Job Description
Microsoft’s Southwest District, is seeking an experienced, and customer focused Account Team Unit Manager position in the Tempe, AZ Sales Office. This person will manage and lead a team of Account Executives and Account Technology Specialists focused on Major and Corporate accounts in Arizona and South Nevada. The ATU Sales Manager will lead a well-managed sales business resulting in long-term, predictable revenue growth. Success is measured by Sales and Relationship Services quota/plan and Rhythm of the Business Scorecard metrics that are met or exceeded (as defined by FY commitments; by all individual team members meeting or exceeding targets; by the effective use of empowerment; by the ATU Sales Manager’s demonstration of sound business judgment; and by positive feedback or scores/ratings on Manager Feedback and WHI (Workgroup Health Index). The ATU Sales Manager role adds value to customers by providing an executive presence and continuity to customers at the subsidiary or district level. Success is measured by customer satisfaction (results from NSAT scores and anecdotal feedback), an expanded # of customer contacts and increased penetration into other areas of the customer’s business. How does the ATU Sales Manager role add
value? The ATU Sales Manager role adds value by:
1. Leading a consistent and predictable sales business where team members are enabled to perform at their best.
2. Developing high-performing ATU teams and team members who are considered to be the best sales assets in the market.
3. Developing and growing strong customer executive relationships between Microsoft and customers.
4. Driving integration and orchestration within the Leadership team.
5. Ensuring execution of vertical and local/regional/Corporate strategies and alignment of these
strategies in each account teams’ account planning efforts and execution against these plans.
The ATU Sales Manager role is unique in:
1. Its leadership of an account team that is diverse, with a focus on managing and developing to this diversity of skills, motivations and goals.
2. Its enablement of team members who consistently meet or exceed sales targets, surpass stretch goals and develop professionally.
3. Its ability to demonstrate integrated market thinking, bringing customers, partners and Industry Priority Solutions Scenarios (IPSS) together.
4. Its responsibility for ensuring that his/her business is effective, predictable and consistent.
5. Its focus on the customer relationship and partnership, bringing feedback from the customer to Microsoft, enabling executive relationships and providing continuity for customers at the local subsidiary or district level.
6. Its enablement of Microsoft strategies and initiatives, guaranteeing their implementation within his/her ATU.
The key initiatives and challenges facing the ATU Sales Manager role are:
1. Ensuring ATU team members and opportunity resources sell broader and deeper into the customer business.
2. Working effectively with other team units and with Marketing and Services in coordinated operations to drive revenue targets, optimized sales productivity, penetration goals, deployment objectives and customer satisfaction.
3. Driving accountability and ownership of processes and clarity around opportunity engagement (handoffs, resourcing, partner attach).
4. Continuing to advocate/drive sales excellence with all team unit and group Leads.
Desired Skills & Experience
Deliverable #1: Develop the ATU strategy by analyzing customer and internal strategic priorities and external factors (market, industries, competition, partner ecosystem) to inform strategy and account planning efforts. Lead the account planning process within the ATU by: - Ensuring inclusion of STU, PTU, Industry Team, Marketing, Services, DPE, BMO/BGs, etc. - Inspecting account plans for completion AND quality - Conducting regular reviews of account plans - Leveraging the Business
Management (BM) process and associated planning tools and resources Drive the quota setting process with each ATU team member by setting "informed" quotas that go above and beyond historical data and knowledge.
Deliverable #2: Drive accuracy within the ATU through regular pipeline and forecast reviews with AMs. Establish a business reporting rhythm that meets the needs of the team and supports the organizational ROB process, leveraging existing scorecards, reports and key performance indicators. Drive efficiency and velocity within the ATU through rigor and discipline in the Opportunity Management (OM) process. Meet regularly (formally and informally) with PTU, STU, Services, Marketing, Industry and BMO/BG Leads and the Licensing Manager/Specialists to gain commitment for resources and investments to advance opportunities, and to discuss orchestration/collaboration issues. Conduct regular assessments of EAs and work with AMs and ATS' to identify risks and to
leverage the right resources/tools as early as possible. Conduct win/loss reviews of all key opportunities. Establish a communication plan that defines team communication protocols, maximizes relevant information flow, and drives effective cross-group communications.
Deliverable #3: Maintain and build knowledge of partners who are aligned to the ATU's accounts and what their industry value propositions are. Ensure that AMs are leveraging references and success stories relevant to customers' business and industry pain points/opportunities. Ensure that ATS' have deployment strategies in place for all of their accounts by discussing and reviewing these strategies with each ATS. Lead team to execute on the Services integration strategy (MCS and/or partners) set in each account plan by positioning the value proposition for customers.
Knowledge and Skills
10+ years of proven IT sales & negotiations experience with enterprise accounts and a track record of working with a wide range of business partners
Management experience and leading teams are preferred
Experience working to solve problems across business units and multiple locations
Deep understanding of Microsoft’s business and go to markets strategy across key products lines in both consumer and commercial
An understanding of Microsoft technologies and license programs would be a distinct advantage.
An overall passion for sales within a technology environment that drives business value.
Degree qualified (bachelor’s degree typically required, Master’s/MBA preferred).
Additional sales or marketing qualifications centered on driving business value through the use of technology is required
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Email: jobs@aarenconsultants.in Resume or CV with Job Post Title
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