Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission. 

​This is a unique opportunity for a bold, customer oriented, strategic thinker to lead engagement in a highly competitive space and execute Microsoft cloud deals that will drive significant mindshare,  competitive engagements, and revenue for Microsoft in a fast growing and innovative segment: start up, unicorn and digital native businesses.

Responsibilities

Microsoft Australia & New Zealand (ANZ) is looking for visionary strategic sales leader able to forge new and innovative cloud partnerships with cloud-native giants and Unicorns not utilizing the Microsoft Cloud today. This role will require deep collaborative skills and executive presence across internal Microsoft stakeholders as well as with external customer relationships, acting as an advocate, trusted advisor, and active stakeholder in the business of our customers. 

The Sales Director, Digital Natives role will strategically grow a set of Digital Native accounts and hunt for new business across a select portfolio of top-tier digital natives in ANZ. This senior role will partner closely with resources in the STU, CSU, GPS, Corp Engineering, Marketing, Finance and Legal, Business Desk, and other groups across Microsoft.  
 
Specific responsibilities will include: 

• Strategic thinker and market expert: Accountable for identifying growth opportunities, defining strategies, prioritizing sales plays and developing go-to-market execution plans, to ensure Microsoft realizes its full growth potential within the cloud-native giants space. This process will integrate and rely on thorough analysis of external and internal data for building a solid portfolio of leads and new relationships within an exclusive customer base not utilizing the platform extensively today. 
• Growth & Transformation business leader and Customer Advocate: Engage with the cloud-native giants to accelerate revenue growth, drive business outcomes, while helping customers to digitally transform in their industry. Responsible for supplementing global data with local insights to optimize for customer lifetime value through acquisition, retention and growth strategies 

• Sales Leader: Ensure each customer has the most valuable relationship with Microsoft and execute MS vision of empowering enterprise customers, driving business growth and transformation through strategic thinking, sales execution and influence 
• Deal Maker: Develop and progress the deal shaping and commercial deal construct that is optimal for both the customer and Microsoft 
• Team Leader: Manage a team of Specialists across each of the Microsoft solution areas and also v-teams across multiple functions to achieve a unified, tangible business outcome for customers 

Core competencies in the role include: sales accoutability, hunting, customer obsession, creative deal making, resilience, goal orientation, embracing internal and external leadership opportunities, strong business networking ability, public speaking, CxO level presentation and partnering skills, structured thinking, and deep project management. 

Qualifications

Required/Minimum Qualifications 

• 5+ years of technology-related sales or account management experience 
• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience. 

Additional Qualifications: 

• 7+ years' experience spanning complex solution selling, consulting services sales, sales management, corporate strategy 

• Experience “Hunting” in to large, complex accounts 
• Prior business development experience highly desired 
• Deep understanding of cloud computing, application hosting, social media and software development (level 200+) 
• Ability to lead a v-team of Specialists and orchestrate an overall customer strategy 
• Experience in building long-term commercial agreements that deal with ambiguities and dynamic business changes while minimizing risk 

• Ability to analyze and model financial data 
• Ability to creatively move difficult deals forward by restructuring the deal and/or finding ‘win-win’ scenarios and ensuring competitive advantage 
• Ability to coordinate with external partners and internal teams, both on the business and technical sides to deliver on strategy 
• Accuracy in providing senior executives with required information, which ensure project visibility and risk mitigation 
• Domestic and International travel of up to 25% 

• Business Development and Sales Leadership 
• Deep understanding on how to create a new business offering from scratch via different forms of partnerships, and strategic investments while keeping a laser focus on revenue, profitability, and market share growth 
• Translating strategy into action and a clear passion for closing deals 
• Ability to ramp up quickly and understand thoroughly the economics, dynamics and intricacy of the cloud business, knowing what levers to pull and when to pull them to influence change, and continually monitoring ongoing trends to anticipate change and proactively lead a timely response 
• Assessing markets and trends to determine opportunities for Microsoft that provide opportunities for customers/partners to leverage the Microsoft Azure platform. 

• Applying innovative thinking to develop or refine product or services approaches, business models, or marketing strategies to proactively and strategically respond to opportunities. 
• Seeing the big picture, develop models, learn from experience, and see the system impact on the business ecosystem (of actions, decisions). Stay focused on situations, problems, or technology as they relate to the marketplace and customers. 
• Demonstrating a deep understanding of what is critical to the business in making appropriate decisions that directly affect Microsoft product lines or portfolios, solutions, or services. 
• Focusing on the essential issues in complex technical and business problems to make appropriate decisions. 
• Understanding the industry, business, and/or technology trends and competitor strategies to make effective decisions and compromises. 

• Applying breakthrough thinking to shift from a box product to services paradigm. 
• Ability to quickly ramp up in new technical areas and gain credibility with engineering stakeholders 
• Ability to influence senior technical and business audiences internally and externally to arrive at deal terms that fully address the objectives of both. 
• Ability to collaborate across functional teams to drive the right business & technical outcomes.