Specialist Sales Manager

Strategic Sales Leadership & Territory Strategy

• Lead and mentor multiple teams in strategic discussions with senior customer stakeholders and decision makers to deepen relationships and accelerate high-value sales opportunities.
• Set territory strategy through whitespace analysis and identification of business opportunities and market gaps, leveraging AI-driven market intelligence and predictive analytics.
• Lead comprehensive territory evaluation to align sales initiatives with customer business priorities, outcomes, and future market needs.
• Act as a trusted advisor and subject matter expert for strategic customers, guiding AI- and cloud-driven digital transformation initiatives.

Sales Pipeline & Forecast Management

• Lead territory-wide sales and consumption pipeline reviews with internal senior stakeholders to drive forecasting accuracy and achievement of sales targets.
• Ensure strong pipeline hygiene across all opportunities and milestones using available tools, data, and processes.
• Direct teams to monitor adoption, usage, and consumption signals to identify expansion opportunities, mitigate risks, and drive healthier, more predictable renewals.
• Integrate propensity, renewal, consumption, and usage insights to prioritize sales strategies and investment focus.

Solution Selling & Customer Engagement

• Lead teams in developing and implementing AI- and cloud-based solutions for existing and new customers, emphasizing innovative and secure architectures.
• Coach teams on solution selling, value articulation, storytelling, and negotiation to secure complex, high-value deals.
• Ensure adherence to sales frameworks and AI-enhanced sales methodologies to assess, qualify, and close opportunities effectively.
• Champion security-first principles in customer engagements to reinforce trust, compliance, and Microsoft’s commitment to secure AI transformation.

Partner & Ecosystem Orchestration

• Lead collaboration across internal organizations (e.g., Account Team Units, Customer Success Unit, Industry Solution Delivery, Global Partner Solutions) to orchestrate deals and ensure effective lifecycle handoffs.
• Build and maintain strong executive-level partnerships with customers and partners to enable co-selling, partner attach, and scaled customer value realization.
• Guide teams in refining partner engagement strategies per account and opportunity to maximize joint success and long-term partnership health.

People Management & Leadership

• Deliver results through empowerment and accountability by modeling Microsoft’s culture, values, and leadership principles.
• Define clear objectives and outcomes, coach teams to adapt and learn, and enable success across organizational boundaries.
• Attract, retain, and develop top talent by understanding individual strengths and aspirations and investing in employee growth and performance.
• Manage performance, execute strategic initiatives, and foster a high-performance, inclusive team environment.

Communication & Executive Presence

• Effectively communicate the value of solutions to internal and external stakeholders, ensuring alignment on objectives and priorities.
• Deliver compelling presentations and written communications tailored to executive audiences, technical stakeholders, and business decision makers.
• Navigate conflict and sensitive situations with professionalism, clarity, and empathy.

Required Qualifications

• Bachelor’s Degree in Computer Science, Information Technology, Business Administration, Information Security, or a related field
  AND 6+ years of experience in technology-related sales or account management
  OR equivalent professional experience.
• 6+ years of solution or services sales experience.
• 3+ years of people management experience.
• Strong English language proficiency, including verbal and written communication.

Preferred Qualifications

• Master’s Degree (e.g., MBA, Information Technology, Information Security, or related field)
  AND 8+ years of technology-related sales or account management experience
  OR Bachelor’s degree with 12+ years of relevant experience.
• Demonstrated experience leading complex, AI- and cloud-driven transformation initiatives.
• Proven track record of managing large, complex sales pipelines and forecasting accuracy at scale.
• Strong executive presence with the ability to influence senior stakeholders and C-level decision makers.
• Experience working with partner ecosystems and cross-functional global teams.