About this role

Overview Are you a Sales Leader who is passionate about developing people, driving performance across multiple teams and excited to help our clients transform their business with AI?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 Business, Corporate, Strategy, and Partner 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.    The Sales Director, Account Team Unit is a Manager role that leads a team of Account Executives and is accountable to build, motivate, and mentor a high functioning sales team who drive digital transformations within a managed list of Corporate accounts. As a people leader, this role engages in talent acquisition, recruiting, succession planning, and change management.  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. Responsibilities Sales and Account ManagementLead data-driven sales and account strategies that improve customer engagement and satisfaction, grow Microsoft’s annual recurring revenue and maximise customer lifecycle value. Empower teams to deliver innovative licensing and consumption options with partners, and pursue consolidation, cross-sell, upsell and complex deals aligned with customer priorities, forecasts and outcomes. Guide opportunity identification, qualification and progression, maintaining pipeline accuracy and hygiene through Microsoft sales and delivery criteria. Advise on negotiations and stakeholder mapping, and lead critical conversations to scale resources and secure the best customer outcomes. Coordinate account planning and execution across organisational levels, aligning with long-term strategy and working with senior leaders and stakeholders to assess budgets and prioritise investments. Train teams to use investment programs and partnerships effectively, and hold them accountable for exceeding objectives and sustaining strong results.Customer Relationships and EngagementLead customer relationships, including executive connections, and agree meeting schedules across business areas based on customer needs. Coordinate pods, partners, virtual and cross-functional teams to improve customer experiences and deliver lasting results. Coach teams in customer service and MSX D365, oversee primary contact, check its quality and timeliness, and act on feedback. Anticipate recurring problems, match solutions to needs and agree success measures at the start of strategic account engagements. Help teams resolve complex issues and serious complaints quickly, involving Microsoft executives when needed to prioritise action and represent customer interests. Use online research and internal and external customer insights to identify decision-makers, connect customer priorities with Microsoft strategy, and inform company strategy and executive and board decisions. Build teams’ industry expertise to discuss trends and return on investment, present new uses for solutions and help shape customer needs and industry direction.Solution and Industry ExpertiseSet account strategy using knowledge of Microsoft’s landscape, solutions and industry strategy, alongside customer business priorities. Build team expertise in solutions and industry changes, and advise others on strategic customers’ business strategies and industry trends. Plan required training and certifications aligned with long-term organisational goals and career progression. Create a team development strategy that supports sustained personal and professional growth, future capabilities and organizational priorities. Lead talent development initiatives that contribute to long-term organisational success.People LeadershipDeliver success through empowerment and accountability: Model our culture, values and leadership principles. Coach by setting clear objectives and outcomes, enabling cross-team success and helping people adapt and learn. Care by attracting and retaining great people, understanding each person’s capabilities and aspirations, and investing in their growth. Qualifications Minimum required qualifications  <ul><li>Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 8+ years sales and negotiation experience or related work experience OR 10+ years sales and negotiation experience OR equivalent experience.</li><li>5+ years people management experience.</li></ul>Additional or preferred qualifications<ul><li>Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute plans and build strong relationships.    </li><li>Demonstrated skills in negotiation, organisational, presentation, financial acumen, written, and verbal communication.    </li><li>High Performer.  Highly driven person who consistently exceeds goals and expectations and has the ability, characteristics, and determination to compete effectively against skilled and diverse competition.   </li><li>Collaborative. Work cohesively with members of the Microsoft sales & partners teams, Microsoft partners, engineering, and marketing to solve customer and partner issues, leverage best practices, & deliver results.   </li><li>Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.   </li><li>Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.   </li><li>Disciplined Operator – Maintains excellence in pipeline generation, management, forecasting and driving integrated territory and budget achievement planning.     </li><li>Complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Holden, Krauthammer, etc.), extensive presentation skills, effective marketing tactics, negotiation, financial analysis.   </li></ul> 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>