Microsoft

Account Team Unit Sales Director

Microsoft • $129K — $220K *
Fargo, ND 58103In-Person
Enterprise Technology
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's degree in Business Management, IT, Marketing, or equivalent with 6+ years in sales or negotiation experience.
  • 2+ years of people management experience.
  • Experience in global technology or software industry, preferably 4+ years.
  • Demonstrated strategic thinking and execution skills.
  • Strong communicator with negotiation and financial acumen.
  • Results-oriented professional with a competitive mindset.
  • Experience in complex sales training and CRM solutions.

Responsibilities

  • Build and mentor a high-performing sales team for digital transformations.
  • Engage and coach teams to leverage storytelling for sales.
  • Cultivate relationships with CXOs and act as the customer's voice.
  • Guide teams in understanding customer needs and strategies.
  • Coordinate resources and program planning across teams.
  • Drive business growth through effective pipeline management.
  • Lead presentations and value propositions to secure engagement.

Benefits

  • Opportunity for career growth and development in cloud expertise.
  • Access to a collaborative and customer-centric work culture.
  • Engagement with C-suite executives in corporate accounts.
  • Training and coaching opportunities to enhance management skills.
Full Job Description
Overview

The Account Team Unit (ATU) Sales Director is accountable to build, motivate, and mentor a high functioning sales team with different disciplines to lead and drive digital transformations to Corporate accounts. Engages in talent acquisition, recruiting, succession planning, and change management.

Guides teams to leverage storytelling strategies and create and/or identify opportunities to drive sales. This leader will lead a team that engages Corporate customers to address their key business priorities, help customers develop a roadmap to drive adoption and usage. The leader leverages a strong understanding of customers' industries and business priorities to coach their managers and teams to engage through value-added conversations. Understands key drivers of digital transformation throughout the different Microsoft Solution Areas such as cloud and data infrastructure, modern work, business apps and coaches/empowers their specialists to have meaningful conversations, leverage existing programs to accelerate their digital transformation into Microsoft cloud. Manages the development and the delivery of value-proposition presentations and specialized business plans.

Manages and provides direction to their team on how to efficiently orchestrate resources between different sales and specialized roles. Ensures teams excel in key business processes such as territory management, pipeline management and overall business disciplines. Holds teams accountable for forecasting expected sales revenue.

Proactively cultivates trusting and influential relationships with customers especially at the CXO level. Also the voice of the customer for Microsoft and share industry and competitive knowledge. This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise.

Responsibilities

  • People Management


    • Respected leader with the ability to attract, retain, and develop the best resources in the field. Inspire and foster a culture of customer-centricity and consumption, adoption and use through collaboration with peers and extended teams.


    • 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.


  • Driving Business Growth by Customer and Partner Obsession


    • Actively maintains and leverages a comprehensive understanding of their customers' business needs, strategies, and priorities within the portfolio and coach teams to anticipate their customers' needs and to educate customers on positioning Microsoft products and services to increase customer budget


    • Ensures high standards across teams for customer relationships. Serves as escalation point for customer issues. Shares best practices across teams. Acts as executive sponsor for accounts. Is trusted advisor for customers and partners. Helps customers to digitally transform. Coach teams to identify contacts in new accounts, building customer engagement and digitally transform their businesses. Advocates for customers (voice of the customer) within the organization/Microsoft. Ensure customer insights are gathered and feedback loop to stakeholder groups is followed.


    • Ensures that team conducts due diligence to understand customers' priorities and strategies, and plans programs appropriately. Coordinates with colleagues across teams to support programs and processes. Ensure teams use digital tools and technology to conduct research and engage customers.


    • Builds partner relationships to drive scale and revenue. Coaches and influences partners to consider different solution needs.


    • Engages with C-Suite executives. Coaches teams on how to leverage broader Microsoft organization to better understand customers. Drives active listening and a challenger mindset with teams. Understands market conditions (e.g., within a country, within a vertical, laws, political environment) to inform customer engagements. Manages relationships inclusive of customers, partners, and internal and external stakeholders. Coaches sellers on opportunity reviews to understand stakeholder management impact (e.g., influence, budget).


    • Sets standards for customer satisfaction metrics (e.g., timeliness and quality of contact). Incorporates feedback from internal teams and from customers into future engagements. Identifies key trends causing customer dissatisfaction and works systematic efforts to resolve (e.g., process improvements). Sets culture of customer obsession to ensure teams liaise with Customer Experience (CX) to generate outcomes. Takes ownership for issues and reaches out to customers to reinforce engagement. Celebrates success with teams. Shares learnings and simplification ideas from customer issues with broader team to mitigate existing issues. Engages with internal teams to resolve customer issues and drive accountability.


    • Empowers teams to define strategies, objectives, and a rhythm of business for territory and account planning across the customer set, clearly articulating standards and priorities


    • Actively maintains strong relationships with key partners towards common objectives and priorities to anticipate customers' needs. Leads and coaches team to engage with partners to be able to scale our platform solution to our Corporate customers.


  • Business Excellence


    • Defines expectations and goals to guide the development strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities.


    • Leads teams in prioritizing and managing renewal process, including creatively addresses renewal options with internal partners and customers to maximize business outcomes and likelihood of renewal. Understands risks and opportunities for growth. Represents full business picture to management. Drives team to deliver on growth targets and on-time renewals. Leads rhythm of the business with licensing solution provider partners to drive accountability. Verify the T- process is followed and address identified process gaps. Coaches managers and teams to ensure that activities are in place to drive consumption leading up to the renewal process. Drives customers to cloud solutions.


    • Coordinates resources across teams to execute territory plans. Leads teams on territory management best practices and techniques. Validates plans, drives accountability, and coaches teams to achieve or exceed plans. Drives strategic partner participation. Holds partners accountable to contribute to territory plan. Coaches on how to plan for both scale and depth, as appropriate (i.e., account approach for top accounts; territory approach for remaining accounts). Ensures future-focused orientation for pipeline coverage.


    • Seeks new scenarios where orchestration and collaboration would be needed; triaging gaps. Understands where new relationships may be needed, either internal or external to Microsoft. Ensures clarity of roles and responsibilities and held accountable accordingly. Drives clarity on co-selling with partners with whom the team works. Ensures voice of team is heard so right partners are available. Coaches managers and teams on available resources within the organization and how best to leverage them


    • Helps teams think more strategically about opportunities. Ensures team has had AI and cloud conversations and aligns deal execution accordingly. Conducts win-loss reviews with team to identify opportunities for future improvement. For complex deals, engages resources appropriately and proactively. Demonstrates heightened deal making and licensing capabilities. Conducts reviews to remove blockers and assist teams in leveraging resources. Ensures teams are abiding by compliance requirements.


    • Defines expectations and goals to guide the development strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring strategy alignment with business priorities.


  • Drives engagements with key internal partners, business, and technical decision makers to develop long-range, comprehensive, tailored business strategies that meet Microsoft's and customers' needs.


  • People and Cultural Transformational Leader


    • Positions oneself as a thought leader and trusted advisor to executive-level business decision makers across their business areas.


    • Directs and facilitates the development and delivery of compelling, value-proposition presentations (e.g., with the use of business cases) and specialized business plans for clients that accelerate the closing of deals, facilitates connections between customers and broader Microsoft solutions, and consistently drives business outcomes.


  • Directs and executes talent acquisition, recruiting, succession planning, and change management. Provides guidance to team on how to have hard conversations, navigate employment law, support inclusion initiatives, and how to motivate/coach someone's behavioral changes.


Qualifications

Required/minimum qualifications

  • Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 6+ years sales and negotiation experience or related work experience OR 8+ years sales and negotiation experience OR equivalent experience.


  • 2+ years people management experience.


Additional or Preferred Qualifications
  • 4+ years experience in a global technology company or 6+ years Software Development, and ISV (Independent Software Vendor) industry
  • Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute plans and build strong relationships.
  • Skilled communicator with proven capabilities in negotiation, organization, presentations, financial acumen, and written and verbal communication.
  • Results-Oriented Professional - Consistently surpasses goals and expectations through determination, accountability, and a drive for success. Demonstrates the resilience, competitive mindset, and adaptability needed to excel in dynamic environments and effectively navigate complex challenges and diverse competition
  • Collaborative. Work cohesively with members of the Microsoft sales & services team, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.
  • Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses - positive approach to problem solving, learning, and development.
  • Purposeful Planner & Executor - Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.
  • Disciplined Operator - Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning.
  • Complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Holden, Krauthammer, etc.), extensive presentation skills, effective marketing tactics, negotiation, financial analysis.
  • Line of Business applications sales experience, business process consulting or automation,
    Customer Relationship Management (CRM), Employee Performance Management (systems and processes).


Digital Account Management M5 - The typical base pay range for this role across the U.S. is USD $62.16 - $105.96 per hour. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $80.67 - $115.29 per hour.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

About Microsoft

Microsoft is an American multinational corporation that develops, manufactures, licenses, supports, and sells a range of software products and services. Microsoft’s devices and consumer (D&C) licensing segment licenses the Windows operating system and related software, Microsoft Office for consumers, and the Windows Phone operating system. The company’s computing and gaming hardware segment provides Xbox gaming and entertainment consoles and accessories, second-party and third-party video games, and Xbox Live subscriptions; surface devices and accessories; and Microsoft PC accessories. Its phone hardware segment offers Lumia smartphones and other non-Lumia phones. Its D&C segment provides Windows Store, Xbox Live transactions, and Windows phone store; search advertising; display advertising; Office 365 Home and Office 365 Personal; first-party video games; and other consumer products and services as well as operating retail stores. Microsoft’s commercial licensing segments license server products, including Windows Server, Microsoft SQL Server, Visual Studio, System Center, and related Client Access Licenses (CALs); Windows Embedded; Windows operating system; Microsoft Office for business, including Office, Exchange, SharePoint, Lync, and related CALs; Microsoft Dynamics business solutions; and Skype. Its commercial segment offers enterprise services, including premier support services and Microsoft consulting services; commercial cloud comprising Office 365 Commercial, other Microsoft Office online offerings, Dynamics CRM Online, and Microsoft Azure; and other commercial products and online services. The company markets and distributes its products through original equipment manufacturers, distributors, and resellers, as well as online.

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Learn more about Microsoft
Size
181,000 employees
Market Cap
$1,762.4 billion
Industry
Enterprise Technology
Net Income
$51.3 billion
Founded
1975
5 Year Trend
+15.5%
Revenue
$153.2 billion
NASDAQ
MSFT
* Ladders Estimates

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