Sales Strategy Lead, Data Modernization - Small, Medium Sized Companies (SMC)
 Microsoft | |
 United States, Texas, Irving | |
| 7000 State Highway 161 (Show on map) | |
 Oct 01, 2024 | |
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Overview Data and AI business is one of the most strategic & fastest growing businesses worldwide at Microsoft. In fact, Data & AI represents a massive $138B market opportunity. Given our mission to build THE hyper growth business for the company, there's never been a more exciting & compelling time to be a part of the Data & AI business at Microsoft! We're looking for a leader, sales execution driver, and cross-team collaborator to accelerate and grow the sales of our Data Modernization offerings with a primary focus on Microsoft Fabric. Empowering organizations with data driven culture requires democratizing data through analytic platforms and this role will serve as the subject matter expert, customer advocate, owner of the seller experience, and the sales strategy and execution leader for the Worldwide SMC field and partners on the overall solution space of Data Modernization platforms. This role will own primary accountability for meeting or exceeding revenue and scorecard targets in SMC segment as well as building a healthy, sustainable, hyper-growth business for Microsoft Databases. As the worldwide Sales Strategy Lead, Data Modernization - Small, Medium Sized Companies (SMC), you will partner with multiple organizations to develop and drive execution of Database sales plays, including clear guidance for a simplified, consistent seller experience, and be recognized as a thought leader for this solution space. Key partners accountabilities: SMC-C Field A17 Data & AI Teams, Engineering, Marketing, Customer Success, Partners, Services, and our Data & AI SMC Time Zone leaders/GBBs. Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees, we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Responsibilities Primary accountabilities for this role include: Drive the sales strategy and execution for the Data Modernization solutionsHelp define Data Modernization sales and go to market strategy and solution plays to address customer and market needs and meet business objectivesProvide thought leadership, drive the development, review and sign-off the collateral for each sales play based on the customer perspective and focused on seller adoption and scaling through partners Coach the worldwide sales field including individual contributors and sales managers for effective execution of each sales playPartner with our sales activation leader, marketing teams, partners and SMC for demand generation strategies and campaigns to generate pipeline and grow the businessUnblock and accelerate deals for the field through regular office hours engagement, on-demand escalations, and win room supportRole model the seller behaviors and skillsets for successful execution of each sales play through customer engagements, deal coaching workshops, 1-many training events, and 1-1 engagement with sellers and sales managersActive collaboration with the Global Partner Solution (GPS) team to manage a healthy and motivated partner ecosystem for this solution space both for driving business development and project implementation capabilitiesOwn the worldwide business results and insights for SMC-C business, impacting the WW Data Modernization business:Accountability for the growth and target attainment on the worldwide businessActively manage the performance of the business on the leading indicators and KPIsPipeline management and analysis to review the health of the business at the geo, segment, and workload levelsIdentify, capture, and communicate customer, partner, and seller feedback and insights to inform the sales and business strategy. Anticipate issues and influence Corp teams on improvements needed across programs, products and GTMs to meet business objectiveDemonstrate thought leadership internally and externally on this solution space to create impact through influence:Depth of knowledge on customer perspective as well as the Digital Transformation scenarios that can be unlocked by modernizing the legacy Data platformsLearnings and insights on the strengths and weaknesses of competitive offerings and market trendsExpertise on the seller perspective including the effectiveness of specific plays, guidance, and collateral as well as the keys to delivering a simplified seller experience Role Expectations: LeadershipCross-group collaborator. Proven experience working with diverse teams of different functions (technical, sales, marketing, etc) towards a shared vision, engaging stakeholders and driving team to outcomes.Growth Mindset. Passion for learning (technical and soft skills), searching for and implementing practices from others; trying, failing and learning from that; sharing practices and knowledge for others' benefit.Leadership / Influence. Proven ability to lead, inspire and mentor members of the Microsoft (or similar) sales, services, and marketing organizations, as well as to influence decision makers, influencers, and peers external stakeholders (partners, customers).Performer. Highly driven passionate person who consistently exceeds goals and expectations.Sales/Technical Sales SkillsSMC customer experience in Data Modernization solutions. Experience engaging with enterprise customers in the sales, architect or product marketing roles for Data Modernization solutions in the cloud and on-premises.Challenger mindset. Validated experience in consultative technical selling approach, including bringing innovative ideas to uncover and address customers' problems.Business Results accountability. Experience in roles that had primary accountability for business results including revenue targets and KPI execution.Cloud Databases Depth and Breadth. Knowledge and experience on conceptual or solutions architecture of cloud-based data platform workloads preferably across Database workloads.Strategy development and rollout. Experience developing and landing sales strategies or other business strategies for data platform solutions.OtherEmbody our Culture & Values | |