The Solution Sales Manager – Modern Workplace, is responsible for developing, and managing a team of high performing sales professionals to drive Microsoft’s Secure Productive Enterprise propositions; working collaboratively with Account Team Units (ATU), peers across the Specialist Team Unit (STU), Partners, and Services to achieve revenue and scorecard objectives for Microsoft.
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As part of the rapid growth of the business, we are investing to expand our UK Sales Team. This sales leader will be directly managing ~10 sales specialists and leveraging the expertise of technical sales specialists to gain new marquee wins, develop growth in existing customers and promote our hybrid cloud capabilities to support new work loads and IT consumption options.
•Hiring, motivating, coaching and managing high-performing solution sales individuals to exceed quota.
•Ensure reporting and sales operations are performed to a high standard. Ensure opportunity plans exist for key opportunities strategic initiatives. Align to, and collaborate with, other Microsoft sales teams to develop and secure new business opportunities.
•Develop a resource allocation strategy that enables effective opportunity engagement and territory coverage.
•Develop and manage an accurate pipeline covering at least 150% of targets, through frequent inspection and deal-coaching. Provide accurate forecasts to the business.
•Grow and maintain a healthy partner ecosystem
•Quota being met or exceeded across all sellers by ensuring the delivery of customer-centric, solution-focused sales engagements
•Grow and nourish a set of local referenceable and satisfied customer case studies that can be leveraged in future sales engagements.
•Operationalize a structured Rhythm of the Business (ROB) to ensure a sustainable and predictable business
•Delivery of scorecard commitments and revenue attainment
•Year-over-year improvement in Workgroup Health Index (WHI) scores, team readiness plans in place that focus on solution selling knowledge and execution
What experience do I need to have for this role?
Demonstrable multi-year experience of leading enterprise software sales teams and a proven track record of exceeding team quotas/targets at Microsoft or competitor in the Productivity or Security space.
Demonstrable business acumen expertise and technology knowledge to articulate how IT investments drive business performance – to both technical and business audiences.
Successful management of large-scale, complex deal cycles at “Fortune 1000” accounts.
Coaching direct reports in pipeline management, opportunity management, and account planning.
Successful track record of developing and nurturing the talent of people being managed and be able to demonstrate a decisive and proactive approach to (good and poor) performance management.
Experience of operating in a large, matrixed organisation, demonstrating skills in leveraging the resources available.
What attributes do I need to be successful in this role?
Strong relationship-building and negotiation skills.
Executive level communication skills (both written and verbal), and the ability to mentor others.
An effective team player
What do we offer you?
In return we offer a competitive base salary, bonus and excellent benefits (Private medical insurance, Healthcare, Pension, accident insurance, life assurance, flexible holiday allowances, stock options and car). We also have ongoing professional development opportunities, plenty of opportunity to progress other parts of Microsoft’s diverse businesses as you progress your career here.
Reading: on site crèche, gym, shops, free fruit and drinks
Travel expectations
Microsoft has a flexible working culture and on an average week your time could be split between the offices, customer locations and your home.
Flexibility on UK travel will be required as this is a UK customer facing role.
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