Responsibilities

The purpose of this role: 

The IoT Specialist Manager is responsible for:

• Sales Execution
• Brings impactful industry insights into customer engagements, help closing deals with customers, and act as a thought leader in digital transformation across solution areas.
• Leads his/her teams to identify and track new opportunities, leverage stakeholders (e.g., Customer Success team unit, account-aligned team unit, Specialist Team Unit, One Commercial Partner organization) to build the right pipeline.
• Coaches his/her team to collaborate with partners and other internal teams to engage customers and drive consumption.
• Lead his/her team to develop strategies for driving and closing opportunities, ensure alignment and implement and share close plans.
• Scaling and Collaboration
• Guides his/her team to build a network of partners to cross-sell and up-sell, and to evaluate customers and partners capabilities, including providing input to other internal organizations.
• Coaches his/her team to learn about and apply the orchestration model, have internal communication, and remove barriers.
• Technical Expertise
• Support his/her team on participating in Microsoft events, and acts as a spokesman for Microsoft at external events.
• Coaches his/her team on business and market knowledge, and lead team’s internal collaboration to position Microsoft products, solutions, and/or services against competitors. Act as a thought leader to help his/her team to connect IoT solutions to customer & partner businesses.
• Sales Excellence
• Builds and transform new markets by leveraging industry expertise, and leads team to explore business and emerging opportunities to optimize the portfolio and facilitate customer & partner innovation.
• Participates in regular strategic planning, review plans via Rhythm of Business (ROB) meetings and align their approach with additional teams.
• Guides his/her team in whitespace analysis and support team to identify potential business opportunities.
• Oversee the end-to-end business and ensure his/her team meet sales targets, operational targets and maintaining the health of the assigned metrics.

Qualifications

There will be many opportunities for you to learn and grow into this role and Microsoft. However, to be able to best deliver on the purpose of this role, these are the core skills and experiences you should have on day one:  

• Experience developing high-performing enterprise software platform sales teams and a proven track record of exceeding team quotas/targets at Microsoft or cloud competitor in areas involving cloud platforms as well as IoT partner/channel experience preferred
• Outstanding track record of successfully managing a large, complex sales and specialist organization
• Strong planning and organization skills, with the ability to manage multiple, complex projects simultaneously.
• Strong analytical skills applied to business metrics to (1) identify market opportunities, (2) quantify results and (3) execute on COE plans.
• Data-driven, independent thinker who can operate within a broad framework.
• The proven ability to draft and implement successful sales plans that results in faster than market growth and increases in market share, along with an executive acumen for addressing complex competitive threats, drive strategic decisions with partners, manage multiple high priority activities, and make appropriate calls to advance the business in ambiguous situation
• Management. Strong people management skills: ability to manage people issues effectively, to set clear commitments, to focus on accountability, to assess relative performance and manage attrition and grow diversity and inclusion.
• Leader. Coaching direct reports in pipeline management, opportunity management, and account planning
• Possess both business acumen and cloud application and infrastructure-related technology knowledge to connect how customer business issues impact their IT environments.