Manager, Digital Account Management

In Small, Medium, Corporate (SMC) and Digital Sales, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the SMC and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. You will have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you are customer obsessed and have a passion for digital-first solutions, we invite you to help us deliver value to our customers, partners, and one another, every day.

The Digital ATU (Account Team) Manager proactively cultivates trusting and influential relationships with customers/partners, while also leading a team to elevate leader/stakeholder relationships and execute on Microsoft sales strategies with business and technical decision makers to secure buy in and close sales.

You bring impactful industry insights into partner engagements and sales meetings by understanding partner specifics. Understands collaboration efforts with One Commercial Partner (OCP) organization to determine the health of co-selling processes within the region, and addresses partner capacity and capability needs and define where orchestration is needed for success. 

Required/minimum qualifications

Bachelor's Degree in Business Administration, Computer Science, Engineering, Business Management, or related field AND extensive related experience, including senior sales leadership roles, managing high performance sales and technical-sales teams OR equivalent experience. 

Coaching solution sales and account development strategy, quota management by leading sales teams along complex sales cycles and through a partner ecosystem and/or centralized marketing engine.

Global, Area-level Business Management as a leader of Sales, Customer, Partner teams selling technology solutions/practice development, cloud/infrastructure technologies, and/or subscription services OR equivalent experience.

Demonstrated people management experience is required

#smcdscareers

• You deliver success through empowerment and accountability by modeling, coaching, and caring while developing and maintaining a High-Performance team as you coach your team to collaborate and leverage internal and external stakeholders to develop customer and partner relationships that expand pipeline within assigned territory.
• Facilitate and lead internal communication with the account team and senior-level leadership to get support for your team and eliminate barriers to success and coach team in scaling through Select Partners by ensure they lead opportunities and support the Partner for other opportunities.
• Effectively lead your team through change, keeping them motivated and focused as customer needs and market conditions evolve in a digitally enabled environment.
• Coach team in modern sales and communications tools and techniques to effectively reach, sell to and manage Microsoft customers using state-of-the-art sales, data and marketing systems and platforms to deliver a connected customer engagement experience and drive customer satisfaction.
• Share best practices, learnings, and customer insights with stakeholder groups to elevate team capabilities, invest in seller and managers development and skilling to drive change based on insights.
• Achieve or exceed quota targets, ensure deal sales hygiene, four quarter rolling pipeline coverage and deal excellence, and coach sellers to improve sales excellence proficiency and behaviors and hold team accountable to meet operational standards and rigor to maintain reporting accuracy for key center metrics – engaging with digital signals, response rates, prospecting activity tracking, pipeline, conversion, velocity, and accuracy