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AI-Powered Transformation Leader
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This role leads the sales strategy tailored to each customer's security priorities, showcasing a dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan. The goal is to foster long-term partnerships through AI-driven insights.
The ideal candidate will lead partner teams and resources, and foster lasting relationships that activate co-selling strategies and drive partner attach to each opportunity throughout the sales lifecycle. They will also lead partner organization connections (i.e. GPS) that lead to enduring relationships, shared gains, partner health and alignment with execution plans to accelerate customer value realization at scale.
In addition, the successful candidate will assess and qualify sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. They will also lead strategy development for driving and closing complex, high-value opportunities, partnering across organizations (e.g. Account Team Unit [ATU], CSU, ISD, GPS) to drive deal orchestration and ensure seamless handoffs throughout the deal lifecycle.
The role involves advancing best practices to gain customer trust, secure deals, and strategically mitigate risks to enhance sales activities across the market. Sales & Pipeline Management - Strategically analyzes business and emerging opportunities to enhance the customer portfolio and drive customer innovation.
The ideal candidate will integrate technology (e.g. AI sales agents, automation, Power Platforms) to accelerate growth across assigned domain. They will employ comprehensive analysis of propensity, renewal, consumption, and usage data to refine and execute sales strategy. Additionally, they will manage optimization of partners assigned to each account and/or opportunity to ensure seamless handoffs with other teams (e.g. Global Partner Solutions [GPS], Customer Success Unit [CSU], Industry Solutions Delivery [ISD], Partner) throughout the deal lifecycle.
Leads sales pipeline reviews with internal senior stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Coaches others on and maintains sales and/or consumption pipeline hygiene to enable tracking to achieve assigned sales metrics using all available tools, resources, and processes. Coaches others on and leads to achieve usage and/or consumption pipeline hygiene targets to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.
Sales Strategy - Leads discussions with senior stakeholders and decision makers for high-value customers to identify, qualify, and accelerate sales opportunities. Serves as a key point of contact for, and partners with internal senior stakeholders within and across organizations to strategically drive customer success.
Proactively engages with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Ensures the integration of security principles in customer interactions, opportunity, and pursuits to maintain trust and compliance standards.
Leads collaborations with others on whitespace analysis and leverages expertise to identify and capitalize on business opportunities and market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Integrates and translates market intelligence, trends, and insights to inform team strategy.
Refines and evolves the established market analysis approach to ensure proactive alignment with strategic directives and emerging market trends. Synthesizes evaluation of the solution area(s) and market to strategically align sales plays with complex customer priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs.
Drives cross-functional collaboration to propose and prioritize solutions and strategies that drive customer business objectives. Proactively identifies and addresses gaps, setting the direction for market engagement and sales execution.
Required Skills and QualificationsBachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 6+ years experience in technology-related sales or account management OR equivalent experience. Additional or preferred qualifications include Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technology-related sales or account management OR equivalent experience.
6+ years solution or services sales experience.
Benefits/PerksMicrosoft 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.
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