Job Information
Microsoft Corporation Americas Account Team Unit (ATU) Lead Corporate in Seattle, Washington
In Small, Medium, Corporate (SMC) and Digital Sales, we have set out with the purpose 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 local subsidiaries or Digital Sales centers around the world, 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 have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning.
The Americas Account Team Unit (ATU) Lead Corporate opportunity will allow you to lead at the forefront of technology by growing the Annuity business across Americas with unique responsibilities for accelerated business growth.
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
The Americas ATU Lead Corporate role is responsible for accelerating the growth of the annuity business across theAmericas region which includes the following Areas: US, CANADA and LATAM
Work with theATU teams and partners to accelerate the growth of our Cloud Solution Provider (CSP), Enterprise Agreement (EA) and Microsoft Customer Agreement Enterprise (MCA-E) business revenue and to take market share from our competitors.
Collaborate with Global Partner Solutions (GPS) to execute a co-sellmotion at scale with top partners (channel and SI)
Drive joint territory planning on renewals 13 months before the renewal date (T-13) and co-sell with key partners and work with GPS to build a consistent Rhythm of Business (ROB) cadence.
Collaborate effectively with World Wide (WW) SMC and WW Cloud Solution Areas to enable our sellerswithexcellence in execution around our T-13 renewal motion across CSP, EA and MCA-E.
Drive renewal performance excellence by leadingexecution rigor across the teams to drive healthy pipeline, Field Revenue Accountability (FRA)revenue and partner performance and reach 130% In quarter renewal rate (IQRR) with Sales Excellence Lead (SEL); Solution Area Lead (SAL), Strategy Enablement and Operations (SE&O).
Own Joint responsibility for Area Correction of Error plans with ATU leaders
Be the ATU community leader for Americas. Coach Individual Contributor (IC) and managers, oversee with partnership with WW teams the upskilling and leadership evolution of the Account Executive (AE) role (including AI, Industry skillset, business and technical acumen)
Provide sales and technicalexpertise and thought leadership to connect solutions with business impact.
Help influence operating model strategy, planning, operations and landing for the ATU community in partnership with Chief of Staff (CoS) and Chief Operations Officer (COO)
Qualifications
Required/Minimum Qualifications
8+ years of sales and negotiation experience with year-over-year growth
OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 6+ years of sales and negotiation experience or related work or internship experience with year-over-year growth
OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 5+ years of sales and negotiation experience or related work
Additional or Pref erred Qualifications (PQs)
10+ years of software industry sales and negotiation experience with year-over-year growth
OR Bachelor's Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND 8+ years of sales and negotiation experience or related work or internship experience with year-over-year growth
OR Master's Degree in Business Management, Information Technology, Marketing (or equivalent) AND 7+ years of sales and negotiation experience or related work.
6+ years of account executive experience.
3+ year(s) of people management experience.
Ability to drive new sales through innovative methods, partnership events, social selling, and networking
Proficient in sales, partner management, executive communication, and influence.
Experience in complex sales training and methodologies.
Digital Account Management IC5 - The typical base pay range for this role across the U.S. is USD $62.16 - $104.33 per hour. 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 $80.67 - $114.13 per hour.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay
Microsoft will accept applications for the role until January 26, 2025.
Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .