Microsoft Technology Specialists Manager 

Germany 

110624283

You will manage CxO level business relationships, understand Public Sector, Healthcare, Life Science, Chemical and Energy related priorities and challenges, identify security opportunities, build security solutions and business case to close the sales. You will do this with your deep Public Sector and security knowledge, technical acumen and by leading a virtual team of resources across our Microsoft and Partner ecosystem.

Required/Minimum Qualifications

• Deep knowledge and proven experience in Cyber Security Sales/Presales
• University Degree in Computer Science or Economics
• German resident
• Full professional proficiency in German and English

Additional or Preferred Qualifications

• Proven experience in people management
• Deep knowledge and proven experience in several of the industries: Retail, Telco, Media, Professional Services, Travel & Transport

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 team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
• Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

Scale Customer Engagements

• Proactively identifies and engages with key customer technical decision makers and influencers while engaging sales team. Coaches and enables team to identify and proactively engage with key customer technical decision makers and influencers to help unblock technical obstacles.
• Uses knowledge of customer context, and deep technical, domain, and industry knowledge to build credibility with customers.
• Enables and empowers team to influence customer decisions and ensure technical wins by streamlining processes and managing the flow of wins.
• Leverages knowledge of resources, identifies patterns of blockers within area of expertise and drives resolution through local and global escalation.
• Ensures consistency and quality through capturing, sharing, and adherence of standards and best practices in customer engagements by implementing cross-functional initiatives to different channels across a subsidiary to drive consistency in technical approach and ensure customer technical experience across teams.
• Orchestrates 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. Proactively plans team resources and influences future blueprints. Qualifies and prioritizes opportunities, and holds team accountable for maximizing selling time to achieve scorecard objectives and subsidiary strategy.

Leverage Partner Ecosystem

• Maximizes area-level capacity and capabilities by coaching team to grow partner network, identifying gaps and promoting Microsoft within the Microsoft ecosystem (e.g., account teams). Raises escalations or alleviates blockers through collaboration with manager-level counterparts in cross-functional groups.
• Supports partner technical capacity by monitoring and analyzing resources through interactions, communicating with managers, and identifying new partnership opportunities to build subsidiary strategy.

Build Strategy

• Builds competitive knowledge of team by enabling competitive learning and identifying experts to share knowledge. Enables team to share compete knowledge with internal teams and communities, influence compete strategies, and highlight Microsoft advantages during architecture and capability discussions. Acts as a subject matter expert on a particular competitive discipline(s).
• Coaches and provides support to team and across internal teams to define and execute strategy. Proactively approaches customers to understand and identify cross-workload strategy opportunities. Engages internal teams to ensure capability to execute strategy.
• Maintains communications with internal partners (e.g., Account Technology Unit [ATU], Customer Service Unit [CSU] manager, SSM) on highest potential customers to pre-align technical resources to customer and customer cases based on account planning and priorities, with the flexibility to realign to minimize orchestration and enable proactive engagements as needed.
• Works with local marketing and account teams to shape strategic win and customer success plans and tailor to audience for the local markets using knowledge of Microsoft offerings, their context in the competitive landscape, and broader market trends. Ensures team is equipped to execute compete strategy, collaborating with cross-functional groups as needed.

Solution Design and Proof

• Coaches team and oversees demonstrations (e.g., architectural design sessions, and proof of concept [POC] sessions, pilots, hackathons) of solutions based on multiple products and position solutions against competitors. Ensures demonstrations enable customers to identify and resolve technical issues with clear criteria and next steps that guarantee deployment of Microsoft technology.
• Promotes adaptation and extension of architecture patterns to accommodate complex customer requirements and drive integration solutions for industry flavor.
• Applies advanced sales methodologies (e.g., challenger sales) and coaches team in guiding customers through digital transformation solutions and using innovation to challenge solutions against changing technology.
• Coaches team to envision new and innovative solutions that use Microsoft technology to meet customer needs. Supports team in coordinating with stakeholders to develop solutions for complex sales scenarios. Ensures team capability to execute on those solutions.
• Identifies new technical and business trends and needs, and identifies ideas that can be transformed into solutions that benefit customers/partners, serving as the voice of the customer (VOC) to Microsoft. Ensures input is utilized and solutions for the customer are established at the area level.