Job SummaryThe Manager of Microsoft Solutions Executives is a strategic sales leader responsible for driving net-new customer acquisition through the capture and takeover of Microsoft commercial agreements (EA, CSP, and related contracts). This role leads a high-performance team focused on winning new Microsoft logos, and accelerating SHI's market share growth across all sales segments.
The Manager is accountable for establishing and scaling a disciplined acquisition motion that clearly articulates the differentiated value of SHI's Microsoft management methodology. This leader will support sellers in leading executive-level engagement and consultative selling with the goal outcome to transition their Microsoft contracts to SHI.
Role Description- Lead and develop a team of Microsoft Solutions Executives focused on net-new customer acquisition and competitive contract takeovers (EA, CSP, NCE)
- Drive pipeline strategy and execution to ensure consistent identification, qualification, and progression of high-value takeover opportunities
- Establish and scale repeatable acquisition motion for displacing incumbent Microsoft partners and capturing new agreements
- Coach the team to deliver strong value articulation of SHI's value prop
- Partner cross-functionally with Sales, Marketing, Microsoft, and Customer Success to align acquisition campaigns, messaging, and execution
- Implement and enforce pipeline management discipline, forecasting accuracy, and performance accountability across the team
- Analyze market conditions, competitive positioning, and Microsoft program dynamics to refine takeover strategies and improve win rates
- Serve as an executive escalation point for complex acquisition deals, contract negotiations, and competitive displacement scenarios
- Ensure the team consistently delivers against key metrics
Behaviors and Competencies- Strategic Thinking: Can analyze complex situations, anticipate future trends, and align and integrate strategies across departments or functions.
- Leadership: Can take ownership of complex team initiatives, collaborate with others in decision-making processes, and drive team performance.
- Collaboration: Can take ownership of team initiatives, foster a collaborative environment, and ensure that all team members feel valued and heard.
- Problem-Solving: Can proactively identify and take ownership of complex problem-solving initiatives, initiate preventative measures, collaborate with others to find solutions, and drive successful outcomes.
- Business Acumen: Can develop and execute business plans to drive growth and profitability.
- Communication: Can effectively communicate complex ideas and information to diverse audiences, facilitate effective communication between others, and mentor others in effective communication.
- Innovation: Can navigate major shifts in organizational strategy, support others through change, and champion innovation culture.
- Customer-Centric Mindset: Can take ownership of customer-centric initiatives, ensuring products and services align with customer needs. Collaborates with cross-functional teams to integrate customer feedback into product development.
- Continuous Improvement: Can identify major areas for improvement, implement major changes, and support others in their continuous improvement efforts.
- Change Management: Can manage major changes in organizational processes or policies, can facilitate change management processes among others, can mentor others in effective change management, and can adapt change management style based on the situation and the organization's needs.
Skill Level Requirements- Expertise in leveraging cloud-based platforms and services for solution development. - Expert
- Demonstrated deep technical knowledge and proficiency in multiple technology areas. - Expert
- Ability to oversee and direct projects to completion, ensuring goals are met. - Expert
- Comprehension of market positioning and operational processes. - Expert
- Cultivate and maintain effective relationships with business partners. - Expert
- Understanding of Information Technology products and solutions. - Expert
Other Requirements- Completed Bachelor's Degree or relevant work experience required
- Ability to travel to SHI, Partner, and Customer Events
- 3+ years of experience in sales specific role
- 1+ year of experience selling Microsoft products
- Earn and maintain relevant Microsoft certifications and badges
The estimated annual pay range for this position is $100,000 - $220,000, which includes a base salary and commissions. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
