The TSP Manager manages, coaches and leads a team of Tech Sales (SA or TSP) professionals to uncover and support the Business & IT goals of our customers. A TSM drives customer technical decisions and provides business value to customers using the Microsoft Platform, thereby securing long-term sustainable growth for Microsoft
Key Responsibilities: Develop and maintain best practices to attract the best technical sales people from the market, retain them and grow their capabilities and skills continuously. Provide an environment of continuous learning to improve technology skills of the Tech Sales - deep on core and broad on adjacent solutions. Develop technical talent and work with individuals on career plans mindful of the need to expand technical sales skills as Microsoft transforms. Own and proactively drive Azure Consumption Reporting on a monthly basis. Lead team to proactively drive technical customer decisions in a highly competitive market. Ensure that all opportunity engagements have clear technical solution decision criteria defined and documented with opportunity owner leveraging P-Sellers, partners or MCS as needed. Ensure team supports creation of customer agreed deployment/consumption plan for all wins, with clear technical solution decision criteria. Foster an environment that encourages deep community participation, an appreciation for capturing and sharing customer insight, thoughtful use of escalation processes, identification of technical sales blockers and capture of evidence needed to support blockers. Use Microsoft and partner resources to proactively uncover Azure technical and architectural blockers, consolidate them, asses the impact and escalate appropriately with Azure Engineering, and the Cloud and Enterprise Business Group. Demonstrate internally and externally how technology innovations drive business value for customers. Build in-depth knowledge of the Industry IT technology environments across all tech sellers. Develop seller ability to map relevant IT technology solutions to customer IT and Business maturity level. Identify individual specialized technical skills and encourage a team approach to win complex opportunities that requires cross-domain solutions. Increase deal velocity by challenging opportunity stage based on the status of technical engagements
Experiences Required 8+ years of related experience: Tech sales leadership roles, managing high performance tech sales teams, coaching architecture and solution sales. Prior work experience in a Consulting/Architecture position within a software and/or services company such as SalesForce, Amazon, VMware, Google, IBM, Avanade, T-Systems, Wipro, CSC, HP, Infosys, ServiceNow, Dell, TCS, Rackspace, Softlayer. Deep understanding of cloud computing technologies, business drivers, and emerging computing trends . Proven track record of building deep technical relationships with senior executives and growing cloud consumption share in large or highly strategic accounts Extensive experience in working across teams is required. Proven track record of driving decisions collaboratively, resolving conflicts and ensuring follow through. Exceptional verbal and written communication. Solid interpersonal skills, coaching skills, cross-group collaboration and proven ability to influence across organizational boundaries. Oversight experience on major transformation projects and successful transitions to implementation support teams. Presentation skills with a high degree of comfort with both large and small audiences.
Education: Bachelor degree: Required (Computer Science, similar information technology-related discipline or Business Administration) Master degree preferred. Preferred certification in sales, sales management, complex sales training, sales methodologies, broad evangelism through events (presentation skills), consultative selling. Preferred additional training or education in Enterprise Architecture.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, political affiliation, or any other characteristics protected by local laws, regulations, or ordinances.
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