Digital Sales Director, Public Sector

In the Small, Medium Enterprise & Channel (SME&C) organization, we have set out to empower our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. As part of the Americas SME&C Corporate team, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also be able to work cross-collaboratively while living our shared SME&C Corporate priorities: Diversity and Inclusivity, Well-being, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SME&C Corporate organization and the value we deliver to our customers, partners, and one another, every day.

As the Digital Sales Director, Public Sector you will be leading an Account Team Unit (ATU) team that serves our Americas SME&C-Corporate managed clients to realize their potential and help them on their Digital Transformation journey. The Digital Sales Director is a great sales coach and leader, has a challenger mentality, is savvy in sales-leadership practice and contributes with vision and flawless execution of solution sales across solution areas. 

This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Account Management

• Directs the strategic identification and qualification of business opportunities, shepherding them through the sales lifecycle to optimize customer engagement and outcomes. Leads improvements in pipeline accuracy and hygiene by masterfully applying common sales and delivery methodology for the Microsoft sales organization (e.g., MCEM) criteria for qualifying and advancing sales prospects. Serves as a key advocate for Microsoft solutions, communicating value and strategically promoting upsell/cross-sell opportunities with a broader impact. Coordinates comprehensive customer strategy development, spearheading the creation of sales strategies to achieve customer goals, and presents advanced Microsoft solutions in pivotal deals. Partners with leaders and stakeholders to deeply analyze budget considerations and strategically align investment priorities with a substantial effect on business outcomes.
• Directs teams and orchestrates comprehensive strategies for managing and proactively leading renewals and anniversaries for both enterprise agreement (EA) and cloud solution provider (CSP), with a focus on maximizing customer engagement and satisfaction. Coaches teams on advanced, tailored renewal options that align with partners and customer business outcomes and licensing vehicles, and mentors team members in the renewal process. Mentors others to strategically identify and capitalize on opportunities to consolidate, and actively shapes team initiatives in cross- and upsells that are intricately aligned with customer priorities and forecasted outcomes. Defines and enhances processes for forecasting and timing renewals to drive optimal growth, consumption, and on-time renewals. Supports teams during negotiations and the development of comprehensive stakeholder maps as needed. Advises teams on steering crucial conversations with appropriate parties to scale and maximize resources effectively. Serves as an escalation point for partner engagements.
• Drives and directs strategic collaboration with internal and external stakeholders to not only meet but also exceed revenue targets and critical deadlines. Expertly orchestrates the alignment of teams and resources with customer needs to significantly enhance the overall experience. Offers essential organizational insights and secures the alignment of virtual teams with key opportunities. Acts as a mentor and strategic advisor in orchestration and stands as a senior escalation point to swiftly resolve complex collaboration needs. Strategically utilizes and broadens a comprehensive network within and across the partner ecosystem and resources to optimize account performance across various solution areas and programs.
• Leads the team in mastering strategic account priorities and champions a culture of integrated planning and execution across m