Digital Sales Director, Public Sector

Microsoft•Boston, MA

15h

About The Position

In the Small, Medium Enterprise & Channel (SME&C) organization, we have set out to empower our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. As part of the Americas SME&C Corporate team, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also be able to work cross-collaboratively while living our shared SME&C Corporate priorities: Diversity and Inclusivity, Well-being, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SME&C Corporate organization and the value we deliver to our customers, partners, and one another, every day. As the Digital Sales Director, Public Sector you will be leading an Account Team Unit (ATU) team that serves our Americas SME&C-Corporate managed clients to realize their potential and help them on their Digital Transformation journey. The Digital Sales Director is a great sales coach and leader, has a challenger mentality, is savvy in sales-leadership practice and contributes with vision and flawless execution of solution sales across solution areas. This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise. 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.

Requirements

Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 6+ years sales and negotiation experience or related work experience OR 8+ years sales and negotiation experience OR equivalent experience.
2+ years people management experience.

Nice To Haves

Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 12+ years sales and negotiation experience or related work experience OR 14+ years software industry sales and negotiation experience OR equivalent experience.
3+ years people management and/or informal/indirect team leadership experience.

Responsibilities

Directs the strategic identification and qualification of business opportunities, shepherding them through the sales lifecycle to optimize customer engagement and outcomes.
Leads improvements in pipeline accuracy and hygiene by masterfully applying common sales and delivery methodology for the Microsoft sales organization (e.g., MCEM) criteria for qualifying and advancing sales prospects.
Serves as a key advocate for Microsoft solutions, communicating value and strategically promoting upsell/cross-sell opportunities with a broader impact.
Coordinates comprehensive customer strategy development, spearheading the creation of sales strategies to achieve customer goals, and presents advanced Microsoft solutions in pivotal deals.
Partners with leaders and stakeholders to deeply analyze budget considerations and strategically align investment priorities with a substantial effect on business outcomes.
Directs teams and orchestrates comprehensive strategies for managing and proactively leading renewals and anniversaries for both enterprise agreement (EA) and cloud solution provider (CSP), with a focus on maximizing customer engagement and satisfaction.
Coaches teams on advanced, tailored renewal options that align with partners and customer business outcomes and licensing vehicles, and mentors team members in the renewal process.
Mentors others to strategically identify and capitalize on opportunities to consolidate, and actively shapes team initiatives in cross- and upsells that are intricately aligned with customer priorities and forecasted outcomes.
Defines and enhances processes for forecasting and timing renewals to drive optimal growth, consumption, and on-time renewals.
Supports teams during negotiations and the development of comprehensive stakeholder maps as needed.
Advises teams on steering crucial conversations with appropriate parties to scale and maximize resources effectively.
Serves as an escalation point for partner engagements.
Drives and directs strategic collaboration with internal and external stakeholders to not only meet but also exceed revenue targets and critical deadlines.
Expertly orchestrates the alignment of teams and resources with customer needs to significantly enhance the overall experience.
Offers essential organizational insights and secures the alignment of virtual teams with key opportunities.
Acts as a mentor and strategic advisor in orchestration and stands as a senior escalation point to swiftly resolve complex collaboration needs.
Strategically utilizes and broadens a comprehensive network within and across the partner ecosystem and resources to optimize account performance across various solution areas and programs.
Leads the team in mastering strategic account priorities and champions a culture of integrated planning and execution across multiple functions.
Utilizes advanced data analysis to inform and drive sales strategies, with an enhanced focus on customer adoption, retention, and expansion.
Develops team members by orchestrating educational initiatives on the strategic application of investment programs and partnerships to maximize business outcomes.
Directs the collective advancement and application of sales tactics, ensuring deep alignment with key partners to accelerate growth and enhance market penetration.
Instills a culture of continuous learning that elevates industry acumen and reinforces a commitment to our unified vision and strategic imperatives.
Holds the team to high standards of accountability for surpassing deadlines and objectives, laying the groundwork for consistent excellence and achievement.
Directs and enhances team efforts in leading in-depth analysis of customer satisfaction metrics (e.g., timeliness and quality of contact) and creates and champions advanced strategies to address identified trends.
Establishes oneself as an advisor and go-to resource for others on advanced customer satisfaction strategy and best practices.
Ensures strategic oversight of primary contact and guarantees comprehensive feedback is synthesized and actioned upon from a broad spectrum of sources, including cross-functional teams.
Acts as a senior escalation point for customer dissatisfaction as needed and crafts innovative resolutions promptly (e.g., prioritization, escalation).
Coaches team on resolving complex customer issues and ensures responses to customers are completed in a timely manner.
Leads the escalation process and proactively involves Microsoft executives to enhance impact and customer advocacy.
Orchestrates initiatives to foresee and preemptively tackle potential customer issues, customizing requirements to solutions to greatly elevate satisfaction and smooth out experiences.
Defines and asserts conditions of satisfaction with customers at the outset of engagement for strategic accounts, aiming for a transformative impact.
Guides and mentors the team in capturing, assessing, and interpreting key learnings internally and externally about customers, ensuring preparation for senior leader engagements and relevancy to board-level approvals.
Shapes and influences strategy by developing and adapting a deep understanding of customer business to lead industry conversations and drive strategic business discussions (e.g., ROI, market trends).
Drives the strategic use of digital tools to conduct comprehensive, in-depth research on existing accounts and customers, and strategically identifies key decision-makers within the customer organization.
Champions the alignment of customer business needs and priorities with Microsoft priorities and strategy.
Empowers team members to establish themselves as experts across the applicable industry and brings tailored use cases to customers, strategically anticipating their needs and industry trends.
Directs and elevates customer engagement strategies, ensuring cohesive alignment of resources across broader teams (e.g., pod members, partners, virtual teams, cross-functional teams), and provides expert guidance to team members on fostering strong customer relationships and engagement strategies.
Educates and encourages broader teams synthesize customer interactions to drive strategic impact and effectiveness within the organization.
Guides teams to develop and nurture executive-level relationships with key customers and design advanced tiered approaches to the cadence of customer engagements across multiple lines of business.
Shapes internal strategies and shares insights from customer perspectives across teams.
Oversees the strategic enhancement and adoption of customer relationship management tools (e.g., MSX D365) to maximize client relationship development.
Facilitates proactive outreach to engage with customers through innovative digital channels (e.g., social selling, podcasts, webinars) and champions the establishment of industry benchmarks for digital engagement.
Drives the strategic development and capitalizes on an extensive knowledge of Microsoft's landscape, solutions, and strategy within the industry of allocated accounts, coupled with a detailed understanding of the business priorities.
Mentors and develops the team on solutions and industry shifts.
Demonstrates advanced expertise and provides supports to others on strategic customers' business strategy and appropriate industry trends.
Ensures the strategic planning and execution of required training and certifications for team members, aligning development efforts with organizational goals and career progression paths.
Architects and champions a comprehensive team development strategy, ensuring sustained personal and professional growth across the team while aligning with overarching organizational objectives and future capabilities needed.
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.