Head of Azure Solution Sales Specialist

Microsoft’s Commercial Solution Area (CSA) sets the sales strategy, leads the sales and the technical sales as a hub for the Commercial Solution Areas. We work closely with other Microsoft teams and partners, especially Customer Success, Marketing and Operations to ensure those solutions meet our customers’ needs.

**Responsibilities**:
**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.

**Sales Execution**
- Brings impactful industry insights into customer engagements and helps close deals with customers and coaches and influences others internally on how to do this. Influences Microsoft's strategic direction across various markets. Acts as a thought leader in digital transformation across solution areas to advise customers. Leads a virtual cross-organizational team to drive 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 customer engagements.
- Leads a team to support the account teams and drive conversations with strategic/high-potential customers. Facilitates stakeholders (e.g., Customer Success team unit, account-aligned team unit, Specialist Team Unit, One Commercial Partner organization) to build pipeline across territories. Sets best practices on social selling and guides others on how to do this, and drives consistency across domains/regions. Applies Microsoft's sales process (MSP) to

determine the quality of the opportunity and whether to proceed, and educate the customers on how to best address their needs.
- Coaches their team to collaborate with partners and other internal teams (e.g., Technical Sales Professionals, Global Black Belts). Leads with technical and industry insights on how to grow the strategic customer business.
- Guides their team on communicating with customers to understand their business needs or facilitates customer interactions to assess customer needs. Provides direction/guidance on the development of solutions across regions. 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 for strategic customers to support teams on opportunity discovery and acceleration. Represents their team internally at Microsoft as they engage other internal stakeholders.
- Leads their team to develop strategies for driving and closing strategic (highly complex, high value) 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.

**Scaling and Collaboration**
- Guides their team to build a network of partners to cross-sell and up-sell. Leads the team to identify new partners and evaluate partner capabilities. Facilitates the development of partner strategies and ensures execution. Leverages global resources to help connect the partner ecosystems to form new market opportunities.

**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. Develops strategies to position Microsoft products, solutions, and/or services against competitors. Initiates discussions to share industry trends and insights across the organization.

**Sales Excellence**
- Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources. Leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation.
- 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 and facilitates the resolution of sales/delivery issues for strategic accounts. Establishes standards for customer/partner experiences.
- Participates in regular strategic planning for their assigned territory. Reviews plans via Rhythm of Business (ROB) meetings and aligns the plans of their team a