Digital Specialist Manager

Overview

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales organization that is deeply connected to our partner ecosystem and driven by customer success. By bringing together our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking significant customer opportunities and helping organizations accelerate digital transformation through the Microsoft Cloud.

We are seeking a Solution Area Sales Lead to own end-to-end sales performance for a Microsoft Cloud solution area, including Security, Workplace AI, AI Business Process, or Azure, across the Corporate segment.

In this people-management role, you will lead sales strategy and execution for your solution area, coach and develop first-line managers and sales specialists, and orchestrate teams across Microsoft and our partner ecosystem. You will help teams identify new market opportunities, build pipeline, develop and execute sales strategies, and drive complex and strategic opportunities to successful closure.

You will engage with C-suite customers and senior stakeholders, bring industry and technology insights into customer conversations, and help teams establish trusted relationships that support customers' business priorities. You will also work across functions and geographies to remove blockers, strengthen partner engagement, and ensure alignment with Microsoft's sales priorities and operational standards.

As a leader, you will build organizational capability by coaching teams, developing talent, promoting continuous learning, and creating an environment grounded in Microsoft's values of respect, integrity, and accountability. This is an opportunity to combine sales leadership, business and technical acumen, executive engagement, partner strategy, and people leadership to help customers realize value from the Microsoft Cloud.

Responsibilities

People Leadership

• Lead, coach, and develop a high-performing sales organization through empowerment, accountability, and Microsoft's leadership principles.
• Define team objectives and business outcomes, enable execution across organizational boundaries, and support the growth and development of team members.
• Build team capability through coaching, continuous learning, product knowledge, and relevant role and solution-area certifications.

Sales Strategy & Execution

• Own sales strategy and execution for the assigned solution area and help drive achievement of sales targets, pipeline health, and operational standards.
• Lead teams in identifying whitespace, emerging opportunities, and strategic customer opportunities across the assigned market or territory.
• Coach teams on developing and executing strategies for complex, high-value opportunities, including stakeholder engagement, deal orchestration, risk mitigation, and close planning.
• Guide account and sales teams in understanding customer business needs and developing solution strategies that deliver measurable business value.
• Bring industry, market, and technology insights into customer engagements and help position Microsoft solutions effectively against competitive alternatives.

Customer & Executive Engagement

• Build and strengthen relationships with customers, partners, and senior decision makers, including C-suite stakeholders.
• Support teams in opportunity discovery and acceleration by engaging executive decision makers and helping remove barriers to deal progression and solution consumption.
• Establish high standards for customer and partner experiences and support the resolution of sales or delivery challenges for strategic opportunities.
• Act as a trusted advisor by connecting customer business priorities with Microsoft technologies, solutions, and services.

Partner, Cross-Functional & Market Leadership

• Coach teams to collaborate effectively with partners, account teams, technical sales teams, and other internal stakeholders to accelerate customer outcomes.
• Develop and strengthen partner strategies that enable cross-sell, up-sell, co-sell, and consumption opportunities.
• Establish practices that promote effective orchestration and collaboration across functions, territories, and geographies.
• Influence strategic planning by bringing customer, partner, market, and field perspectives to Microsoft leadership and cross-functional stakeholders.
• Share industry trends, market insights, and best practices across the organization to strengthen sales execution and identify new growth opportunities.

Required/minimum qualifications

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 8+ years of technology-related sales or account management experience OR 11+ years of technology-related sales or account management experience.
• Professional proficiency in English, with the ability to communicate effectively with customers, executives, and cross-functional stakeholders in both written and verbal business environments.

Additional or preferred qualifications

• Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 10+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 12+ years of technology-related sales or account management experience OR 15+ years of technology-related sales or account management experience.
• 10+ years of services sales or account management experience.
• 7+ years of people management experience.

Additional information

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.