Responsibilities
Coach team to drive Sales Discipline & Execution Excellence, including pipeline creation and conversion, aligning with ATU CSAMs and SE Managers on territory and account plans.
Ensure forecast accuracy and deal progression through weekly reviews with SE Managers.
Collaborate with Cloud & AI SE&O leaders to drive sales execution, maintain rhythm of business (ROB), and uphold operational rigor.
Generate new pipeline via Optimization, Azure cross-sell, and innovation plays.
Ensure Specialists embed Unified in every new MACC opportunity, focusing on Accelerate territories.
Encourage use of sales programs and tools (IAP, LXP, checklists, digital signals) to meet ACR goals.
Guide team in Technical Fluency & Change Leadership, developing L200+ fluency across Cloud & AI stack, and building proficiency in demos, whiteboarding, and accelerators.
Lead change management initiatives for accelerate accounts.
Enforce accountability for learning time and skilling plan completion.
Drive Strategic Engagement & Business Impact by sponsoring customer engagements, building executive trust, and promoting outcome-driven selling.
Support deal velocity through Azure Accelerate programs and funding, engaging in competitive deals, and optimizing MACC and Unified growth.
Expand partner-shared pipeline and accelerate sales via Azure Marketplace, guiding alignment of partner solutions with customer needs.
Lead co-sell execution with top GSIs/ESIs, ISVs, and service partners (e.g., VMware, Snowflake, NetApp, Red Hat, SAP).
Qualifications
Minimum Qualifications:
Several years of technology-related sales or account management experience with a strong background in consultative or solution selling.
Initial people management experience.
Proven expertise in cloud platforms (Azure, AWS, GCP) and modern solution architectures (AI, hybrid, sovereign cloud).
Success in executive engagement, solution selling, and strategic planning.
Preferred Qualifications:
Strong understanding of Microsoft Azure services, AI/ML platforms, and cloud-native development.
Project management and organizational leadership skills.
Excellent communication, presentation, and executive presence.
Experience in matrixed environments and cross-team collaboration.
Passion for customer success, innovation, and continuous improvement.
Ability to unblock complex technical issues through collaboration with Microsoft Engineering and Product teams.
Experience in co-development partnerships with enterprise customers.
Bold, competitive mindset with ambition to lead and challenge the status quo.
Ability to think strategically, influence ecosystems, and drive innovation.
Understanding of Microsoft’s CSU ecosystem, including VBDs, CMF, FastTrack, and partner offerings.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration without regard to various protected characteristics. If you need assistance or a reasonable accommodation due to a disability, please send a request via the Accommodation request form. Benefits/perks may vary depending on employment nature and country.
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