Sales Manager – SMC in Sydney, Australia

Why Microsoft

Our love for innovation, technology and doing meaningful work, is at the heart of everything we do at Microsoft Australia. It is a shared passion that inspires our team and customers to think bigger.

As part of our transformation, one of our key areas of focus is the modernization of our sales motions. The Corporate mid-market segment is a dynamic, fast paced, and exciting area of Microsoft with a mission to accelerate Microsoft’s growth in its cloud-first, mobile-first businesses along with the traditional businesses. The Corporate segment is at the forefront of delivering a new sales model leveraging modern technology, big data, and analytics to drive impactful engagements leading to customer success across all Microsoft Cloud solutions.

As the SMC Sales Manager in this fast-growing customer segment, you will lead a team of Account Executives who help our managed customers (SMC-Corporate) across industries and territories accelerate their Digital Transformation through Microsoft solution areas like Modern Workplace, Business Applications, Applications and Infrastructure, and Data and AI. You will also join the APAC SMC Sales leadership team where you will be a catalyst to help our teams grow and embrace new AI infused systems and tools that are ushering in a new world of Digital Selling.

Responsibilities

The purpose of this role

On a day-to-day basis, you will manage and develop a team of highly talented and skilled sales executives who are managing customers across industries, while coaching and driving execution to exceed business performance targets. In this complex model, you will coach and guide your team orchestrating other specialists to drive new and renew existing business.

Responsibilities:

Accountable for the sales territory of your Account Executives

• Ensure you and your team develops strong trusted advisor relationships with CxOs to help on their business transformation

• Coach your team to listen & consult your customers to understand the customer’s complete needs across products, training, support, and change management.

• Build strong relationships with key partners and scale through sharing with outbound co-sell partners and focus on common territory planning

• Continue reviewing and accepting digital marketing led signals and drive potential opportunities

• Help orchestrate with other managers to maximize results on selling across the Microsoft Cloud

• Lead the conversation on support opportunities to help our customers see the value of our offering.

Execute a cross-solution area aligned GTM supported by scalable operating model

• Focus on Listen & Consult the customer understand the customer’s complete needs across products, training, support, and change management.

Accelerate partner growth

• Accelerate pipeline velocity and growth by scaling with partners across both Inbound and Outbound opportunities.

Remain customer obsessed

• Increase Customer Experiences and outcomes by prioritizing customer outreach, acquiring new customers, re-engaging and developing long-term business relationships that meet customer needs.

Best in class digital engagement

• Consistent use of Microsoft Sales Engagement model: MCEM framework & Digital Strategies to increase pipeline, program effectiveness and key investments impact.

People leadership

• Microsoft managers bring out the best in their people to achieve team and organization priorities. As a manager, personally commit to deliver success through empowerment and accountability by:

• Modeling: Live the culture, values and leadership principles. Share your management philosophy with your team and make it real through your words and actions.

• Coaching: Enable others’ performance. Build management skills by completing your learning path and development opportunities.

• Caring: Empower others to discover, connect, and grow. Have healthy, candid conversations (Connects, Perspectives, 1:1).

Qualifications

What skills do you need to have?

There will be many opportunities for you to learn and grow into this role and Microsoft. However, to be able to best deliver on the purpose of this role, these are the core skills and experiences you should have on day one: 

• Sales management experience with proven track record of successfully leading teams of 8 or more. Familiarity with modern sales techniques and digital selling tools preferred.

• Technology and Cloud related sales or business development experience

• Superior leadership skills with the ability to enable high performers to deliver and motivate under-performers to improve

• Experience, background, and confidence to initiate and drive business strategy discussions with C-level executives and business decision makers around industry drivers and workloads

• 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.

Required/Minimum Qualifications

• Bachelor’s degree in Marketing, Business Operations, Computer Science or a related field AND 5+ years partner management, sales, business development, or partner channel development in the technology industry or related experience

• OR equivalent experience.

Team Culture and Support

Microsoft believes that by investing in our people and creating an inclusive environment, our team will do their best work. See our complete list of benefits and why we are recognised as an Endorsed Employer for Women by WORK180. Microsoft Benefits jobsnear.net WORK180 Endorsed Employer (https://work180.com/en-au/for-women/employer/microsoft/benefits)

Our mission is deeply inclusive. Inside Microsoft jobsnear.net Global Diversity and Inclusion at Microsoft (https://www.microsoft.com/en-us/diversity/inside-microsoft/default.aspx)

What next?

Even if you feel you may not meet 100% of the criteria, please apply. You may exceed your own expectations, or we may have another opportunity that suits your potential. While we’re not able to reach out directly to every applicant, we will always do our best to help you feel heard and supported throughout the experience.

In the meantime, please see our FAQs (https://careers.microsoft.com/us/en/faq) , Interview Tips (https://careers.microsoft.com/us/en/interviewtips) and Accessibility Support (https://careers.microsoft.com/us/en/accommodationrequest) for more information on our recruitment process.

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .