Overview: Microsoft has a longstanding commitment to global corporate philanthropy. Since 2016, we have donated more than $2.5 billion in cash grants, software, hardware and cloud technology to hundreds of thousands of nonprofits and helped over 200,000 move to the cloud. In September 2017 we launched Tech for Social Impact (TSI), powered by a sustainable social model where profits are reinvested into expanding support for nonprofits. To do this, TSI brings together our donation and grants programs, commercial sales efforts and partner ecosystem to empower nonprofits globally to address the world's most pressing needs. Our mission is to help every nonprofit and humanitarian organization to accelerate social good through technology. Profits generated from this business will be reapplied to scaling operations and to support cash donations to high impact social projects. Fueling all this new work and investment is the aim to empower every nonprofit to do their best work to create inclusive and enduring positive impact throughout our communities.
THE ROLE: The Tech for Social Impact (TSI) Small & Medium ATU Manger is responsible for building and leading a world class digital sales team that will drive a significant and growing business focused on serving nonprofit organizations worldwide. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence and encouraging teams and leaders to bring their best each day. The Digital Sales organization has a charter to accelerate Microsoft's growth in its cloud-first, mobile-first businesses along with the traditional businesses. The SMC TSI Sales Manager is the owner of their territories and is responsible for building and leading a highly capable digital sales team that will hit or exceed revenue and scorecard goals, increase market share, and enhance customer satisfaction, while controlling costs. The TSI Sales Manager will hold others accountable to drive alignment, impact, and influence across the geography, and to grow future leaders for the organization.
4+ years of technology-related sales or business development experience.
2+ years of sales management experience with proven track record of successfully leading large teams (8 or more).
Superior sales leadership skills with the ability to enable high performers to deliver and motivate under-performers to improve.
Strong interpersonal skills, excellent written and verbal communications skills.
Ability to coach team to successfully drive sales over phone, email, videoconferencing, and face-to-face meeting.
Ability to work as a team player.
Experience, background, and confidence to initiate and drive business strategy discussions with C-level executives and business decision-makers around industry drivers and workloads.
Ability to identify the key aspects of a potential opportunity, nurture the opportunity to close, engage channel partners as needed and manage the customer relationship through success.
General knowledge of the IT industry, with the capacity to learn and retain knowledge about individual systems, processes, products, and services quickly and accurately.
Works well in a diverse team and enjoys a dynamic and changing environment.
Achievement and success-driven personality, motivated by performance rewards for exceeding annual sales goals through strategic sales leadership and strong cross-business collaboration.
This role will be based in Atlanta, GA, Las Colinas, TX, or Fargo, ND. Applicants must be willing and able to work from one of these locations.
4-year degree or MBA strongly desired.
Proven sales background with nonprofit experience is a plus.
Familiarity with modern sales techniques and digital selling tools is preferred.
Experience using Microsoft Office Suite applications Dynamics CRM or other CRM experience is a bonus.
Passion for cloud technologies and changing the world.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
Build, mentor, and coach a highly functioning digital sales team across 7+ territories worldwide.
Leverage and build upon the existing sales processes that will enable the team to generate sales pipeline, accelerate active opportunities and close deals resulting in 100%+ revenue attainment across all three clouds.
Assess risk and identify exceptional performance plans in weekly deal and pipeline reviews with the team and senior management.
Coach team to successfully plan and prioritize weekly, monthly, and quarterly activities that enable them to excel in customer engagements and pipeline management.
Coach team members in modern sales, communications tools & techniques to effectively prospect, reach, sell to and manage new and existing customers.
Help sellers scale through co-selling with partners to provide the best solution to address customer needs.
Obsess over Microsoft's customers and coach team deliver a world-class customer engagement experience.
Represent the SMC ATU in TSI monthly reviews with the leadership team by highlighting business results, competitive insights, market trends, and what is needed to drive ongoing performance improvements.
Revenue performance and Scorecard attainment in total, by cloud and by territory.
Deal based forecasting accuracy and pipeline management.
Quality Territory Planning.
Build and maintain a dynamic, diverse, agile and passionate team of competent sellers that is focused on not only achieving their goals but helping and partnering with the broader team as well (STU, partner & marketing).
Develop a culture of excellence in execution.
Maximize the Customer and Partner Experience (CPE) through strong customer and partner relationships: Drive quality Red Carpet (onboarding) transitions, institute territory planning with partners, accelerate Premier Support, adhere to the market segmentation policy, and execute quality Win/Loss reviews.
Business strategy and plans to achieve Segment goals: Lead the geography in strategic sales planning that includes customer segmentation, coverage, territory planning and territory assignment, shared resource capacity planning, and quota setting. Drive resource sharing and alignment with other groups across Microsoft.
Disciplined and predictable business: Hold regular sales pipeline inspection and opportunity reviews with team members and key stakeholders, checking for adherence to business processes and tools.
Leverage sellers at various partners and integrate them into the co-engagement process with clear accountabilities. Engage regularly with the WWIS Team to ensure they are generating pipeline.
Optimal co-selling and cross group collaboration through strong internal relationships with the STU, partner and marketing teams.