Manager : Enterprise Digital Sales (Azure) - Western Europe

at  Microsoft

In SMC and Digital Sales, 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 organisation aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate (SMC) and Digital Sales organization is committed to delivering the global digital scale engine for our 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 Enterprise 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: Diverse and Inclusive, Wellbeing, Sustainability, Giving 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.
Please note that this position in based in Dublin, Ireland.

REQUIRED/MINIMUM QUALIFICATIONS (RQS/MQS):

• Extensive sales and negotiation experience; OR Bachelor’s Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND sales and negotiation experience or related work or internship experience; OR Master’s Degree in Business Management, Information Technology, Marketing (or equivalent) is required.

ADDITIONAL OR PREFERRED QUALIFICATIONS (PQS)

• Extensive years people management experience.
• Proven sales and negotiation experience; OR Bachelor’s Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND sales and negotiation experience or related work or internship experience; OR Master’s Degree in Business Management, Information Technology, Marketing (or equivalent) AND sales and negotiation experience or related work.
• Ideally English and any Western European language

DESIRED SKILLS

• This role requires fluent English and additional fluency in any of the Western Europe languages is preferred
• Excels at developing strong internal and external relationships with senior executives
• Adept at challenging perspectives with new ideas that reframe perceptions about deriving value from Microsoft solutions.
• Outstanding presentation and communication skills. Demonstrated people leader able to coach and inspire a diverse team of sales professionals.
• Excellent coaching/people development skills
• Strong negotiating skills.
• Prior experience leading and executing a Digital Sales Team/Engine beneficial

Customer market: Western Europe
The Digital Sales Enterprise team drives growth for Microsoft by helping customers realize the value of the Microsoft Cloud. Powered by a world-class connected sales and marketing platform, this team leverages marketing insights to reach customers when and where they want to engage digitally to help solve their business problems. We’re powered by the latest innovations in Microsoft Azure to engage with customers, collaborate across our global teams, and acquire and retain new business for Microsoft.
In the Digital Sales Enterprise team, we are looking for leaders who embrace uncertainty, take risks, collaborate, and coach. As an Enterprise Digital Sales Manager, Azure, you will manage a team of highly talented early in career as well as skilled sales specialists, driving the day-to-day execution to exceed business performance targets and coaching team members. This opportunity will allow you to help our customers digitally transform their businesses, create new and engaging ways to serve their customers, and to transform the way in which their business runs to drive new levels of profitability for their organization.. This role is flexible in that you can work up to 50% from home.
Microsoft’s mission is to empower every person and every organisation 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.

People Management

• Microsoft managers bring out the best in their people to achieve team and organization priorities. As a manager, personally commit to deliver success through empowerment and accountability by:
• Modeling: Live the culture, values and leadership principles. Share your management philosophy with your team and make it real through your words and actions.
• Coaching: Enable others’ performance. Build management skills by completing your learning path and development opportunities.
• Caring: Empower others to discover, connect, and grow. Have healthy, candid conversations (Connects, Perspectives, 1:1).
• Develop a high-performing team by hiring diverse talent, prioritizing people development, leading by example and preparing people for more senior positions within the organization

Sales Leadership & Execution

• Develop teams’ Solution Sales skills to deliver the business outcomes of the broader Business Applications platform in an ever-changing landscape of customer transformation needs and solution innovation.
• Coaches their team to collaborate with partners and other internal teams (e.g., Account Executives, Technical Sales Professionals, Global Black Belts). Leads with technical and industry insights on how to grow customer business.
• Guides and orchestrates 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 solution areas and support areas. Helps the team create vision for the customers and develop plans to drive sales.
• Leads their team to develop strategies for driving and closing 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.
• Leads their team to develop strategies to turn digital signals and other customer insights/signals into qualified opportunities that that result in customer purchase
• Optimise Sales by next-generation sales execution and results through adherence and coaching of MCEM sales method, best practice sharing at scale, and rigorous hygiene in CRM tracking and training completion.
• You will accurately forecast, identify trends, asses risk, and create performance plans in weekly deal and pipeline reviews with senior leadership. You will ensure that team meets and exceeds quarterly, and annual team targets by generating sales pipeline, accelerating active opportunities, and driving to close.
• Guides their team in whitespace analysis and supports the team to identify potential business in the assigned territory. Aligns the analysis approach across teams. Acts as a thought leader and clears opinions and perspectives from business analysis.
• Internal Engagement: You will provide reports in a timely manner on sales targets and contribute to correction-of-error plans as needed. You will play a pivotal role in driving adoption of new tools and processes, and data/operation rigor to reach strategic goals.
• Digital Tools and Programs: You will coach the team to execute Digital Sales excellence through use of tools such as LinkedIn to better identify, connect, and engage with customers and key decision makers and promote professional brand.
• 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.
• 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.