The Solution Sales Manager is a senior leader within our enterprise sales organization. The Azure SSM leads, develops and manages a team of high performing Principal Solution Specialists (PSS), Solution Architects (SA), and Technical Solution Professionals (TSP) individuals and teams to develop and execute a strong business plan for Azure sales and consumption within high potential accounts. The Solutions Sales Manager is a Solution Sales Leadership Role that is responsible for delivering sustainable new business growth across segments; providing thought-leadership; and driving customer acceleration to cloud and mobility across the enterprise sales and marketing teams.
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A. Sales Leader: Disciplined in business-management; adaptable to a culture of accountability; meets sales targets and operational standards.
B. Purposeful Planner: Builds a purposeful sales plan with a bold ambition to identify and capitalize on transformational shifts in the market.
C. People Leader: Develops a high-performing team by hiring diverse talent, prioritizing development, leading by example and preparing people for more senior positions in other parts of the organization.
D. Sales Challenger: Coaches sellers with a challenger mentality by prompting sellers to engage early and lead with new insights on how to grow the customers’ business.
E. Market Maker: Transforms markets with solutions that change the game by co-selling with partners that make deals bigger and faster, and change the risk profile.
F. Social Seller: Builds a strong and active business network that stretches and influences far beyond themselves.
The Azure Solution Sales Manager will:
Create and execute a business plan to ensure Azure revenue and usage/ consumption goals are achieved
Identify accounts that have high potential for rapid cloud adoption and significant Azure consumption
Partner with local Sales and Marketing leadership teams to build and execute Azure sales plan
Contribute to the recruitment, engagement and readiness of Partners who can help the Sales and
Technical Professionals drive Azure consumption
Understand 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
Work across the team to deliver references and satisfied customers that can be leveraged in future sales engagements.
Hire, motivate, coach and manage high-performing PSS, TSP, CSA and TSM teams to meet or exceed revenue and consumption quotas and win rates
Create opportunity plans for all workloads/solution areas (both 1st and 3rd party solutions) and competitive and strategic initiatives, aligned to other Microsoft sales (Datacenter, Data Platform, Productivity, and Developer Platform Evangelist) and resources (Partners, ISVs, Services, Blackbelts) and partners to drive new business opportunities
Develop, manage and accurately forecast a valid team pipeline that covers at least 250% of revenue and consumption targets through frequent inspection and deal-coaching
Operationalize a structured Rhythm of the Business (ROB) to ensure a sustainable and predictable Azure business, including both Azure sales and consumption
Improve Workgroup Health Index (WHI) scores year over year Create team readiness plans that focus on solution selling knowledge and execution
Who we are looking for:
Sales Leadership: 8-10 years of 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 at Microsoft or competitors (Amazon, Salesforce, Google, Oracle, VMWare, IBM, etc.). Successful management of large-scale, complex deal cycles at Fortune 1000 accounts
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. Possess both business acumen expertise and technology knowledge to connect how customer business issues impact their IT environments.
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 pipeline (generation and velocity), forecast with predictable results that exceed revenue and Usage/consumption targets, and the ability to formulate a strategy from market indicators and organizational objectives. Coaching direct reports in pipeline management, opportunity management, and account planning
Education
Requires a bachelor degree in Computer Science, similar information technology-related discipline or Business Administration
Masters Degree preferred, MBA desirable
Complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.)
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