The Account Team Unit Sales Manager

Lead an Account Executive sales organization for Corporate accounts, drive digital transformation outcomes, and own forecast and renewal execution for Microsoft in Dallas.

Responsibilities

• Build, motivate, and mentor a high-functioning Account Executive team across different disciplines to lead and drive digital transformations for Corporate accounts.
• Drive sales execution through storytelling strategies and the creation or identification of opportunities.
• Engage Corporate customers and partners, including CXO-level stakeholders, to address key business priorities and guide customers in developing adoption roadmaps.
• Coach managers and teams to run value-added conversations grounded in customer industry knowledge and business priorities.
• Translate digital transformation drivers across Microsoft Solution Areas (cloud and data infrastructure, modern work, business apps) and coach specialists to hold meaningful customer conversations.
• Manage the development and delivery of value-proposition presentations and specialized business plans.
• Direct teams on orchestrating resources between sales and specialized roles to support deal execution.
• Ensure strong discipline in territory management, pipeline management, and related business processes.
• Maintain forecast accountability for expected sales revenue and represent the full business picture to management.
• Own customer understanding across the portfolio, including strategies and priorities; coach teams to anticipate needs and educate customers on positioning Microsoft products and services to increase budget.
• Set and maintain high standards for customer relationships; act as escalation point for customer issues; serve as executive sponsor; function as trusted advisor to customers and partners.
• Coach teams to expand engagement into new accounts by identifying contacts and building pathways to digital transformation.
• Advocate for the customer (voice of the customer) internally and ensure customer insights are gathered with a feedback loop to stakeholder groups.
• Ensure due diligence is completed to understand customer priorities and strategies, and plan programs appropriately.
• Coordinate with colleagues across teams to support programs and processes, and ensure research and customer engagement leverage digital tools and technology.
• Build and coach partner relationships to drive scale and revenue; influence partners to consider different solution needs.
• Engage with C-Suite executives and coach teams to leverage broader Microsoft organization resources to better understand customers.
• Drive active listening and a challenger mindset; understand market conditions (country, vertical, laws, political environment) to inform engagement.
• Manage relationships across customers, partners, and internal/external stakeholders with clear accountability for roles and responsibilities.
• Coach sellers on opportunity reviews with attention to stakeholder impact (influence and budget).
• Set standards for customer satisfaction metrics (e.g., timeliness and quality of contact) and incorporate feedback from internal and customer teams into future engagements.
• Identify trends causing customer dissatisfaction and drive systematic improvements; celebrate wins and share learnings and simplification ideas to mitigate recurring issues.
• Drive resolution of customer issues with internal teams and reinforce engagement by reaching out to customers when issues arise.
• Define strategies, objectives, and a rhythm of business for territory and account planning, articulating standards and priorities; validate plans and coach teams to achieve or exceed targets.
• Lead renewal prioritization and management, creatively addressing renewal options with internal partners and customers to maximize outcomes and renewal likelihood.
• Drive consumption leading up to renewal and ensure teams focus on activities that support adoption and usage over time.
• Drive customers toward cloud solutions and coordinate resources across teams to execute territory plans.
• Validate compliance requirements and verify T-process adherence, addressing process gaps.
• Coordinate with licensing solution provider partners and lead rhythm of business to create accountability for outcomes and renewals.
• Seek new scenarios requiring orchestration and collaboration; triage gaps and identify where new internal or external relationships are needed.
• Clarify co-selling with partners, ensure the voice of the team is heard so the right partners are available, and coach managers/teams on leveraging organizational resources.
• Ensure teams have AI and cloud conversations and align deal execution accordingly.
• Run win-loss reviews with the team to identify improvements and engage additional resources proactively for complex deals.
• Conduct reviews to remove blockers and help teams leverage appropriate resources; ensure future-focused pipeline coverage and strategic opportunity thinking.
• Drive growth targets and on-time renewals; represent deal-making and licensing capabilities for more complex opportunities.
• Direct and execute talent acquisition, recruiting, succession planning, and change management; guide the team through hard conversations and employment law considerations, and support diversity and inclusion initiatives.
• Provide guidance on motivating and coaching behavioral changes.

Requirements

• Bachelor’s Degree in Business Management, Information Technology, Marketing (or equivalent) or related field AND one of the following:
  • 6+ years sales and negotiation experience or related work experience
  • 8+ years sales and negotiation experience or related work experience
  • Or equivalent experience
• 2+ years people management experience

Digital Account Management M5

• Typical U.S. base pay range: USD $129,300 - $220,400 per year.
• Base pay range for specific locations (San Francisco Bay area and New York City metropolitan area): USD $167,800 - $239,800 per year.
• Certain roles may be eligible for benefits and other compensation.

Location: Dallas, TX (onsite)

Salary: USD 129,300 - 239,800 per yearly

Minimum experience: 6 years

Education: Bachelor’s Degree in Business Management, Information Technology, Marketing (or equivalent) or related field