Microsoft Corporation
Sales Manager, US Education
Microsoft Corporation, Los Angeles, California, United States, 90079
Microsoft’s Education Account Team focuses on empowering customers on their AI journey. This team is responsible for envisioning new possibilities for our customers, delivering solutions that result in targeted business outcomes and driving revenue growth for Microsoft.
As a Sales Manager on the US Education team, you will drive Artificial Intelligence (AI) transformation propelling both Microsoft and our clients towards achieving business outcomes. You will lead a team of sellers to execute Go to Market strategy for Education. Leveraging your large, multi-functional team across the breadth of the Microsoft product portfolio, engage at the most senior levels of your customer and deliver industry-relevant solutions to help the customer adopt and embrace business transformation. With a proven history of driving growth in market share, achieving sales targets, customer obsession, and partner collaboration, this role will leverage your extensive customer network and sales experience to execute against an account plan.
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.
Responsibilities
Accelerating Growth
Understands drivers of Digital & Artificial Intelligence (AI) transformation relevant to their customers and partners across business units and advises customers to optimally leverage transformation solutions across solution areas. Consults with customers and internal/external Partners to ensure successful value realization in delivery of solutions to customers. Drives and coaches team to orchestrate across units and Partners to accelerate and leverage innovative transformation opportunities. Educates internal partners on industry trends and solutions. Supports efforts to expand relationships across customers' lines of business that enable innovative solutions, deliver business value, and create market growth. Supports team opportunities to leverage industry experts within MS to identify and execute on transformation opportunities.
Applies industry and market expertise, proactively leading team(s) towards identifying solutions to drive new opportunities and strategies in alignment with customers needs. Demonstrates industry-specific capabilities and expertise to represent Microsoft as a thought leader who can articulate connections between Microsoft solutions to relevant business contexts (e.g., speaking at external events). Serves as a subject matter expert in relevant local trade, regulatory, and policy environments (e.g., opening doors and removing barriers for sales teams, partners, and customers) across geographic areas. Coaches others to tailor customer engagement for specific industries with relevant customer references and shares best practices with teams. Identifies and creates customer references for repeatable areas of success in select or strategic industries to develop a competitive advantage and to articulate ability to deliver customer value to achieve outcomes. Shares feedback from experience and expertise in industry to support the development of programs that scale and accelerate successful engagements.
Leads the development and implementation of go-to-market for maximizing revenue, consumption, and growth across solution areas. Ensures area/territory plans leverage market-specific insights to highlight solutions that solve additional business and technology challenges. Provides guidance on customer planning execution ensuring short- and long-term strategies are acted upon and directs teams utilize available programs to drive growth. Facilitates the sharing of best practices, digital assets, and digital insights, and leverages them across Microsoft's segments for cloud solutions that accelerate new customer relationships and opportunities.
Driving Success with and Through Others
Builds and maintains a broad executive network inclusive of partners. Supports the development of an ecosystem of customer and external partners and identifies where there is a need for partners to act in Microsoft's market to accelerate consumption and/or growth. Supports and influences engagements between partners and executives on long-term business planning, the development of strategic partnerships, and influencing customer needs and outcomes. Directs and influences teams to maintain relationships with an ongoing long-term focus that looks past quarterly and annual targets. Creates a rhythm of business (RoB) with customers and partners that enables continuous engagement.
Influences and works across segments, partners, and teams to drive growth and transformation, ensure alignment on short- and long-term account plans, define sale execution, and holds the team accountable for results beyond fiscal year boundaries. Defines where orchestration is needed for success, creates new points of entry for integration and collaboration, sets the tone for an organizational culture of inclusion. Shares best practices for managing competing priorities, reducing complexity for customers; while maintaining a high level of accountability. Drives clarity when leading engagements with key stakeholders to develop short- and long-term execution strategies that meet our customers' and Microsoft's objectives. Coaches team(s) on the development of go-to-market strategies based on mutual business needs, and scaling across markets and/or globally.
Fosters a culture of inclusion, learning, mentorship, coaching, customer-centricity, accountability, collaboration, and achievement of bold goals. Encourages managers and individuals across the organization to motivate, engage, and bring teams together. Leads a diverse and inclusive workforce, creates and hires a diverse team, and fosters an inclusive working environment via well-established inclusive behaviors. Identifies and rewards high performing individuals and supports their growth into more senior positions.
Leading and Transforming the Business
Coaches ongoing customer value realization and satisfaction contributing to net-new revenue and business growth. Holds team(s) accountable for customer value realization and satisfaction, and coaches on semi-annual survey results. Orchestrates internal and external resources to focus on continuous improvement, focusing on key areas of improvements to further impact increasing customer value realization and satisfaction. Proactively monitors and influences relationships with multiple customer stakeholders (business and IT) and the collection of feedback to identify and understand the drivers of business value, satisfaction and sentiments. Understands customers' and partners' business models and helps them to evolve and achieve growth by ensuring internal alignment with external partners' needs. Understands portfolio of strategic partners (Global Systems Integrator (GSI), Independent Software Vendor (ISV) and supports engagement across teams.
Analyzes and builds upon sales strategy and execution to drive success within their market based on Microsoft's and customer/partner needs. Leads and aligns team(s) to customer, partner, compete and market strategies that drive sales, consumption, and Digital & Artificial Intelligence (AI) transformation solutions. Collaborates with teams and managers to develop strategic initiatives, achieve targets, and effectively build and manage pipelines that deliver growth and customer/partner value realization. Supports internal talent development and works to attract talent to Microsoft. Leads sales team(s) by example, driving high-value engagements and creating trusted partnerships with customers and partners. Coaches team(s) on the execution of go-to-market based on customer, partner and Microsoft needs, and scaling business across markets. Oversees and drives balance in business, financial, and people outcomes across accounts and areas of the business. Manages customer planning efforts across accounts to ensure individuals and teams drive end-to-end orchestration for customer value realization and outcomes. Aligns teams to long-term expectations and goals to consistently leverage opportunities and execute on market sales strategies.
Drives the business within the segment, creating clarity on strategic direction with managers and teams to enable revenue growth by addressing business and competitive needs. Facilitates orchestration amongst internal teams and holds others accountable. Collaborates and influences across segments, partners, and internal stakeholders to drive growth and transformation across accounts. Ensures key stakeholders and/or leaders are aligned across teams (e.g., Enterprise Operations Unit, Global Partner Solutions), and making progress on mutual plans and objectives. Drives teams to deliver success for business accountabilities. Leads team(s) to consistently leverage customer/partner insights and market strategies to identify opportunities to drive consumption, new cloud solutions, and annuity business. Influences team to apply a growth and customer/partner mindset to enable Digital & Artificial Intelligence (AI) transformation and offer business solutions that enable customer value realization and drive market share growth. Coaches team(s) on ensuring that Microsoft's systems, programs, and tools are being fully utilized to execute on customer planning and a rhythm of business (RoB) to align solutions and go-to-market priorities across Microsoft solutions lifecycles.
Qualifications
Required/Minimum Qualifications
Bachelor's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 6+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations
OR Master's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 5+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations
OR equivalent experience.
2+ years direct/formal, indirect/informal, and/or project team people management experience.
Additional or Preferred Qualifications
Bachelor's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 10+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations
OR Master's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 6+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations
OR equivalent experience.
2+ years experience leading teams and/or managers in a Sales organization.
4+ years direct/formal, indirect/informal, and/or project team people management experience.
Sales Management M5 - The typical base pay range for this role across the U.S. is USD $130,000 - $217,600 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $168,600 - $237,500 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: US corporate pay information | Microsoft Careers (https://careers.microsoft.com/v2/global/en/us-corporate-pay.html)
Microsoft will accept applications for the role until November 12, 2024.
Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .
As a Sales Manager on the US Education team, you will drive Artificial Intelligence (AI) transformation propelling both Microsoft and our clients towards achieving business outcomes. You will lead a team of sellers to execute Go to Market strategy for Education. Leveraging your large, multi-functional team across the breadth of the Microsoft product portfolio, engage at the most senior levels of your customer and deliver industry-relevant solutions to help the customer adopt and embrace business transformation. With a proven history of driving growth in market share, achieving sales targets, customer obsession, and partner collaboration, this role will leverage your extensive customer network and sales experience to execute against an account plan.
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.
Responsibilities
Accelerating Growth
Understands drivers of Digital & Artificial Intelligence (AI) transformation relevant to their customers and partners across business units and advises customers to optimally leverage transformation solutions across solution areas. Consults with customers and internal/external Partners to ensure successful value realization in delivery of solutions to customers. Drives and coaches team to orchestrate across units and Partners to accelerate and leverage innovative transformation opportunities. Educates internal partners on industry trends and solutions. Supports efforts to expand relationships across customers' lines of business that enable innovative solutions, deliver business value, and create market growth. Supports team opportunities to leverage industry experts within MS to identify and execute on transformation opportunities.
Applies industry and market expertise, proactively leading team(s) towards identifying solutions to drive new opportunities and strategies in alignment with customers needs. Demonstrates industry-specific capabilities and expertise to represent Microsoft as a thought leader who can articulate connections between Microsoft solutions to relevant business contexts (e.g., speaking at external events). Serves as a subject matter expert in relevant local trade, regulatory, and policy environments (e.g., opening doors and removing barriers for sales teams, partners, and customers) across geographic areas. Coaches others to tailor customer engagement for specific industries with relevant customer references and shares best practices with teams. Identifies and creates customer references for repeatable areas of success in select or strategic industries to develop a competitive advantage and to articulate ability to deliver customer value to achieve outcomes. Shares feedback from experience and expertise in industry to support the development of programs that scale and accelerate successful engagements.
Leads the development and implementation of go-to-market for maximizing revenue, consumption, and growth across solution areas. Ensures area/territory plans leverage market-specific insights to highlight solutions that solve additional business and technology challenges. Provides guidance on customer planning execution ensuring short- and long-term strategies are acted upon and directs teams utilize available programs to drive growth. Facilitates the sharing of best practices, digital assets, and digital insights, and leverages them across Microsoft's segments for cloud solutions that accelerate new customer relationships and opportunities.
Driving Success with and Through Others
Builds and maintains a broad executive network inclusive of partners. Supports the development of an ecosystem of customer and external partners and identifies where there is a need for partners to act in Microsoft's market to accelerate consumption and/or growth. Supports and influences engagements between partners and executives on long-term business planning, the development of strategic partnerships, and influencing customer needs and outcomes. Directs and influences teams to maintain relationships with an ongoing long-term focus that looks past quarterly and annual targets. Creates a rhythm of business (RoB) with customers and partners that enables continuous engagement.
Influences and works across segments, partners, and teams to drive growth and transformation, ensure alignment on short- and long-term account plans, define sale execution, and holds the team accountable for results beyond fiscal year boundaries. Defines where orchestration is needed for success, creates new points of entry for integration and collaboration, sets the tone for an organizational culture of inclusion. Shares best practices for managing competing priorities, reducing complexity for customers; while maintaining a high level of accountability. Drives clarity when leading engagements with key stakeholders to develop short- and long-term execution strategies that meet our customers' and Microsoft's objectives. Coaches team(s) on the development of go-to-market strategies based on mutual business needs, and scaling across markets and/or globally.
Fosters a culture of inclusion, learning, mentorship, coaching, customer-centricity, accountability, collaboration, and achievement of bold goals. Encourages managers and individuals across the organization to motivate, engage, and bring teams together. Leads a diverse and inclusive workforce, creates and hires a diverse team, and fosters an inclusive working environment via well-established inclusive behaviors. Identifies and rewards high performing individuals and supports their growth into more senior positions.
Leading and Transforming the Business
Coaches ongoing customer value realization and satisfaction contributing to net-new revenue and business growth. Holds team(s) accountable for customer value realization and satisfaction, and coaches on semi-annual survey results. Orchestrates internal and external resources to focus on continuous improvement, focusing on key areas of improvements to further impact increasing customer value realization and satisfaction. Proactively monitors and influences relationships with multiple customer stakeholders (business and IT) and the collection of feedback to identify and understand the drivers of business value, satisfaction and sentiments. Understands customers' and partners' business models and helps them to evolve and achieve growth by ensuring internal alignment with external partners' needs. Understands portfolio of strategic partners (Global Systems Integrator (GSI), Independent Software Vendor (ISV) and supports engagement across teams.
Analyzes and builds upon sales strategy and execution to drive success within their market based on Microsoft's and customer/partner needs. Leads and aligns team(s) to customer, partner, compete and market strategies that drive sales, consumption, and Digital & Artificial Intelligence (AI) transformation solutions. Collaborates with teams and managers to develop strategic initiatives, achieve targets, and effectively build and manage pipelines that deliver growth and customer/partner value realization. Supports internal talent development and works to attract talent to Microsoft. Leads sales team(s) by example, driving high-value engagements and creating trusted partnerships with customers and partners. Coaches team(s) on the execution of go-to-market based on customer, partner and Microsoft needs, and scaling business across markets. Oversees and drives balance in business, financial, and people outcomes across accounts and areas of the business. Manages customer planning efforts across accounts to ensure individuals and teams drive end-to-end orchestration for customer value realization and outcomes. Aligns teams to long-term expectations and goals to consistently leverage opportunities and execute on market sales strategies.
Drives the business within the segment, creating clarity on strategic direction with managers and teams to enable revenue growth by addressing business and competitive needs. Facilitates orchestration amongst internal teams and holds others accountable. Collaborates and influences across segments, partners, and internal stakeholders to drive growth and transformation across accounts. Ensures key stakeholders and/or leaders are aligned across teams (e.g., Enterprise Operations Unit, Global Partner Solutions), and making progress on mutual plans and objectives. Drives teams to deliver success for business accountabilities. Leads team(s) to consistently leverage customer/partner insights and market strategies to identify opportunities to drive consumption, new cloud solutions, and annuity business. Influences team to apply a growth and customer/partner mindset to enable Digital & Artificial Intelligence (AI) transformation and offer business solutions that enable customer value realization and drive market share growth. Coaches team(s) on ensuring that Microsoft's systems, programs, and tools are being fully utilized to execute on customer planning and a rhythm of business (RoB) to align solutions and go-to-market priorities across Microsoft solutions lifecycles.
Qualifications
Required/Minimum Qualifications
Bachelor's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 6+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations
OR Master's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 5+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations
OR equivalent experience.
2+ years direct/formal, indirect/informal, and/or project team people management experience.
Additional or Preferred Qualifications
Bachelor's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 10+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations
OR Master's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 6+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations
OR equivalent experience.
2+ years experience leading teams and/or managers in a Sales organization.
4+ years direct/formal, indirect/informal, and/or project team people management experience.
Sales Management M5 - The typical base pay range for this role across the U.S. is USD $130,000 - $217,600 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $168,600 - $237,500 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: US corporate pay information | Microsoft Careers (https://careers.microsoft.com/v2/global/en/us-corporate-pay.html)
Microsoft will accept applications for the role until November 12, 2024.
Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .