Cloud & AI Sales Manager

Join Our Dynamic Cloud & AI Team

Are you passionate about AI and eager to transform the IT landscape? Join our dynamic Cloud & AI team as we lead the charge in AI transformation! As trusted advisors, we help customers modernize their infrastructure, optimize operations, and drive innovation with Azure's cutting-edge AI capabilities. Whether it's migrating and modernizing estates to be AI-ready, accelerating innovation with AI agents and platforms, empowering development teams with AI, or unifying and modernizing data estates, we help customers build technology solutions to achieve their business needs. At Small Medium Enterprises and Channel (SME&C), we are leading a significant-growth, AI-powered global sales teamone that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry's most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation. SME&C is more than a sales organizationit's a culture of innovation, opportunity, and inclusivity. Here, you'll be part of a diverse, significant-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

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 Excellence

Participates in regular strategic planning for their assigned territory; review plans via rhythm-of-business (ROB) meetings and aligns the plans of their team across departments; guides team to align their approach with sales excellence team; engages with external executives to bring a more strategic perspective into the planning portion of account planning. 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. Completes required training and obtains relevant product and role certifications aligned to the role and workload / industry; mentors / coaches the team on growing knowledge on sales or products and ensures the team complete training and obtain certifications as required. Oversees the end-to-end business across geographical regions; ensures their team meet sales targets and operational standards and maintains the health of metrics within the assigned territory; interacts with Corporate leadership and senior-level stakeholders to get support for their team and the geographical regions.

Sales Execution

Coaches their team to collaborate with partners and other internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]) and to engage customers to drive consumption; leads with technical and industry insights on how to grow customer business and remove blockers to consumption. Leads their team to develop strategies for driving and closing 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. Guides and orchestrates 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 solution areas and support areas; helps the team create vision for the customers and develop plans to drive sales. Coaches their team and / or other teams (e.g., account team units [ATUs]) on identifying and engaging decision makers and stakeholders to expand the relationship with customers / partners; engages C-Suite decision makers to support teams on opportunity discovery and acceleration; represents their team internally at Microsoft as they engages other internal stakeholders.

Scaling and Collaboration

Guides their team to build a network of partners to cross-sell, up-sell, and co-sell; leads the team to identify new partners, evaluate partner capabilities, and supports on-boarding new partners; facilitates the development of partner strategies and ensures execution; provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and consumption plans, and building partner capabilities. Coaches their team to learn about and apply the orchestration model; facilitates and leads internal communication and collaboration by identifying resources and removing barriers; contributes to the development of the orchestration model.

Technical Expertise

Supports their team on participating in Microsoft events; contributes to setting up the events and promoting best practice sharing across subsidiaries. Coaches their team on business and market knowledge; leads team's internal collaboration to position Microsoft products, solutions, and / or services against competitors; acts as a thought leader to help their team connect Microsoft solutions to customer business impact.

Qualifications

Required / minimum qualifications

Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience OR 9+ years of technology-related sales or account management experience. 5+ years of experience with Cloud sales. 3+ years of experience with people management.