Sales Manager

Job Description

The Corporate Sales Manager is responsible for the Corporate segment and for building and leading a strong sales team to drive revenue attainment, customer acquisitions, cloud market share, and customer satisfaction. The Corporate Sales Manager will hold others accountable to drive alignment, impact, and influence across the geography, and to grow future leaders for the organizationThe Corporate Sales Manager provides strategic direction on how to address the needs of our customers in the Corporate segments and how we can best serve them. The Corporate Sales Manager should be focused on ensuring leveraging each of the sales and marketing engines to be able to tailor and drive our route to market in both segments.The Corporate Sales Manager should also be a thought leader in how we can drive our Microsoft s Cloud solutions to help our customers transform themselves. It should lead the efforts in customer acquisitions to our cloud offerings.The SMC Lead core accountabilities include:Segment owner for SMC CorporateCorporate Revenue & Cloud Usage/ConsumptionCorporate New Cloud Customer Acquisition & GrowthCorporate Customer Retention & Renewal to CloudGrow all territories performance and help customers with digital transformation journeysGrow all territories performance and helpcustomers with digital transformation journeysSuccessful Sales Managers produce: Well-developed and high performing Corporate team and team members Maximized CPE through strong customer relationships SMC Corporate business strategy and plans to achieve Corporate goals Disciplined and predictable SMC Corporate business Optimal co-selling and cross-group collaboration, through strong internal relationships with Corporate Partner Sales Lead and relevant stakeholders Leadership and orchestration of resources to win through and with partnersThe SMC Lead achieves impact mainly through:A. Well developed and high performing team: Make Corporate Team an inspiring organization where people are the most valuable asset; Build a dynamic, agile team, passionate and unified around achieving our goals; Develop a culture of excellence in execution. Create and support people managers and individual contributors (IC) development plans.B. Maximize the Customer and Partner Experience (CPE) through strong customer and partner relationships: Drive quality Red Carpet (onboarding) transitions, institute territory planning with partners, adhere to the market segmentation policy.C. Business strategy and plans to achieve Segment goals: Lead the geography in strategic sales planning that includes customer segmentation, coverage, territory planning and territory assignment, shared resource capacity planning, and quota setting. Drive resource sharing and alignment with other groups across Microsoft. Drive Customer Acquisition initiatives.D. Disciplined and predictable business: Hold regular sales pipeline inspection and opportunity reviews with team members and key stakeholders, checking for adherence to business processes and tools. Leverage sellers at various partners and integrate them into the co-engagement process with clear accountabilities.E. Leadership and orchestration of resources to win through and with partners: Work together with One Commercial Partner (OCP) organization to determine the health of co-selling process within the region. Work with Inside Sales to drive sales discipline and specialization. Engage Product Marketing to drive the right value proposition to customers. Work in unison with Software Asset Management & Compliance engagement manager, Finance, etc to drive One Microsoft alignment, execution, and results through business partners and via extended v-teams., The successful candidate is an experienced sales and marketing leader with deep SMC customer insights, a track record of business strategy, sales leadership and hands-on execution excellence. Specifically, this highly visible and strategic role requires a candidate, who possesses the following characteristics:10+ years experience exceeding quota by leading sales teams along complex sales cycles within a Partner ecosystem.Demonstrable experience devising and managing sales and marketing programs to meet the needs of partners and customers.Passion for driving results and seeing projects through to completion. Ability to orchestrate and influence execution and business outcomes.Deeply understanding the diverse business needs of the SMC customers.Master achieving business results through modern sales, marketing and licensing engines.Positive attitude and high confidence managing through times of change & economic diversity.Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Holden, Krauthammer, etc.), broad evangelism through events (presentation skills), effective marketing tactics, negotiation, financial analysis, Line of Business applications space, business process consulting or automation, CRM, Employee Performance Management (systems and processes) and Social Selling experience.Track record of consistently exceeding quota by managing high performance teams.Development, coaching and performance management of sellersMentor Sellers (Account Executives, Opportunity Managers and Specialized role) on specific/industry trends, opportunities and solutions Deep understanding and engagement of channel partners business and capabilitiesDemonstrated understanding of solution selling techniques and selling cloud-based solutions.Experienced in building strong, collaborative customer relationships.Can navigate a customer through sales negotiations and/or technical presentations.Solid knowledge of the business, customers, partners, Microsoft strategy and how they work together.Deep knowledge of the 3 Microsoft Cloud Solutions, value proposition, differentiation.Bachelor degree: Required (Computer Science, similar information technology-related discipline or Business Administration); MBA orMaster s Degree desired.

Keyskills :
inspectionmanagementtrainingstrategysegmentationmarketingsaleshannelmarketdevelopmentdirectbusiness