About this role

Overview Do you enjoy managing on a high-performing, fast-paced sales team? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? If so, we are looking for you! We are recruiting for a Sales Manager to lead a team of AI Workforce Digital Solution Specialists and Digital Solution Engineers for the DACH region. The Sales Manager is responsible for driving business growth across AI Workforce solutions and leading AI Workforce transformation conversations with customers. You will provide sales leadership, coaching and execution excellence, helping customers realize business value through AI-powered workforce transformation, Microsoft 365 Copilot, agents and related AI Workforce solutions.At Small, Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team - one that is deeply connected to our partners and driven by customer success. By uniting our Small, Medium Enterprise sellers and Channel sales teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation. SME&C is more than a sales organization - it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business. Responsibilities <ul style="margin-top: 0.0cm; margin-bottom: 0.0cm;" type="disc"><li style="margin-top: 0.0cm; margin-right: 0.0cm; margin-bottom: 8.0pt; line-height: 107%; font-size: 10.0pt; font-family: verdana, geneva, sans-serif;">Lead the AI Workforce business, driving growth, pipeline creation and execution across the assigned territory and ensuring the team delivers against AI Workforce sales and consumption priorities</li><li style="margin-top: 0.0cm; margin-right: 0.0cm; margin-bottom: 8.0pt; line-height: 107%; font-size: 10.0pt; font-family: verdana, geneva, sans-serif;">Lead and coach the team to drive Frontier and Core customer conversations, connecting AI to customer business outcomes and engaging business decision makers and CXOs.</li><li style="margin-top: 0.0cm; margin-right: 0.0cm; margin-bottom: 8.0pt; line-height: 107%; font-size: 10.0pt; font-family: verdana, geneva, sans-serif;">Accelerate adoption of Microsoft 365 Copilot and AI agents, helping customers move from AI interest to deployment, usage and measurable ROI.</li><li style="margin-top: 0.0cm; margin-right: 0.0cm; margin-bottom: 8.0pt; line-height: 107%; font-size: 10.0pt; font-family: verdana, geneva, sans-serif;">Build AI Workforce capability within the team, including consultative and business-value selling, Copilot and agent fluency, and sufficient technical depth to support compelling customer conversations and demos.</li><li style="margin-top: 0.0cm; margin-right: 0.0cm; margin-bottom: 8.0pt; line-height: 107%; font-size: 10.0pt; font-family: verdana, geneva, sans-serif;">Coach the team to orchestrate effectively across account teams, technical resources and partners, scaling AI Workforce transformation through partner co-sell and customer adoption.</li><li style="margin-top: 0.0cm; margin-right: 0.0cm; margin-bottom: 8.0pt; line-height: 107%; font-size: 10.0pt; font-family: verdana, geneva, sans-serif;">Model, Coach and Care, building a high-performing team and leading effectively through change as the AI Workforce market, customer scenarios and sales motions continue to evolve.</li></ul><ul style="margin-top: 0.0cm; margin-bottom: 0.0cm;" type="disc"><li style="margin-top: 0.0cm; margin-right: 0.0cm; margin-bottom: 8.0pt; line-height: 107%; font-size: 10.0pt; font-family: verdana, geneva, sans-serif;">You will report into the AI Business Solutions Sales Leader (STU M2), aligning your team’s execution with broader SME&C Corporate priorities across both AI Workforce and AI Business Process.</li><li style="margin-top: 0.0cm; margin-right: 0.0cm; margin-bottom: 8.0pt; line-height: 107%; font-size: 10.0pt; font-family: verdana, geneva, sans-serif;">This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise. </li></ul> Sales management excellence.<ul><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Drive the necessary rigor around pipeline management and a balanced forecast.</li><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Drive sales execution through clear priorities, accountability, and timely action.</li><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Provide deal coaching and close strategies for complex sales cycles.</li></ul>Customer-centricity<ul><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Demonstrate a consistent focus on customer outcomes and business value in decision-making and execution.</li><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Provide executive sponsorship on key deals and customers, establish executive-level customer relationships, and engage C-level decision makers to support team objectives.</li></ul>Partner strategy and sponsorship<ul><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Drive adoption of scalable and innovative partner-led approaches to accelerate business outcomes.</li><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Demonstrate accountability for executing the partner strategy through collaboration with partner teams, go-to-market teams, and the broader virtual team to achieve desired partner outcomes.</li></ul>Culture and team engagement.<ul><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Contribute to a team environment with clear objectives, shared purpose, and alignment to business priorities.</li><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Monitor team engagement and implement actions that support employee performance, development, and business outcomes.</li><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Foster an environment that encourages constructive feedback, collaboration, and the sharing of ideas.</li><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Lead and contribute to initiatives across teams that improve organizational effectiveness and business results.</li></ul>Building high-performing teams.<ul><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Continuously assess team capabilities and implement development plans that prepare the team for evolving business priorities.</li><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Make hiring decisions based on demonstrated skills, performance, and long-term potential to strengthen overall team capability.</li><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Drive both performance management and career development practices to support business needs and workforce planning.</li></ul>• Coach team in modern sales and communications tools and techniques to effectively engage, sell to, and manage Microsoft customers using sales, data, and marketing systems and platforms to deliver a connected customer engagement experience and drive customer satisfaction.• Hold team accountable to meet operational standards and rigor to maintain reporting accuracy for key center metrics, including response rates, prospecting activity tracking, pipeline, conversion, velocity, and accuracy. Encourage adoption of program processes, procedures, and tools to provide accurate on-time reporting that maximizes attainment of strategic goals and delivers business insights, trends, and analysis.• Share leading practices, learnings, and customer insights with stakeholder groups to elevate team capabilities, and invest in seller and manager development and skilling to drive change based on insights.• Coach your team to collaborate with and leverage internal and external stakeholders to develop customer and partner relationships that build, expand, and effectively progress opportunities and pipeline through the sales cycle within assigned territory. Facilitate and lead internal communication with the account team and senior-level leadership to secure support and remove barriers to success.• Lead your team through organizational and market changes by aligning priorities, communicating expectations, and maintaining focus on customer and business outcomes as market conditions evolve in a digitally enabled environment. Qualifications Qualifications<ul type="disc"><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;"><div>Demonstrated experience in the Workforce Transformation, Employee Experience, or AI productivity market, including solutions that enable organizations to transform how employees work, collaborate, and drive business outcomes.</div></li><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Fluency in German language</li><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;"><div>Proven understanding of how Artificial Intelligence is transforming the workplace, including evolving customer expectations for AI-powered productivity, copilots, agents, and agentic ways of working.</div></li><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;"><div>Experience with Microsoft 365, Microsoft 365 Copilot, Copilot Studio, or related AI and employee experience solutions.</div></li><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Experience leading teams focused on Workforce Transformation, AI adoption, Employee Experience, or AI-powered productivity and business transformation.</li><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Ability to engage with business and technology leaders to shape AI workforce strategies, drive adoption, and translate AI capabilities into measurable employee and business impactvation. </li><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Experience managing complex enterprise sales cycles, transformation engagements, or strategic business application deployments.</li><li style="font-family: verdana, geneva, sans-serif; font-size: 10.0pt;">Professional-level German language skills (written and spoken) required to support customers and stakeholders across German-speaking markets.</li></ul> Digital Solution Area Specialists M5 - The typical base pay range for this role across Ireland is € 83,900.00 - € 145,800.00 per year. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: <a href="https://careers.microsoft.com/v2/global/en/corporate-pay/ireland-corporate-pay.html">https://careers.microsoft.com/v2/global/en/corporate-pay/ireland-corporate-pay.html</a> Digital Solution Area Specialists M5 - The typical base pay range for this role across Spain is € 78,600.00 - € 146,400.00 per year. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: <a href="https://careers.microsoft.com/v2/global/en/corporate-pay/spain-corporate-pay.html">https://careers.microsoft.com/v2/global/en/corporate-pay/spain-corporate-pay.html</a> This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. <hr> Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about <a href="https://careers.microsoft.com/v2/global/en/accessibility.html">requesting accommodations.</a>