Microsoft Solution Area Specialists Director 

China, Shanghai 

73862259

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

Are you inspired to help customers empower their employees to do great work using the apps, devices and solutions they love, and accelerate the digital transformation of their businesses? Come and help us transform the work environment using our solutions to create a workplace that is loved by users, loved by IT, and trusted by all.

As the Modern Workplace Specialist, you will be responsible for working with Business Decision Makers to understand their unique business needs. You will be on point to orchestrate an extensive v-team covering multiple solution areas including modernize communications, employee experience, transition to cloud, hybrid meetings, frontline workers, and discover business insights, selling solutions that will empower their employees and drive their business and work in a team, enabling and accelerating the customers through digital transformation.

Required/Minimum Qualifications

• + years technology-related sales or account management experience
• ORBachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND6+ years technology-related sales or account management experience.
• Understand and have experience in " Consumption driven revenue" to drive AI revenue growth real user cases and scenarios in Enterprise

Additional or Preferred Qualifications

• + years technology-related sales or account management experience

• ORBachelor's Degree in Information Technology, or related field AND8+ years technology-related sales or account management experience
• ORMaster's Degree in Business Administration(i.e., MBA), Information Technology, or related field AND5+ years technology-related sales or account management experience.

• 6+yearssolution or services sales experience.
• 3+yearspeople management experience.

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.

Sales Execution

• Brings impactful industry insights into customer engagements and helps close deals with customers. Acts as a thought leader in digital transformation across solution areas to advise customers and represent Microsoft, andcoachesothers internally on how to do this. Leads transformational shifts to drive deployment and create business value for customers. 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 customerengagements.
• Leads their teams toidentifyand track new opportunities.Leveragesstakeholders (e.g., Customer Success team unit, account-aligned team unit, Specialist Team Unit, One Commercial Partner organization) to build pipeline within the territory. Coaches team members on interfacing with prospective customers to build network. Applies Microsoft's sales process (MSP) todeterminethe quality of the opportunity and whether toproceed, andeducate the customers on how to best address theirneeds.
• Coaches their team to collaborate with partners and other internal teams (e.g., Technical Sales Professionals, Global Black Belts) and to engage customers to drive consumption. Leads with technical and industry insights on how to grow customer business.
• Guides and orchestrates their team on communicating with customers to understand their business needs orfacilitatescustomer 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., ATU, STU) 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.Representstheir team internally at Microsoft as they engage other internal stakeholders.

• 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 their team to build a network of partners to cross-sell and up-sell. Leads the team toidentifynew partners and evaluate partner capabilities. Facilitates the development of partner strategies and ensures execution. Provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and building partner capabilities.
• Coaches their team to learn about and apply the orchestration model. Facilitates and leads internal communication and collaboration byidentifyingresources and removing barriers. Contributes to the development of the orchestration model.

Technical Expertise

• Supports their team on participating in Microsoft events. Contributes to setting up the events and promoting best practice sharing across subsidiaries.
• Acts as the spokesman for Microsoft at external events. Provides expertise to customers/partners and shares knowledge on a specific platform or market.*
• 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.

Sales Excellence

• Builds and transforms new markets byleveragingtechnical and industryexpertise, partners, and resources. Leads a team to explore business and emerging opportunities tooptimizethe portfolio andfacilitatecustomerinnovation.
• 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 andfacilitatesthe resolution of sales/delivery issues for strategic accounts. Establishes standards for customer/partnerexperiences.
• Participates in regular strategic planning for their assigned territory. Reviews 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 planningportionof account planning.
• Guides their team in whitespace analysis and supports the team toidentifypotential business in the assigned territory. Aligns the analysis approach across teams. Acts as a thought leader and clears opinions and perspectives from business analysis.
• Oversees the end-to-end business across geographical regions. Ensures their teammeetsales targets and operational standards andmaintainsthe 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.
• 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 teamcompletetraining andobtaincertifications asrequired. Seeksadditionallearning opportunities and prioritize to enhance effectiveness.