Microsoft Sales Director - Northeast Region 

United States 

106271963

Northeast Operating Unit. This teamis responsible forenvisioning new possibilities for our customers, delivering solutions that result in targeted business outcomes and driving revenue growth for Microsoft.the professionalservices, construction, realand engineering spaces.

As theDirector - Northeast Region, you will driveAI and digitaltechnology transformation in partnership withcustomers, to achieve both Microsoft and customer business outcomes. You will lead a team ofaccount executives and account technologies strategiststoand bring industry-relevant solutions to help the customer adopt and embrace digital technologies.

leverageyour extensive customer network and sales experience to execute against an account plan.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize 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.

In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

Required/Minimum Qualifications

• Bachelor's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND6+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations
  • ORMaster's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND5+years experiencein sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations
  • OR equivalent experience.
• 2+ years direct/formal, indirect/informal, and/or project team people management experience.

Additional or Preferred Qualifications

• Bachelor's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND10+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations
  • ORMaster's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND6+years experiencein sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations
  • OR equivalent experience.
• 2+ years experience leading teams and/or managers in a Sales organization.
• 4+ years direct/formal, indirect/informal, and/or project team people managementexperience.

- The typical base pay range for this role across the U.S. is USD $130,000 - $217,600 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $168,600 - $237,500 per year.Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

People Management

• Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
• Model - Live our culture; Embody our values; Practice our leadership principles.
• Coach - Define teamobjectivesand outcomes; Enable success across boundaries; Help the team adapt and learn.
• Care - Attract andretaingreat people; Knoweach individual’scapabilities and aspirations; Invest in the growth of others.

• Analyzes and builds upon sales strategy and execution to drive success within their market based on Microsoft's and customer/partner needs. Leads and aligns team(s) to customer, partner, compete and market strategies that drive sales, consumption, and Digital & Artificial Intelligence (AI) transformation solutions. Collaborates with teams and managers to develop strategic initiatives, achieve targets, and effectively build and manage pipelines that deliver growth and customer/partner value realization. Supports internal talent development and works to attract talent to Microsoft. Leads sales team(s) by example, driving high-value engagements and creating trusted partnerships with customers and partners. Coaches team(s) on the execution of go-to-market based on customer, partner and Microsoft needs, and scaling business across markets.Overseesand drives balance in business, financial, and people outcomes across accounts and areas of the business. Manages customer planning efforts across accounts to ensure individuals and teams drive end-to-end orchestration for customer value realization and outcomes. Aligns teams to long-term expectations and goals to consistentlyleverageopportunities andexecute onmarket sales strategies.
• Drives the business within the segment, creating clarity on strategic direction with managers and teams to enable revenue growth by addressing business and competitive needs.Facilitatesorchestration amongst internal teams and holds others accountable. Collaborates and influences across segments, partners, and internal stakeholders to drive growth and transformation across accounts. Ensures key stakeholders and/or leaders are aligned across teams (e.g., Enterprise Operations Unit, Global Partner Solutions), and making progress on mutual plans andobjectives. Drives teams to deliver success for business accountabilities. Leads team(s) to consistentlyleveragecustomer/partner insights and market strategies toidentifyopportunities to drive consumption, new cloud solutions, and annuity business. Influences team to apply a growth and customer/partner mindset to enable Digital & Artificial Intelligence (AI) transformation and offer business solutions that enable customer value realization and drive market share growth. Coaches team(s) on ensuring that Microsoft's systems, programs, and tools are being fullyutilizedtoexecute oncustomer planning and a rhythm of business (RoB) to align solutions and go-to-market priorities across Microsoft solutions lifecycles.
• Coaches ongoing customer value realization and satisfaction contributing to net-new revenue and business growth. Holds team(s) accountable for customer value realization and satisfaction, and coaches on semi-annual survey results. Orchestrates internal and external resources to focus on continuous improvement, focusing on key areas of improvements to further impact increasing customer value realization and satisfaction. Proactively monitors and influences relationships with multiple customer stakeholders (business and IT) and the collection of feedback to identify and understand the drivers of business value, satisfaction and sentiments. Understands customers' and partners' business models and helps them to evolve and achieve growth by ensuring internal alignment with external partners' needs. Understands portfolio of strategic partners (Global Systems Integrator (GSI), Independent Software Vendor (ISV) and supports engagement across teams.

Accelerating Growth

• industry and marketexpertise, proactively leading team(s) towardsidentifyingsolutions to drive new opportunities and strategies in alignment withcustomersneeds. Demonstrates industry-specific capabilities andexpertisetorepresentMicrosoft as a thought leader who can articulate connections between Microsoft solutions to relevant business contexts (e.g., speaking at external events). Serves as a subject matter expert in relevant local trade, regulatory, and policy environments (e.g., opening doors and removing barriers for sales teams, partners, and customers) across geographic areas.Coachesothers to tailor customer engagement for specific industries with relevant customer references and shares best practices with teams.Identifiesand creates customer references for repeatable areas of success in select or strategic industries to develop a competitive advantage and to articulate ability to deliver customer value to achieve outcomes. Shares feedback from experience andexpertisein industry to support the development of programs that scale and accelerate successful engagements.
• Leads the development and implementation of go-to-market for maximizing revenue, consumption, and growth across solution areas. Ensures area/territory plansleveragemarket-specific insights to highlight solutions that solveadditionalbusiness and technology challenges. Provides guidance on customer planning execution ensuring short- and long-term strategies are acted upon and directs teamsutilizeavailable programs to drive growth. Facilitates the sharing of best practices, digital assets, and digital insights, andleveragesthem across Microsoft's segments for cloud solutions that accelerate new customer relationships and opportunities.
• Understands drivers of Digital & Artificial Intelligence (AI) transformation relevant to their customers and partners across business units andadvises customers tooptimallyleveragetransformation solutions across solution areas. Consults with customers and internal/external Partners to ensuresuccessful valuerealization in delivery of solutions to customers. Drives andcoachesteamto orchestrate across units and Partners to accelerate andleverageinnovative transformation opportunities. Educates internal partners on industry trends and solutions. Supports efforts to expand relationships across customers' lines of business that enable innovative solutions, deliver business value, and create market growth. Supports team opportunities toleverageindustry experts within MS toidentifyandexecute ontransformation opportunities.

Driving Success with and Through Others

• Fosters a culture of inclusion, learning, mentorship, coaching, customer-centricity, accountability, collaboration, and achievement of bold goals. Encourages managers and individuals across the organization to motivate, engage, and bring teams together. Leads a diverse and inclusive workforce,createsand hires a diverse team, and fosters an inclusive working environment via well-established inclusive behaviors.Identifiesand rewardshighperforming individuals and supports their growth into more senior positions.
• Influences and works across segments, partners, and teams to drive growth and transformation, ensure alignment on short- and long-term account plans, define sale execution, and holds the team accountable for results beyond fiscal year boundaries. Defines where orchestration is needed for success, creates new points of entry for integration and collaboration, sets the tone for an organizational culture of inclusion. Shares best practices for managing competing priorities, reducing complexity forcustomers;whilemaintaininga high levelof accountability. Drives clarity when leading engagements with key stakeholders to develop short- and long-term execution strategies that meet our customers' and Microsoft'sobjectives. Coaches team(s) on the development of go-to-market strategies based on mutual business needs, and scaling across markets and/or globally.
• Builds andmaintainsa broad executive network inclusive of partners. Supports the development of an ecosystem of customer and external partners andidentifieswhere there is a need for partners to act in Microsoft's market to accelerate consumption and/or growth. Supports and influences engagements between partners and executives on long-term business planning, the development of strategic partnerships, and influencing customer needs and outcomes. Directs and influences teams tomaintainrelationships with an ongoing long-term focus that looks past quarterly and annual targets. Creates a rhythm of business (RoB) with customers and partners that enables continuous engagement.

• Embody ourand