Specialist Manager

Location:United Kingdom
Job Type:Full Time
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“Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.”

Microsoft’s Consumer and Device Sales (CDS) organization works with ecosystem partners to build, market, and sell a winning portfolio that delights customers and earns fans around the world. One of the largest and most profitable business at Microsoft, the CDS organization is charged with leading Windows consumer & commercial, Xbox gaming, Surface, Office, new business Growth & IoT.

If you’re passionate about impacting the global ecosystem of partners and influencing the customer experience on the hundreds of millions of devices that ship every year, then this is the team for you.

The CDS Internet of Things (IoT) Sales Team is sitting at the intersect of the Intelligent Edge and Intelligent Cloud, enabling Microsoft Partners to leverage all of Microsoft’s assets and platforms in the transformation of their businesses and industries through Intelligent Edge-to-Cloud solutions.

We are the Intelligent Edge specialist team, driving scale impact through partner enablement, across System Integrators, ISVs, OEMs and Solution Aggregators and more.

From Windows IoT, Azure Sphere, Mixed Reality to Azure IoT, we drive partner success from inception, through solution creation to solution co-sell.

Make history at Microsoft by becoming a part of the world’s first and best Commercial Mixed Reality sales organization. With the success of HoloLens V1, combined with leading 1st party SaaS, PaaS & 3rd party ISV & SI solutions, we’re taking Mixed Reality interactive experiences to a whole new level for mission-critical LoB with HoloLens 2, Azure Kinect and the entire portfolio of Intelligent Edge solutions.

We’re looking for a passionate, competent Mixed Reality Solution Sales Manager with a proven successful sales track record managing a team of deeply experienced customer, partner and technical sales profresionals, preferably in business applications combined with enterprise device sales. All candidates must have deep relevant industry line of business sales management experience. The ideal candidate has a deep understanding of the highly relevant use cases with experience selling and creating customer success with augmented reality and posses a good general understanding of how this category applies to manufacturing, architectural-engineering-construction & healthcare. Leading candidates will also understand how technologies like IoT, AI & Mixed Reality fundamentally change how businesses are achieving digitally transformational success. All candidates must also possess deep experience building and managing a large enterprise customer pipeline across a close team regionally with accurate sales forecasting and strong pipeline hygiene.

The Mixed Reality Solution Sales Manager has an established track record of building tremendously positive rapport across their direct team and can quickly & easily build respect with everyone from customer & internal business unit executives to CxO leaders to IT professionals. A successful MR Solution Sales Manager can get everyone on the same page across disparate teams demonstrating customer obsession by example.

As a seasoned solution professional, the ideal candidate is also demonstrably capable of consistently helping their team find the right 1st and 3rd party solutions that map to the specific customer needs with every sale and can speak fluently about our cloud SaaS & PaaS offerings paired with ground breaking devices such as HoloLens 2 coupled with the right SI or ISV fit.

Show us you’re the one by providing concise examples of your sales and sales management skill explaining a product and platform strategy as an industry grade solution sale in Mixed Reality. Demonstrate how you work fluidly with both technical and business leaders, sharing examples of credible technical conversations you’ve had with customers to prepare them for important technology investments. The Mixed Reality Soution Sales Manager will also give engineering and business groups a direct channel to what’s happening in the market and will need to develop a nuanced understanding of the industries and markets segments with VR & AR technologies and maintain a comprehensive inventory of established and emerging competitors, partners and developers. You must be able to show us relevant experience and explain your plan to learn everything you need to be successful in this critical paradigm shift in technology.

The ideal candidate does the right things, the right way, efficiently collaborating across our enterprise, corporate account, partner and services teams by:

Understanding the technical and line of business Solution Selling strategies required to reach line of business decision makers and know what it means to qualify an opportunity the right way, the first time

Building, managing & motivating a team of diverse high capacity professionals inclusively while preparing to scale the business for significantly broader growth and coverage

Knowing how important it is to network with the right people on the account team, engineering, services & product management both directly and indirectly across multiple stakeholders at both line and leadership levels consistently

Demonstrating clear leadership by example thru deep customer obsession where your actions speak louder than words with borderless collaboration and always with a growth mindset

Removing technical & business sales blockers identified by your team with engineering and business groups.

Driving a strategic portfolio of showcase opportunities thru the team from proof-of-concept to pilot to enterprise deployment while prioritizing your precious time working across some of the largest and most complex businesses in the world in close partnership with your direct and extended account team members

Working side-by-side with early adopter customers and partners whom you’ve matched to capture feedback and insights to help inform the product groups plans for broad distribution

Serving as both technical & business advisor for your direct and indirect teams for Microsoft’s 1st & 3rd party Mixed Reality solutions across all relevant field communities within Microsoft

Responsibilities

50% of your time: Direct & indirect team customer & partner solution selling engagement

20% of your time: Sales pipeline, opportunity management, customer escalation and forecasting

10% of your time: Develop strong relationships with local field and critical internal and external partner constituents

10% of your time: Deliver regular feedback to engineering, Business Groups & Business Desk on systemic business sales blockers

5% of your time: Communicating your success and challenges – winwires, evidence culmination & sharing repeatable solution wins:

5% of your time: Engaging with your IoT, Azure & D365 sales counterparts in addition to the local account teams with a systematic opportunity management cadence against a mutually beneficial pipeline

Qualifications

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

You have a CS, engineering, technology or business degree. Bonus points if you have an MBA

You’ve been solution selling to senior business and technical decision makers for 8-10 years managing a team of diverse sales professionals, internationally.

You have a deep understanding of how Microsoft’s field sales motion combines with customers’ B2B decision-making habits

You possess exceptional listening, storytelling, and presentation skills

You work entirely inclusively – you want all voices heard in the room and appreciate all perspectives in factoring your decisions

You know how to motivate people and can help bring their best self to work every day

You’re accountable for results, you create calm through clarity and you bring positive energy to all that you do as a leader by example

You’re a self-starter with an ability to creatively solve problems with multiple variables

You’re detail oriented with strong organizational skills – your work makes others better

You’ve proven your abilities across a diverse range of business development issues

You’re dedicated to working transparently and collaboratively

Listening and storytelling skills are a strong skill for you. You’re a demo ninja and deliver high-impact technically-focused presentations that you tune precisely for each audience

You’re a self-starter who’s able to sort complex tasks coming at you quickly and competently.

You’re not afraid to ask questions driven by your insatiable customer obsession and natural curiosity

You get stuff done the right way and without hesitation or inaction. With strong organizational skills, you communicate with self-confidence and insight consistently with no drama

You believe in collaborating transparently and collaboratively, and set an example for your team accordingly

You are demonstrably fluent in business English as pre-requisite and your multi-language fluency is highly preferred for the region you’ll represent

Personal Attributes and Competencies:

Passionate about technology, Mixed Reality & the Third Wave of computing that this critical category representsd

Capable of effectively navigating complex business challenges in ambiguous settings with solid judgment and risk management

A strong sense of teamwork both direct and indirect inclusively and are committed to always helping your team and your colleagues perform at their best levels consistently

You believe that creating and working with highly diverse teams is the best way to achieve short and long term success

You’re a lifelong learner with a growth mindset that continually raises the bar on personal impact and performance