - Participates in regular strategic planning for their assigned territory. Reviews plans via Rhythm of Business (ROB) meetings and aligns the plans of their team across departments. Guides team to align their approach with sales excellence team. Engages with external executives to bring a more strategic perspective into the planning portion of account planning. - Guides their team in whitespace analysis and supports the team to identify potential business in the assigned territory. Develops and aligns the analysis approach across the organization. Acts as a thought leader and clears opinions and perspectives from business analysis. - Oversees the end-to-end business across geographical regions. Ensures their team meet sales targets and operational standards and maintains the health of metrics within the assigned territory. Interacts with Corporate leadership and executive-level stakeholders to get support for their team and the geographical regions. Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry. Mentors/coaches the team on growing knowledge on sales or products and ensures the team complete training and obtain certifications as required. Seeks additional learning opportunities and prioritize to enhance effectiveness.Qualifications (Text Only)Required/Minimum Qualifications - 10+ years technology-related sales or account management experience with a strong background in consultative or solution selling. - 10+ years of people management experience, including leading managers and senior technical teams. - Proven expertise in managing manager of managers (2+ years) - Proven expertise in cloud platforms (Azure, AWS, GCP) and modern solution architectures (AI, hybrid, sovereign cloud). - Demonstrated success in executive engagement, solution selling and strategic planning. Additional or Preferred Qualifications - Deep understanding of Microsoft Azure services, AI/ML platforms, and cloud-native development. - Strong project management and organizational leadership skills. - Exceptional communication, presentation, and executive presence. - Experience working in matrixed environments and driving cross-team collaboration. - Passion for customer success, innovation, and continuous improvement. - Demonstrated ability to unblock complex technical issues through deep collaboration with Microsoft Engineering and Product teams. - Experience in co-development partnerships with enterprise customers to accelerate innovation and solution delivery. - A bold, competitive mindset with the ambition to win, challenge the status quo, and lead with differentiated technical value. - Ability to think big, drive strategic bets, and influence the broader ecosystem with visionary leadership. - Strong understanding of Microsoft’s Customer Success Unit (CSU) ecosystem, including VBDs (Value-Based Delivery), CMF (Cloud Migration Framework), FastTrack, and partner-led offerings to ensure seamless, scalable, and joint technical delivery. 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 requestvia 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. #J-18808-Ljbffr