**Overview**
Provides direction and guidance across cross-functional teams in leading strategic discussions with executive stakeholders and decision makers for high-value customers to deepen relationships and identify, qualify, and accelerate sales opportunities. Defines overarching strategy for regional teams on whitespace analysis and proactively uncovers business opportunities and market gaps within the assigned territory, utilizing AI-driven market intelligence tools to assess trends and insights. Provides strategic oversight for regional territory analysis and guides sales initiatives that address complex customer business priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Strategically directs multiple teams across regions in the innovation and deployment of solutions to advance artificial intelligence (AI)
- and cloud-driven transformations for a broad customer base, emphasizing the integration of cutting-edge AI technologies and cloud services. Empowers team to drive comprehensive sales pipeline reviews across the territory with internal executive stakeholders to drive forecasting accuracy and exceed sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Oversees team on directing and implementing sales strategy tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. In addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance.
**Responsibilities**
**Customer Engagement**
- Champions adhering to sales frameworks and guidelines to assess and qualify sales opportunities, ensuring alignment with AI-enhanced sales methodologies and best practices. Serves as an escalation point and advisor for teams in securing highly complex, high-value strategic deals. Fosters a culture of collaboration across organizations (e.g., Account Team Unit (ATU), CSU, ISD, GPS), ensuring a comprehensive approach to deal orchestration and seamless transitions throughout the deal lifecycle. Drives advocating for and institutionalizing best practices that secure customer engagement and deal closure, and proactively mitigate risks that impact overall sales effectiveness and growth across the territory.
- Oversees team on directing and implementing sales strategy tailored to each customer's security priorities, showcasing Microsoft's dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. Champions partner team interaction, expertly navigates resources and fosters lasting relationships that activate co-selling strategies that drive partner attach to each opportunity through every stage in the sales lifecycle. Champions partner organization connections (i.e. GPS) that foster enduring relationships, share gains, partner health and alignment with execution plans to accelerate customer value realization at scale.
**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 & Pipeline Management**
- Architects the strategic framework for business analysis and identification of emerging opportunities to refine the customer portfolio and drive customer-driven innovation. Champions the integration of technologies (e.g., AI sales agents, automation, Power Platforms) to drive growth and market share across the territory. Provides expertise and vision across the territory on integrating propensity, renewal, consumption, and usage data to prioritize sales strategy. Steers teams in optimizing partner collaboration for each account and/or opportunity, ensuring seamless handoffs with other teams (e.g., Global Partner Solutions (GPS), Customer Success Unit (CSU), Industry Solutions Delivery (ISD), Partner) throughout the deal lifecycle.
- Empowers team to drive comprehensive sales pipeline reviews across the territory with internal executive stakeholders to drive forecasting accuracy and exceed sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Holds team accountable for maintaining sales and/or consumption pipeline hygiene on all opportunities and milestones using all available tools and processes. Hold teams accountable for maintaining usage and/or consumption pipeline hygiene to actively monitor adoption trends, ide