Microsoft Azure Specialist Sales Manager 

Mexico, Mexico City, Mexico City 

623988702

Required/minimum qualifications

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience OR 9+ years of technology-related sales or account management experience.
• Advanced English level.
• Demonstrated experience selling complex, cloud-based solutions to Enterprise customers.
• Demostrated leadership across different teams in complex sales
• Demonstrated experience in building strong partnerships and trust with clients at C-level.
• Demonstrated experience in managing and developing a sales pipeline.

Additional or preferred qualifications

• 3+ years of people management experience.
• 6+ years of solution or services sales experience.
• Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience OR 11+ years of technology-related sales or account management experience.

Scaling and Collaboration

• Guides their team to build a network of partners to cross-sell, up-sell, and co-sell; leads the team to identify new partners, evaluate partner capabilities, and supports on-boarding new partners; facilitates the development of partner strategies and ensures execution; provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and consumption plans, and building partner capabilities.
• Coaches their team to learn about and apply the orchestration model; facilitates and leads internal communication and collaboration by identifying resources and removing barriers; contributes to the development of the orchestration model.

Deliver Results Through Teamwork

• Drives the execution of projects by identifying customer and operational needs, setting priorities, removing barriers and obstacles, and allocating resources.
• Partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.

Commit to Performance Management

• Leads his or her team to accept change and retain performance levels while responding to changing demands.
• Establishes and communicates performance expectations; identifies performance gaps and monitors performance to ensure plans are met.

Role Model Microsoft Values

• Models compliance and represents the Microsoft Values and the One Microsoft culture.
• Promotes company policies, procedures, mission, and values, by training and providing direction to direct reports in their use and application.
• Ensures fair and equal treatment of employees, avoids favoritism, addresses difficult issues directly, and shows empathy and compassion.

Sales Excellence

• Participates in regular strategic planning for their assigned territory; review plans via rhythm-of-business (ROB) meetings and aligns the plans of their team across departments; guides team to align their approach with sales excellence team; engages with external executives to bring a more strategic perspective into the planning portion of account planning.
• Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources; leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry; mentors/coaches the team on growing knowledge on sales or products and ensures the team complete training and obtain certifications as required.
• Oversees the end-to-end business across geographical regions; ensures their team meet sales targets and operational standards and maintains the health of metrics within the assigned territory; interacts with Corporate leadership and senior-level stakeholders to get support for their team and the geographical regions.
• Guides their team in whitespace analysis and supports the team to identify potential business in the assigned territory; aligns the analysis approach across teams; acts as a thought leader and validates opinions and perspectives from business analysis.
• Lays out customer satisfaction long-term strategies; proactively promotes development of deep and influential relationships with client contacts; guides their team on ensuring customer/partner satisfaction and facilitates the resolution of sales/delivery issues for strategic accounts; establishes standards for customer/partner experiences.

Technical Expertise

• Supports their team on participating in Microsoft events; contributes to setting up the events and promoting best practice sharing across subsidiaries.
• Coaches their team on business and market knowledge; leads team's internal collaboration to position Microsoft products, solutions, and/or services against competitors; acts as a thought leader to help their team connect Microsoft solutions to customer business impact.

Attract, Develop, and Retain Talent

• Identifies growth opportunities, builds development plans with direct reports, and conducts development discussions.
• Leverages resources to help employees develop skills and supports their career interests. Supports mentorship, workforce development, and succession planning.

Sales Execution

• Coaches their team to collaborate with partners and other internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]) and to engage customers to drive consumption; leads with technical and industry insights on how to grow customer business and remove blockers to consumption.
• Leads their team to develop strategies for driving and closing opportunities; drives the implementation of strategies and the collaboration with the account team to ensure alignment; leads their team on ways to implement and share close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure.
• Guides and orchestrates their team on communicating with customers to understand their business needs or facilitates customer interactions to assess customer needs; provides direction/guidance on the development of solutions across solution areas and support areas; helps the team create vision for the customers and develop plans to drive sales.
• Coaches their team and/or other teams (e.g., account team units [ATUs]) on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners; engages C-Suite decision makers to support teams on opportunity discovery and acceleration; represents their team internally at Microsoft as they engages other internal stakeholders.
• Leads their teams to identify and track new opportunities; leverages stakeholders (e.g., account-aligned team unit) to build pipeline within the territory; coaches team members on interfacing with prospective customers to build network; applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
• Brings impactful industry insights into customer engagements and closes deals with customers; acts as a thought leader in digital transformation across solution areas to advise customers and represent Microsoft, and coaches others internally on how to do this; leads transformational shifts to drive deployment and create business value for customers based on specific business needs and priorities; leads a virtual cross-organizational team on strategic projects and high-impact solution sales deployments that enable digital transformation and deliver business value; may lead partner integration into account/territory planning and customer engagements.