Director Solution Sales Microsoft Bellevue

Job Description: • 2-minute read •
As a National Solutions Director in the National Solutions Organization (NSO) covering the Azure business, you will be responsible for the overall success of the Azure business across the US Enterprise segment. This includes ensuring the extended Azure field sales organization delivers targeted results on Azure Billed Revenue, Azure Consumed Revenue, Customer Consumed Revenue Penetration, and Solution Sales through ISVs.
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The ideal candidate will have a proven track record of leading and managing sales teams, developing and executing sales campaigns, cross-group collaboration, and sufficient technical depth in order to respond to deal escalations. The ability to effectively present to a wide range and size of audiences including IT leaders, CxO and senior business decision makers is a must. A demonstrated ability to bring out the best in extended team members, both sales and technical as well as partner with dynamic management teams to drive cross solution adoption of Microsoft’s technologies is especially important. Lastly, the ability to comfortably operate in an environment of high ambiguity and change is a must.

Key Experience needed:

Proven field sales and sales management track record is a must. This includes extensive direct contact with customers; an ability to coach and mentor sales managers; sales negotiations; experience with customers at an executive level; training, coaching and motivating a sales team, including quota setting. A demonstrated knowledge of the cloud industry, specifically experience with Microsoft Cloud technologies, is a plus. Experience in roles where influence and inspirational leadership are key will be highly valued. And an analytical approach to evaluating business performance and course correction is a must.

Key Responsibilities include:
Coordinate with cross-group stakeholders through-out the sales, services, partner, business group, and engineering to understand and influence Azure sales execution strategy and communicate to field.
Indirectly manage the Azure Sales Organization community. Run community calls, trainings, and coaching sessions.
Run monthly Business Review process and pipeline review with each sales district and consolidate findings and guidance into executive review.
Facilitate and preside over weekly Win Room to support US Sub deal escalation.
Execute US Azure field communication strategy including, but not limited to, Azure Sales Leads email alias, Americas Azure Sales Yammer Group, and bi-weekly Azure Sales Community calls.
Coordinate with US C+E M&O on the development and execution of Azure sales campaigns.
Connect High Potential customers and partners with the product groups and develop product group relationships to drive innovation and engagement with local accounts.
Collaborate with US Recruiting to enable the sourcing of top talent for Azure field rolls and ensure that all Azure hiring objectives are accomplished.
Contributing to the recruitment, engagement and readiness of Partners who can help the Sales and Technical Professional drive revenue and consumption.
Team effectively with the different MS sales representatives, Partners, Microsoft Consulting Services and marketing to meet goals (revenue and consumption) and customer needs
Investigate Microsoft strengths relative to competition and effectively communicate those strengths to customers in a positive manner, knowledge of Google, Amazon, RackSpace and competing cloud providers is important. Collaborate with WW EPG Compete team to propose compete response actions.
Requirements and skills for this position include:
Sales Leadership: Strong, proven track record of leading and driving solution selling across a sales team, focused on business value of technical software solutions to solve customer problems. Track record of success through desired results is a requirement.
Consultative Solution Selling Experience: Demonstrated experience of at least 8 years selling technology solutions to senior business and IT decision makers by reinforcing the value of the technology to the customer’s overall business pain and/or strategic opportunities.
Effective Executive Communication: Ability to concisely communicate key business insights, escalations, and asks to executive LT. Ability to effectively communicate leadership priorities and initiatives to sales management community in an actionable way.
Sales Teamwork Experience: High degree of collaboration with multiple Microsoft sales leadership and personnel, as well as Microsoft Partners will be required for success. The ideal candidate will have demonstrated he/she has worked as part of a collaborative sales organization and delivered great results.
Sales Excellence: Demonstrated strategic business management. Effectively manages sales & projects pipeline (generation, velocity & Deployment), forecast with predictable results that exceed revenue and Usage/Consumption targets, and the ability to formulate a strategy from market indicators and organizational objectives.

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