Responsibilities

• Build, motivate and mentor a high functioning inside sales team to lead and drive sales conversations; hire new Digital Sales Representatives 
  • Lead team to meet and exceed monthly, quarterly and annual team targets by generating sales pipeline, accelerating active opportunities and driving to close. 
  • Accurately forecast, assess risk and identify exceptional performance plans in weekly deal and pipeline reviews with senior management 
  • Lead team members through example. Lead and coach team members through strong call coaching of their customer sales calls, demos and experience sessions  
  • Coach teams to excel at opportunity management and forecasting accuracy to successfully plan and prioritize weekly, monthly and quarterly engagements, e.g. through joint customer calls  
  • Coach team members in modern sales and communications tools & techniques to effectively reach and sell to Microsoft customers, including coaching the team to engage in product demos 
  • Report on monthly, quarterly and annual sales targets and deliver competitive business insights, trends and analysis to drive ongoing performance improvements 
  • Drive operational excellence of key center metrics including response rates, conversions, pipeline, velocity and accuracy 
  • Manage the collaboration and teaming of different roles such as Digtial Sales Representatives, and Technical Solution Professionals to effectively progress opportunities and pipeline through the sales cycle 
  • Improve sales and technical competency via mentoring; support individual professional development and growth  
  • Constantly research and educate self with the newest developments in cloud capabilities and pricing for both Microsoft and competitors 
  • Obsess over Microsoft’s customers and prospects to deliver a world-class customer engagement experience  
  • Manage employee performance from not meeting expectations to exceptional 

Qualifications

• Bachelor's Degree or equivalent work experience required 
• Extensive experience in technology related sales or business management, and/or business development experience 
• Proven sales management experience required
• Familiarity with modern sales techniques and tools preferred 

• Strong interpersonal skills, excellent written and verbal communications skills - ability to coach team to successfully drive sales over phone, email, video and modern demonstration tools 
• Superior leadership skills with the ability to enable high performers to deliver and motivate under-performers to improve 
• Experience, background, and confidence to initiate and drive business strategy discussions with C-level executives and business decision makers around industry drivers, trends, and workloads 
• Experience and ability to recognize program gaps and opportunities, and leverage an innovative mindset to generate solutions, execute change, and elevate blockers 

• Ability to identify the key aspects of a potential opportunity, nurture the opportunity to close, and engage channel partners as needed and manage the customer relationship through success 
• General knowledge of the IT industry, with the capacity to learn and retain knowledge about individual systems, processes, products and services quickly and accurately 
• Works well in a diverse team and thrives in a dynamic and changing environment 
• Achievement and success-driven personality, motivated by performance rewards for exceeding annual sales goals through strategic sales leadership and strong cross business collaboration 
• Passion for cloud technologies and changing the world 
• Proven relationship management and negotiation skills 
• Challenger Sales training completion a plus