Technical Sales Manager

2 months ago

Canberra, Australia Microsoft Full time

An exciting opportunity exists for a Technical Sales Manager in the Federal, Defence and Intelligence Enterprise Account Team Unit. This role requires a solid understanding of business and technology strategy, change management, and a principled approach to broad digital transformation challenges and opportunities.

We are looking for strong leadership and people skills, demonstrated technical thought leadership and experience that drives innovation and customer value. Expertise in Federal Government and/or Defence & Intelligence is highly desirable. The FDI Account Technology Strategist (ATS) roles will report into this role.

**Responsibilities**:
The Technical Sales Manager leads the Account Technology Strategist (ATS) team to drive business outcomes, to help customers to digitally transform in their industry, to accelerate revenue growth, consumption, usage and customer adds.

**1) DEMONSTRATE CUSTOMER & PARTNER OBSESSION** by driving business value to customers and demonstrating that Microsoft is focused on their success.

Drive digital business outcomes for your customers across 3 Horizons that are relevant to their business strategy as well as their Industry and territory, execute Solution Area Sales Plays that drive digital business outcomes in each Industry.

Win with Partners and build mutual trust with Co-sell Prioritised solution partners through joint account planning in all accounts, outbound lead sharing adhering to defined SLA on inbound Cosell requests and actively selling with priority partners for the industry and for the solution areas.

Accelerate Customer Satisfaction: you and your team being the Trusted Advisors to our customers, increasing Account Team Quality and improving Account Transition experience, accelerating relevant C-Level and Line of Business Owners conversations.

**2) LEAD WITH BUSINESS AND TECHNICAL EXCELLENCE** to accelerate sales execution and to deliver a predictable, healthy and compliant business

Lead and empower frictionless orchestration and hold the rest of the sub teams accountable for lead generation and pipeline velocity across 4 rolling quarters to deliver on targets. Lead the consumption business to ensure ATU ownership of Envisioning Stage with customer and increase the number of success engagements owned by ATS over time by managing engagement pipeline to maintain velocity, unblock issues.

Ensure strong partnership across the Specialist Team Unit and Customer Success Unit to enable seamless engagement, support and orchestration to accelerate opportunities and ensure accountability in sales motion.

Lead a 360 review twice a year for each customer including the key stakeholders across customer, partners and internal, ensure high quality account planning delivery on time, ensure account plans drive a deep technology strategy aligned to the customer business objectives and mapped to a 3 horizon view.

Achieve targets on FRA, billed revenue, consumption, usage, customer adds on all 3 clouds, anticipate and win against competition through our technologies and partners by differentiating the values of our solutions.

**3) ACT AS CULTURAL TRANSFORMATION LEADE**R by role modelling learn-it-all culture, building and developing high-performing teams to deliver customer outcomes.

Role model learn-it-all culture by reaching 100% Technical Skill Initiative completion and all other role-based achievements at defined deadlines.

Drive customer skilling with Enterprise Skills Initiative (ESI) and ensure skilling plans are in place for each customer in close alignment with the Area Learning Team.

4) Microsoft managers bring out the best in their people to achieve team and organisation priorities. As a manager, personally commit to deliver success through empowerment and accountability by:

- Modelling: Live the culture, values and leadership principles. Share your management philosophy with your team and make it real through your words and actions.
- Coaching: Enable others’ performance. Build management skills by completing your learning path and development opportunities.
- Caring: Empower others to discover, connect, and grow. Have healthy, candid conversations (Connects, Perspectives, 1:1).

**5) Trust and Compliance**: Personally, commit to generate and protect Microsoft trust by modelling integrity every day and contributing to ethical sales and sustainable growth.

Model integrity and ethical behaviours every day.

Operate in full adherence to Company policies and processes and ensure timely 100% completion of online mandatory Compliance Trainings.

Cooperate with audits and other compliance processes & controls and help on remediation actions. Be proactive in identifying risks inherent to your role and escalate concerns.

**6) Diversity and Inclusion**: To realise our mission to empower every person and organisation on the planet to achieve more, each and every one of us must help create a diverse and inclusive culture where everyone can bring their full an

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