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Sales Manager
3 months ago
Overview
Why Microsoft
Our love for innovation, technology and doing meaningful work, is at the heart of everything we do at Microsoft Australia. It is a shared passion that inspires our team and customers to think bigger.
As part of our transformation, one of our key areas of focus is the modernization of our sales motions. The Corporate mid-market segment is a dynamic, fast paced, and exciting area of Microsoft with a mission to accelerate Microsoft’s growth in its cloud-first, mobile-first businesses along with the traditional businesses. The Corporate segment is at the forefront of delivering a new sales model leveraging modern technology, big data, and analytics to drive impactful engagements leading to customer success across all Microsoft Cloud solutions.
As the SMC Sales Manager in this fast-growing customer segment, you will lead a team of Account Executives who help our managed customers (SMC-Corporate) across industries and territories accelerate their Digital Transformation through Microsoft solution areas like Modern Workplace, Business Applications, Applications and Infrastructure, and Data and AI. You will also join the APAC SMC Sales leadership team where you will be a catalyst to help our teams grow and embrace new AI infused systems and tools that are ushering in a new world of Digital Selling.
Responsibilities
The purpose of this role
On a day-to-day basis, you will manage and develop a team of highly talented and skilled sales executives who are managing customers across industries, while coaching and driving execution to exceed business performance targets. In this complex model, you will coach and guide your team orchestrating other specialists to drive new and renew existing business.
Responsibilities:
Accountable for the sales territory of your Account Executives
- Ensure you and your team develops strong trusted advisor relationships with CxOs to help on their business transformation
- Coach your team to listen & consult your customers to understand the customer's complete needs across products, training, support, and change management.
- Build strong relationships with key partners and scale through sharing with outbound co-sell partners and focus on common territory planning
- Continue reviewing and accepting digital marketing led signals and drive potential opportunities
- Help orchestrate with other managers to maximize results on selling across the Microsoft Cloud
- Lead the conversation on support opportunities to help our customers see the value of our offering.
Execute a cross-solution area aligned GTM supported by scalable operating model
- Focus on Listen & Consult the customer understand the customer's complete needs across products, training, support, and change management.
Accelerate partner growth
- Accelerate pipeline velocity and growth by scaling with partners across both Inbound and Outbound opportunities.
Remain customer obsessed
- Increase Customer Experiences and outcomes by prioritizing customer outreach, acquiring new customers, re-engaging and developing long-term business relationships that meet customer needs.
Best in class digital engagement
- Consistent use of Microsoft Sales Engagement model: MCEM framework & Digital Strategies to increase pipeline, program effectiveness and key investments impact.
People leadership
- Microsoft managers bring out the best in their people to achieve team and organization priorities. As a manager, personally commit to deliver success through empowerment and accountability by:
- Modeling: 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).
