Modern Work Technology Sales Manager

Why Microsoft

Microsoft's mission is to empower every person and every organisation on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realise our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Team Purpose

Elena Wise, ANZ Specialist Team Unit Lead, "I have never worked for a company where every employee is so deeply engaged with the company's vision and purpose as they are at Microsoft. It provides the connective tissue across the company and informs everything that we do, and more importantly, how we do it. When asked for a word that describes their experience with Microsoft in our recent employee survey, the word "Proud" won out by a country mile."

If you are a sales leader who is passionate about empowering your team to be the best they can be, this is the opportunity for you. You will lead a team of sales specialists who help customers transform their work culture and productivity with Microsoft solutions.

We are looking for someone to help customers who are undergoing significant changes to the way they work as we continue to shift into a truly hybrid work model and a future with AI. Microsoft is at the forefront of this transformation. You will help organisations rethink aspects of their business in a way that sets them and their people up for success in this new world of work.

Purpose of this role

Microsoft Technical Specialist Managers build, develop and lead teams of Technical Specialists to identify and win over the technical decision maker in the Business and IT department of our Enterprise Customers. You and your team will drive technical decisions at the customer that helps them achieve Business value with the Microsoft Platform, and thereby secure long-term sustainable growth for Microsoft. As a Technical Specialist Manager, you will be a key leader to helping customers embrace and succeed through digital transformation.

Responsibilities

WHAT YOU WILL DO

• People Leadership
• You will deliver success through empowerment and accountability and follow the Model Coach Care approach.
• You will attract, develop, and retain talent and build diverse teams; deliver results through teamwork, act as role model for MS values, coach and develop team for high performance and commit to performance management.
• Scale Customer Engagements
• You will enable and empower team to influence customer decisions and ensure technical wins by streamlining processes and managing the flow of wins, leveraging deep knowledge of processes, aligning goals across solution areas and facilitates cross-selling with various workloads.
• You will orchestrate team resources and coaches team to maximize impact of customer engagements and drive mid-to long-term strategy through cross-workload capacity planning, prioritization, and utilization of resources. You will proactively plan team resources and influences future blueprints.
• Scaling and Collaboration
• You will coach your team to learn and apply the orchestration model and guide the team to build a network of partners to cross-sell and up-sell.
• You will act as a thought leader to help your team connect Microsoft solutions to customer business impact.
• You will interact with Core leadership and senior-level stakeholders to get support for their team and the ANZ area
• You will maximises area-level capacity and capabilities of scaling through partners by coaching the team to grow partner network, identifying gaps and promoting Microsoft within the Microsoft ecosystem (e.g., account teams). You will raise escalations or alleviate blockers through collaboration with manager-level counterparts in cross-functional groups.
• Sales Excellence
• You will lead the team to identify and support new opportunities, bring impactful industry insights into customer engagements, and lead a virtual cross-organisational team on strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value.
• You will lay out customer satisfaction long-term strategies, guide team in whitespace analysis, and participate in regular strategic planning for assigned territory, review plans via ROB meetings, and align plans of team across departments.
• You will ensure teams meet targets and operational standards and maintain the health of metrics within the assigned territory while mentoring/coaching team on growing knowledge on sales or products and ensuring team completes training and obtains certifications as required.
• You will build and transform new markets; participate in planning; guide teams in identifying potential business in the assigned territory; oversee the end-to-end business across ANZ; complete required training and obtain relevant product and role certifications aligned to the role and workload/industry.
• You will lead your team to develop strategies through orchestration for driving and win the technical win and guide your team on communicating with customers to understand their business needs or facilitate customer interactions to assess needs.
• Solution Design and Proof
• You will oversee coach team in guiding customers through digital transformation solutions and applying advanced sales methodologies, while envisioning new and innovative solutions that use Microsoft technology to meet customer needs and identifying new technical and business trends/needs serving as the voice of the customer (VOC) to Microsoft.
• Technical Expertise
• You will coach the team on business and market knowledge and act as a thought leader to help the team connect Microsoft solutions to customer business impact.
• You will enable and empower team to develop technical expertise and act as a technical thought leader by sharing best practices.

HOW YOU WILL DO IT

Influence for Impact: you will provide leadership and sponsorship; collaborate and approach challenges as opportunities, while also supporting teams, driving strategic changes, and fostering synergies between different parts of Microsoft.

Ownership Mentality: you will be accountable for team engagement and performance, collaborating to drive change, assessing risk, delegating, and mastering complexity. You will be aware of the internal/external landscape and create healthy tension to drive change.

Critical Thinking: you will seek diverse perspectives, understand market conditions, proactively plan for change, practice awareness when assessing risks, and utilize your understanding of broader business impact when making decisions.

Customer Centric: you will develop and coach sales strategies that prioritise customer and partner's strategic goals, and foster partnerships for mutual benefit. This involves understanding unique needs, demonstrating the value of solutions, and providing ongoing support for sustained success.

Culture (includes D&I): you will be seen as a culture builder and influence behaviours relating to communication, leadership styles, diversity and inclusion, and work/life balance.

Thought Leadership: you will demonstrate deep management and industry understanding, articulating your insights through storytelling, and creating valuable content in various formats. You will be passionate about networking and collaboration and you will be globally recognised with broad reach.

Exec utive Maturity: you will demonstrate sound behavior, action, and judgment in the workplace. You will manage your emotions and relationships during ambiguity, pressure, and uncertainty, representing an unbiased point of view, thinking and acting strategically and influencing others. You will be fluent and drive results. You will build trust, influence, and collaboration.

Cross-Solution Transformation: you will amplify your and your team's impact by driving and embedding behavioural and cultural change across your team and other teams towards cross-platform solutions that align to customer outcomes.

Qualifications

• 8+ years of technical pre-sales or technical consulting experience
• OR Bachelor's Degree in Computer Science, Information Technology, or related field AND 6+ years of technical pre-sales or technical consulting experience
• OR Master's Degree in Computer Science, Information Technology, or related field AND 4+ years of technical pre-sales or technical consulting experience
• OR equivalent experience.

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations ) .