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Data and Ai Solution Sales Manager

2 weeks ago

Singapore Microsoft Full time

The Azure Data & AI Specialist Manager is a senior leader within our enterprise sales organization. The Azure Data & AI Specialist Manager leads, develops, and manages a team of high performing Azure Data & AI Specialists to drive solution opportunity revenue and market share by leveraging the Microsoft Data & AI solutions (on-premises software and Azure Data services) to meet their customers data modernization, analytics, and AI solution needs.- Act as a recognized credible advisor and engage C- level leaders, coaching on opportunity discovery, acceleration, and removing roadblocks. Be a Market Maker for region as well as assigned vertical leading to new accounts.- Further align specialists to industry, focus on strategic objective to win and drive consumption by D&AI Industry Solutions. Empower Specialists to drive industry-relevant customer conversations (BDM & TDM).- Enhance Specialist technical capabilities and build a team that delivers solution demos across the Data Platform Services and gains customer commitment to prove out the solutions through MVP or business value assessment.- Create a consistent coaching rhythm using manager coaching framework Model, Coach, and Care focusing on metric attainment and new customer, project, or workloads adds through data plan creation.- Drive team accountability for generating and closing a qualified consumption opportunity pipeline by executing against account/territory plans and the FY22 sales priorities increasing average deal sizes YoY. Maintain pipeline hygiene.- Share and adopt best practices with in your own and other EOUs.- Leverage co-sell prioritized partners to solve needs and accelerate consumption.- Create a heat map by ISV and by GSI that focuses on the best solution/skill set by outcome

**Responsibilities**:
Key Areas of Responsibility
- Sales Execution
- Leads their team to develop strategies for identifying, driving, tracking, and closing opportunities. Guides and orchestrates their team on communicating with customers to understand their business needs or facilitates customer interactions to assess customer needs, engages C-Suite decision makers to support teams on opportunity discovery and acceleration, and represents their team internally at Microsoft as they engage other internal stakeholders.- Scaling and Collaboration- Technical Expertise
- Coaches their team on business and market knowledge and leads their team's internal collaboration. Acts as the spokesman for Microsoft at external events and supports their team on participating in Microsoft events.- Sales Excellence
- Builds and transforms new markets, leads a team to explore business and emerging opportunities in regular strategic planning for assigned territory, 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, facilitates the resolution of sales/delivery issues for strategic accounts, establishes standards for customer/partner experiences, and ensures their team meet sales targets and operational standards while maintaining the health of metrics within the assigned territory. Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry while coaching the team on growing knowledge on sales or products and ensuring the team complete training and obtain certifications as required.- Attract, Develop, and Retain Talent
- Leverages resources to help employees develop skills and supports their career interests.- Delivers Results Through Teamwork
- Drives the execution of projects by identifying customer and operational needs, setting priorities, removing barriers and obstacles, and allocating resources.- Role Model Microsoft Values
- Treats others with fairness, respect, empathy, and compassion. Models compliance and represents the Microsoft Values and the One Microsoft culture.- Commit to Performance Management
- Establishes and communicates performance expectations and leads their team to accept change and retain performance levels.

KPIs- Azure Data Services consumption revenue and Azure Data Services Sub Scorecard metrics- SQL Server Billed revenue ($)- Cross Solution attach with Managed Databases (focus on COSMOS DB).- Addition of net new accounts, projects, or workloads.- Progressing consumption opportunities through the MSX stages.- Technical Skill Initiative (TSI) and Employee Skill Initiative (ESI) Achievement- Thrive (Employee Signals)

**Qualifications**:
Experiences Required:
- Has 8-10 years of experience developing high-performing enterprise software platform / cloud platform sales teams and a proven track record of exceeding team quotas/targets at large Software and Cloud Services companies.- Record of exceeding team quotas/targets at Microsoft or competitor.- Successful management of large-scale, complex deal cycles at Fortune 1000 accounts.- Leader with expe