Microsoft Azure Industry Sales Lead 

Germany 

182039257

People Management

• Managers deliver success through empowerment and accountability by modelling, 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 everyone’s capabilities and aspirations; Invest in the growth of others.

Sales Execution

• Grow business, revenue & consumption within Enterprise Sales Portfolio, cloud innovation and customer acquisition, drive sales across the Microsoft cloud platform and Industry clouds.
• Demonstrates business leadership and leads the expansion of internal and external relationships to drive Infrastructure Business on Azure success
• Working across the Microsoft organization to win migration workloads such as Data Center transformation, SAP, AI Transformation enabling AI Ready infrastructure
• Brings impactful insights and build out the Sales strategy and execution plan for Azure business into customer engagements.
• Acts as a thought leader in digital transformation across solution areas to advise customers and represent Microsoft
• Leads transformational shifts to drive deployment and create business value for customers through infrastructure workloads
• Leads a virtual cross-organizational team on strategic projects and high impact solution sales deployments that enable digital transformation and deliver business value in your territory.
• Seeks strategic alignment and execution by aligning goals with key ISV and SI partners drive Azure adoption and deployment.
• Leads their team to identify and track new opportunities or engagements.
• Leverages stakeholders (e.g., Customer Success team unit, account-aligned team unit, Consulting, Partner Organization) to build pipeline within the territory.
• Coaches team members on interfacing with prospective customers to build network.
• Applies Microsoft's sales methodology (MCEM) and Microsoft Consumption Process (MCP) to determine the quality of the opportunity/engagement and whether to proceed and educate the team on how to best address the customer needs.
• Enables the sales team to drive cloud businesses growth at or above targets and accelerate customer value realization through cloud services consumption across solution areas (e.g., modern workplace, apps and infrastructure, data and artificial intelligence [AI] and business applications, security, support). Reports progress to leadership and removes execution obstacles.
• Coaches their team to remove consumption blockers in pre-sales by collaborating with partners and other internal regional and global teams and coaches their team how to engage customers to drive cloud services growth, support and consumption in accounts.
• Leads with insights on how to grow customer business.
• Guides their team on communicating with customers, leveraging their business language, to understand their business needs and connect the need to Microsoft technology.
• Engages C-Suite decision makers to support teams on opportunity discovery and acceleration while maintaining an external network.
• Participates in innovation circles. Represents their team internally at Microsoft as he/she engages internal stakeholders (e.g., Account Team Unit [ATU], Customer Success Unit [CSU], One Commercial Partner [OCP], Worldwide Commercial Business [WCB] Solution Area Leads, Global Black Belts).
• Leads their team to plan and execute 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. Seeks alignment with all stakeholders and partners and guides team to work with internal stakeholders to remove blockers.

Scaling Collaboration

• Guides their team to build a network of partners to cross-sell and up-sell and drive
• Facilitates and leads internal communication and collaboration by identifying resources and removing barriers.
• Contributes to the development of the orchestration model
• Leverages scaling program and

Tech Leader Expertise

• Demonstrates technical Know-how of challenges in migration project, Azure, SAP Rise, and industry scenarios. Knowledge in any of the following is preferred: Travel Transport, Energy, or Manufacturing or Automotive
• Knowledge or practice across subsidiaries of Microsoft outside of Germany is preferred.
• Provides expertise to customers/partners and shares knowledge on social media relevant for their market (e.g., LinkedIn). Establishes a sounding board of customers and partners related to technology innovation.
• Coaches their team on business, market knowledge.
• Has deep insights into technology and competitive landscape, can provide visibility and best practices outside Microsoft Germany
• Reviews wins/losses with the team to determine how to identify systematic and non-systematic issues to resolve.
• Leads team's internal collaboration to position Microsoft products, solutions, and/or services (e.g., cloud services and platforms) against competitors.
• Acts as a thought leader to help their team connect Microsoft solutions to customer business impact. Leverages deep technology knowledge and coaches team about Microsoft technology differentiators/competitive advantage.

Sales Excellence

• Leads their team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation to drive growth by leveraging technology, industry and partner expertise. Builds new market by leveraging deep technology expertise and resources.
• Proactively promotes development of deep and influential relationships with client contacts.
• Guides their team on ensuring customer/partner satisfaction and facilitates the resolution of technical issues for strategic accounts.
• Establishes standards for customer/partner experiences. Ensures customers are made aware of new technology innovations.
• Drives and oversees integrated strategic planning to exceed cloud growth, drive consumption, and Support revenue and gain market share for the Solution Areas. Drives the integration of those all local, regional and corporate resources (e.g., Digital, Global Black Belts, FastTrack) into the strategic plan. Discusses progress against plan in rhythm of business (ROB) meetings (e.g., Quarterly Business Connect [QBC], Virtual Solutions Unit [VSU]) and aligns the plans of their team across departments.
• Engages with executives to bring a more strategic perspective into the business plan.
• Guides their team in whitespace analysis and supports the team to identify potential new business in their assigned territories.
  
• Acts as a thought leader and clears opinions and perspectives from business analysis.
• Oversees the end-to-end business across geographical regions.
• Ensures their team meet targets (e.g., sales, usage, customer acquisition) and operational standards and maintains the health of metrics within the assigned subsidiary/area.
• Interacts with Corporate leadership and senior-level stakeholders to get support for their team and the geographical regions.
• Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry.

Required/Minimum Qualifications

• Master’s degree in computer science, Engineering, Information Technology, Business Administration, Analytics, Data Science, and related field and substantial technology-related sales or account management experience
• People management skill, including skill to manage high performance sales and technical-specialist teams, experience in leadership roles in multi-tiered large organizations
• Significant solution sales or services sales experience, Azure Infrastructure, Azure Security, SAP Sales

Mentors/coaches the team on growing knowledge on sales or products and ensures the team complete training and obtain certifications as required. Seek additional learning opportunities and prioritize to enhance effectiveness