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Microsoft Corporation Director Solution Sales- Modern Work in Chevy Chase, Maryland

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture of accountability, integrity and respect is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day.

Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be and taking their careers places they simply couldn’t anywhere else. This is aworld of more possibility, more innovation, more openness , and sky’s-the-limit thinking - a cloud-enabled world . We have unique capability in harmonizing the needs of both individuals and organizations. Joining Microsoft in the Enterprise Operating Unit (EOU) as the Specialist Sales Leader you will be leading an organization of specialist sellers and technical specialists to provide and sell the best-in-class cloud service and platforms to our Enterprise customers, building the momentum of digital transformation for our customers & partners as well as the company itself, backed-up with Customer aligned Support Offerings. The Specialist Sales Leader provides sales leadership and technical thought leadership to accelerate our customers’ digital transformation and is a great sales coach and leader, has a challenger mentality, is fluent in sales-leadership practice and contributes with vision and flawless execution of solution and technical sales across different customer scenarios.

To learn more about Microsoft’s mission, please visit: https://careers.microsoft.com/mission-culture

Check out all our products at: http://www.microsoft.com/en-us

Responsibilities

Sales:

  • Lead sellers to drive the Modern Work business to overachieve revenue, consumption and scorecard targets

  • Develops their seller’s Solution Sales skills to sell the business outcomes of the broader Modern Work platform

  • Ensures orchestration among sales team and other teams engaging in the customer (e.g. partners, services, Engineering support, etc.)

  • Maintains the pipeline and the forecast to required operational standards

  • Drives new business opportunities to achieve targets contributing positively to relevant subsidiary scorecard metrics

  • Even higher levels of operational excellence. Ensure appropriate 4 quarter qualified pipeline in place by workload/solution. People Management:

  • Develops a high-performing team by hiring diverse talent, prioritizing development, leading by example and by preparing people for more senior positions in other parts of the organization.

  • Coaches Seller’s with a "challenger mentality" by prompting Seller’s to engage early and lead with new insights on how to grow the customers’ business.

  • Successful teams and team members are recognized and rewarded, both within the sales organization and at Corporate levels. Customer centricity:

  • Lead from the front, personally engaging at CxO level to support and coach teams on opportunity discovery and acceleration

  • Lead sellers to drive end-to-end business solutions, increasing customer and partner satisfaction and average deal sizes YoY.

  • Lead cross-team to ensure customer intent to consume cloud services sold. Partner Engagement:

  • Bring together Microsoft solutions with Partner solutions, fully leverage the synergy effect with our partners, and co-sell with them to make deals bigger and faster.

Qualifications

Requirements:

  • 10+ years demonstrated Sales and Sales Management experience in Enterprise sales.

  • 5+ years solution sales for Productivity and Collaboration solutions, Security Solutions

  • 5+ years selling software-as-a-service or cloud-based business applications to enterprise customers

  • 5+ years leading multi-million-dollar deals requiring orchestration of large, dispersed, virtual teams composed of industry, solution, technical, licensing & legal team members Preferred Qualifications

  • Working knowledge of Microsoft’s commercial cloud offerings - including Microsoft 365, Microsoft Security Solutions, Office 365

  • Knowledge of managing hardware pipeline and selling devices, including Surface, Hub, and MTR, to enterprise customers

  • Experience successfully displacing competitors and understanding of current competitors and related ecosystem

  • Demonstrated passion and commitment for customer success

  • Adept at executive communications, engagement and influence

  • Knowledgeable of the Microsoft partner ecosystem and programs

  • Understanding of the latest business value selling methodologies, practices and technologies that drive sales prospecting and sales management in complex solution selling environments.

  • Excels at developing strong relationships and leadership connections to understand customer needs.

  • Very strong presentation, white boarding and communication skills.

  • Strong negotiating skills

  • Adept at challenging perspectives with new ideas that reframes thinking about deriving value from Microsoft solutions.

  • Demonstrated people leader able to coach and inspire a diverse team of Specialists and Technical Specialists.

  • Bachelor’s Degree, MBA a plus.Desired skills:

  • Health and Life Sciences experience

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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. 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 (https://careers.microsoft.com/us/en/accommodationrequest) .

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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