Sales Manager, Corporate Account Management - Retail & Consumer Package Goods

In our Small, Medium, Corporate (SMC) and Digital Sales organization, we have set out to empower our customers through the unique value of the Microsoft cloud by building a globally led, first scale organization aligned with partners. As part of local subsidiaries or Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class engagement and partner co-selling. You will also be able to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Well-being, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.As the Sales Manager, Corporate Account Management - Retail & Consumer Package Goods (CPG), you will be leading an Account Team Unit (ATU) team that serves our SMC-Corporate managed clients to realize their potential and help them on their Transformation journey. The Sales Manager is a 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. In this role you will oversee teams as they establish and maintain customer engagements. Serves as escalation point for customer issues. Ensures that team conducts due diligence to understand customers' priorities and strategies, and plans programs appropriately. Pursues industry of choice to create more strategic relevance and value with customers. Holds team accountable for customer satisfaction metrics. Shares learnings and simplification ideas from customer issues with broader team. Supports teams to creatively addresses renewal options with internal partners and customers to maximize business outcomes and likelihood of renewal. Supports team by marshaling resources needed to execute territory plans. Leads team on territory management best practices and techniques. Ensures teams meet standards for portfolio optimization and have access to the tools needed. Provides coaching and guidance on importance of driving value for customers. Ensures teams conduct analyses into what customers are using versus needs. Collaborates with key stakeholders in the business to build a sustaining growth engine. Holds team accountable for driving movement of customers to cloud solutions. Makes sure team has access to systematic methods for staying up to date on Microsoft solutions. In addition, this role has people-management responsibilities including driving employee growth and development, executing projects, and managing performance. 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.Required/minimum qualificationsMaster's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 4+ years sales and negotiation experience or related work OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 5+ years sales and negotiation experience or related work or internship experience with year-over-year growth OR 6+ years sales and negotiation experience with year-over-year growth.Additional or preferred qualifications2+ years people management experience. Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 5+ years sales and negotiation experience or related work OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 6+ years sales and negotiation experience or related work or internship experience with year-over-year growth OR 8+ years software industry sales and negotiation experience with year-over-year growth.Experience in Retail and Consumer Package GoodsDigital Account Management M4 - The typical base pay range for this role across the U.S. is USD $75,800 - $165,600 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $126,800 - $179,100 per year.Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: Microsoft will accept applications for the role until August 16, 2024.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.  We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Account Management Leads teams in prioritizing and managing renewal process and new pipeline generation. Supports teams to creatively lead AI strategy engagements with C-suite, renewal options with internal partners and customers, and generating/converting new pipeline to support growth targets. Supports team and serves as escalation point in the sales process. Understands risks and opportunities for growth. Represents full business picture to management. Drives team to deliver on growth targets and on-time renewals. Leads rhythm of the business with licensing solution provider partners to drive accountability. Holds team accountable for driving movement of customers to cloud and AI solutions. Supports team in demonstrating value of cloud solutions to customers. Understands and accelerates customer cloud and AI strategy. Assists customers in building roadmap to achieve desired outcomes. Presents range of options and Microsoft cloud strategy to customer in large and complex deals to achieve desired outcomes that address multiple strategic factors. Drives customer adds and existing customers to new solutions. Coaches teams to engage with customers on strategic cloud goals. Helps teams think more strategically about opportunities; ensures team has had cloud conversations and aligns deal execution accordingly. Conducts win-loss reviews with team to identify opportunities for future improvement. For complex deals, engages business desk resources appropriately and proactively. Coaches team around challenger mindset. Collaborates with key stakeholders in the business to build a sustaining growth engine that is cohesive, resilient and optimized. Provides insights across the organization; identifies and solicits resources needed for success. Thought leader in industry groups; has technology-driven professional presence in the market. Leverages relationships and resources across segments to drive account outcomes. Builds and maintains broad network within and across industries as well as within Microsoft. Facilitates customer introductions. Considers global perspectives in best practices and shares with teams. Creates new points of entry for orchestration and collaboration; defines where orchestration is needed for success. Creates shared vision with v-team manager peers to ensure right team members are aligned to the right opportunities. Supports team by marshaling resources needed to execute territory plans. Leads team on territory management best practices and techniques. Ensures teams meet standards for portfolio optimization and have access to the tools needed for effective portfolio management. Validates plans, drives accountability, and coaches teams to achieve or exceed plans. Drives strategic partner participation; holds partners accountable to contribute to territory plan. Provides coaching and guidance on importance of driving value for customers. Ensures teams conduct analyses into what customers are using versus needs. Engages with C-Suite executives to discuss where Microsoft solutions drive customer value. Prompts teams to explore available resources and programs to help grow consumption. Identifies resources (e.g., v-team orchestration) and partner solutions to help customers derive value from existing Microsoft investments. Commit to Performance Management Establishes and communicates performance expectations; identifies performance gaps and monitors performance to ensure plans are met. Deliver Results Through Teamwork Partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams. Maintain Product and Solution Expertise Makes sure team has access to systematic methods for staying up to date on Microsoft offers and solutions. Shares best practices across team. Develops and implements plan to build and maintain product and solution expertise. Ensures team has time to dedicate to training and development. Holds self and team accountable for creating and executing personal development plan. Completes required and recommended training and certifications in a timely manner. Attract, Develop, and Retain Talent Leverages resources to help employees develop skills and supports their career interests. Supports mentorship, workforce development, and succession planning. Identifies growth opportunities, builds development plans with direct reports, and conducts development discussions. Customer Engagement Oversees teams as they establish and maintain customer engagements. Serves as escalation point for customer issues. Coaches others on customer relationships and engagement. Shares best practices across teams. Acts as executive sponsor for accounts; is trusted advisor for customers and partners. Coaches teams to identify contacts in new accounts and building customer engagement. Advocates for customers (voice of the customer) within the organization/Microsoft. OtherEmbody our Culture and ValuesEmployment typeFull-TimeWork siteUp to 50% work from homeRole typePeople ManagerDisciplineDigital Account ManagementProfessionDigital Sales and Solutions