Enterprise Sales Manager Job in Waltham, Massachusetts US

Enterprise Sales Manager

Job Description Job Category: Sales Location: Waltham, MA, US Job ID: 787784-77048 Division: Sales ATU (Account Team Unit) Sales Manager Microsofts Northeast District is seeking an experienced and customer focused Account Team Unit (ATU) Sales Manager in the Waltham, MA sales office. This person will lead a team of Account Executives and Account Technology Specialists focused on a select set of Fortune 500 and 1000 customers in primarily the retail and professional services industries in the Boston Massachusetts area. Additionally, the manager will have responsibility for a geographic set of customers in the upstate New York area. The sales manager will create and lead a well-managed sales business resulting in long-term, predictable revenue growth. Success is measured by achieving and exceeding software and relationship services revenue plans, meeting customer and partner satisfaction objectives plus achieving a set of business scorecard metrics, as defined by fiscal year commitments; by all individual team members meeting or exceeding targets; by the effective use of empowerment; by the sales managers demonstration of sound business judgment; and by positive feedback or scores/ratings on manager feedback and the health of the workgroup. The ATU sales manager role adds value to customers by providing an executive presence and continuity to customers at the subsidiary or district level. Specifically, the ATU Sales Manager role adds value by: 1. Leading a consistent and predictable sales business where team members are enabled to perform at their best. 2. Developing high-performing sales teams who are considered to be the best sales assets in the market. 3. Developing and growing strong customer executive relationships between Microsoft and customers. 4. Driving integration and orchestration within the leadership team inclusive of services, Dynamics, Incubation, among others. 5. Ensuring execution of vertical and local/regional/Corporate strategies and alignment of these strategies in each account teams account planning efforts and execution against these plans. The ATU Sales Manager role is unique in: 1. Its leadership of an account team that is diverse, with a focus on managing and developing to this diversity of skills, motivations and goals. 2. Its enablement of team members who consistently meet or exceed sales targets, surpass stretch goals and develop professionally. 3. Its ability to demonstrate integrated market thinking, bringing customers, partners and industry solutions together. 4. Its responsibility for ensuring that his/her business is effective, predictable and consistent. 5. Its focus on the customer relationship and partnership, bringing feedback from the customer to Microsoft, enabling executive relationships and providing continuity for customers at the local level. 6. Its enablement of Microsoft strategies and initiatives, guaranteeing their implementation within the team. The key initiatives facing the ATU Sales Manager role are: 1. Ensuring team members and specialty resources sell broader and deeper into the customer business. 2. Working effectively with other team units and with Consulting Services in coordinated operations to drive revenue targets, optimize sales productivity, penetration goals, deployment objectives and customer satisfaction. 3. Driving accountability and ownership of processes and clarity around opportunity engagement (handoffs, resourcing, partner attach). 4. Continuing to advocate/drive sales excellence with all team members and group Leads. ATU Sales Manager Profile of Excellence Deliverable #1: Develop the ATU strategy by analyzing customer and internal strategic priorities and external factors (market, industries, competition, and partner ecosystem) to inform strategy and account planning efforts. Lead the account planning process within the ATU by: - Ensuring inclusion of all virtual team resources - Inspecting account plans for completion and quality - Conducting regular reviews of account plans - Leveraging the business management process and associated planning tools and resources - Drive the quota setting process with each team member by setting "informed" quotas that go above and beyond historical data and knowledge. Deliverable #2: Drive accuracy within the ATU through regular pipeline and forecast reviews with AMs. Establish a business reporting rhythm that meets the needs of the team and supports the organizational ROB process, leveraging existing scorecards, reports and key performance indicators. Drive efficiency and velocity within the ATU through rigor and discipline in the Opportunity Management (OM) process. Conduct regular assessments of EAs and work with AMs and ATS to identify risks and to leverage the right resources/tools as early as possible. Conduct win/loss reviews of all key opportunities. Establish a communication plan that defines team communication protocols, maximizes relevant information flow, and drives effective cross-group communications. Deliverable #3: Maintain and build knowledge of partners who are aligned to the ATU's accounts and their industry value propositions. Ensure AMs are leveraging references and success stories relevant to customers business and industry pain points/opportunities. Ensure that ATS have deployment strategies in place for all of their accounts by discussing and reviewing these strategies with each ATS. Lead team to execute on the Services integration strategy (MCS and/or partners) set in each account plan by positioning the value proposition for customers. Knowledge and Skills 10+ years of proven IT sales negotiations experience with enterprise accounts and a track record of working with a wide range of business partners Management experience and leading teams are preferred Experience working to solve problems across business units and multiple locations Deep understanding of Microsofts business and go to markets strategy across key products lines in both consumer and commercial An understanding of Microsoft technologies and license programs would be a distinct advantage. An overall passion for sales within a technology environment that drives business value. Degree qualified (bachelors degree required, Masters/MBA preferred). Additional sales or marketing qualifications centered on driving business value through the use of technology is required MSUSJOBS Sales:EPG