Director, Digital Solution Area Manager Job at Microsoft Corporation (Dallas)

Job Description

At Small Medium Enterprises and Channel (SME&C), we are leading a fast-growing, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation. SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, performance-focused, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.

Job Responsibility

People Management: Managers deliver success through empowerment and accountability by modeling, coaching, and caring
Sales Excellence: Participates in regular strategic planning for their assigned territory
review plans via rhythm-of-business (ROB) meetings and aligns the plans of their team across departments
guides team to align their approach with sales excellence team
engages with external executives to bring a more strategic perspective into the planning portion of account planning
Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources
leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation
Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry
mentors/coaches the team on growing knowledge on sales or products and ensures the team complete training and obtain certifications as required
Oversees the end-to-end business across geographical regions
ensures their team meet sales targets and operational standards and maintains the health of metrics within the assigned territory
interacts with Corporate leadership and senior-level stakeholders to get support for their team and the geographical regions
Guides their team in whitespace analysis and supports the team to identify potential business in the assigned territory
aligns the analysis approach across teams
acts as a thought leader and validates opinions and perspectives from business analysis
Lays out customer satisfaction long-term strategies
proactively promotes development of deep and influential relationships with client contacts
guides their team on ensuring customer/partner satisfaction and facilitates the resolution of sales/delivery issues for strategic accounts
establishes standards for customer/partner experiences
Sales Execution: Coaches their team to collaborate with partners and other internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]) and to engage customers to drive consumption
leads with technical and industry insights on how to grow customer business and remove blockers to consumption
Leads their team to develop strategies for driving and closing opportunities
drives the implementation of strategies and the collaboration with the account team to ensure alignment
leads their team on ways to implement and share close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure
Guides and orchestrates their team on communicating with customers to understand their business needs or facilitates customer interactions to assess customer needs
provides direction/guidance on the development of solutions across solution areas and support areas
helps the team create vision for the customers and develop plans to drive sales
Coaches their team and/or other teams (e.g., account team units [ATUs]) on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners
engages C-Suite decision makers to support teams on opportunity discovery and acceleration
represents their team internally at Microsoft as they engages other internal stakeholders
Leads their teams to identify and track new opportunities
leverages stakeholders (e.g., account-aligned team unit) to build pipeline within the territory
coaches team members on interfacing with prospective customers to build network
applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to address their needs
Brings impactful industry insights into customer engagements and closes deals with customers
acts as a thought leader in digital transformation across solution areas to advise customers and represent Microsoft, and coaches others internally on how to do this
leads transformational shifts to drive deployment and create business value for customers based on specific business needs and priorities
leads a virtual cross-organizational team on strategic projects and impactful solution sales deployments that enable digital transformation and deliver business value
may lead partner integration into account/territory planning and customer engagements
Scaling and Collaboration: Guides their team to build a network of partners to cross-sell, up-sell, and co-sell
leads the team to identify new partners, evaluate partner capabilities, and supports on-boarding new partners
facilitates the development of partner strategies and ensures execution
provides input and feedback to One Commercial Partner (OCP) on developing partner strategies and consumption plans, and building partner capabilities
Coaches their team to learn about and apply the orchestration model
facilitates and leads internal communication and collaboration by identifying resources and removing barriers
contributes to the development of the orchestration model
Technical Expertise: Supports their team on participating in Microsoft events
contributes to setting up the events and promoting industry-leading practice sharing across subsidiaries
Coaches their team on business and market knowledge
leads team's internal collaboration to position Microsoft products, solutions, and/or services against competitors
acts as a thought leader to help their team connect Microsoft solutions to customer business impact

Requirements

Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience OR 9+ years of technology-related sales or account management experience
Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 8+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 10+ years of technology-related sales or account management experience OR 11+ years of technology-related sales or account management experience
6+ years of solution or services sales experience
3+ years of people management experience

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Director, Digital Solution Area Manager

Job Description

Job Responsibility

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