Responsibilities

• Lead strategic Modern Workplace deals to grow E5 revenue and market share in the respective time zone.
• Secure referenceable lighthouse wins for M365 E5
• Ensure sales hygiene with accurate business reporting
• Provide time zone specific M365 E5 deep business insights with a time zone lens in business reviews
• Partner with pre-sales technical experts, partners, and Account Teams to identify sales opportunities and drive transformative, strategic and large M365 E5 revenue deals.
• Develop the business case and scenarios for deploying Microsoft 365 E5 suite to Enterprise customers
• Lead strategic Modern Workplace deals to grow E5 revenue and market share in the respective time zone.
• Leverage our partner ecosystem in opportunities to drive the end to end customer solution.
• Drive market share gains for key solutions against major industry competitors by leading with a solution and challenger selling approach. This entails being an active ambassador on our Business Value Tools such as Value Discovery Workshop (VDW), the Value of Office (VOO) etc.
• Coach teams to identify and work with the appropriate cross-groups to remove the most difficult sales blockers, technical blockers, and process blockers to selling cloud services to large WW EPG customers.
• Orchestrate a broad set of Microsoft resources - including Sales Excellence, Business Desk, Sales Desk, partners, Product Group, executive sponsorship, etc. - to close deals and drive revenue.
• Facilitating deal clinics with local teams to further drive the Microsoft 365 E5 business
• Direct account engagement to build field capability, accelerate deals and ensure sponsorship and appropriate LT and Corporate Stakeholder visibility or necessary escalation
• Drive programs defined to further grow the M365 E5 business
• Managing executive relationships with key Microsoft stakeholders, customers and partners.
• Growing and maintaining healthy customer and partner relationships.

Qualifications

Candidates should have a minimum of 10 years of experience in BDM/Challenger sales and/or consulting in the Enterprise segment, deep insight across Enterprise sales, marketing, partner and IT services functions, and be familiar with field needs to successfully drive a new program.  Demonstrable skills in the following areas are critical:

• Proven sales execution experience in Microsoft 365 sales with Enterprise customers in the territory.
• Proven record coaching and developing a sales team on business acumen, deal based coaching and strategic account planning with an emphasis on business value selling.
• Proven results in driving and leveraging M365 sales programs and initiatives to positively impact the customer purchase journey on Microsoft 365.
• Experience in providing analysis and insights in business reviews to improve performance.
• Strong understanding of cloud computing technologies, business drivers and emerging trends as well as the impact of these on field sellers, partners, and customers.
• Solution Selling Experience: Proven success with enterprise customers, working knowledge of solution-selling strategies and demonstration of verifiable business outcomes.
• Demonstrated experience and success engaging with senior executives in a sales process and working with leading consulting, systems integrator and global partners.
• Executive level communication skills and the ability to mentor and develop talent.
• Cultural awareness and sensibility to cross culture collaboration

Candidate must possess executive level decision-making, conflict resolution, problem solving and negotiation skills. Facilitating/encouraging cross-team account and resour

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. 

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.