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Overview

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

•This is a unique opportunity for a bold, customer oriented, strategic leader to lead a highly visible sales team to successfully partner with cloud natives across the Americas and execute Microsoft cloud deals that drive significant publicity, competitive share, and revenue for Microsoft through the Microsoft Cloud.  This role has the potential to steer the engagement and partnership strategy of Microsoft’s cloud offerings through unique, creative, and competitive pursuits that will challenge and build Microsoft’s next generation cloud growth strategy.

Microsoft’s Software and Digital Platforms (SDP) enterprise organization partners with the most strategic ISV's, software development firms, and digital platform companies in the United States - across B2B and B2C portfolios. This field organization is a reimagining of how Microsoft goes-to-market by enabling our customers to become cloud-scale digital natives themselves through partnership with Microsoft and the resources only Microsoft can bring to the table. The SDP Americas Digital Natives team is looking for a sales leader able to model and coach a team on delivering success through forging new and innovative cloud partnerships with cloud-native giants not utilizing the Microsoft Cloud today. This role will require deep competitive knowledge, collaborative skills, and executive presence across internal Microsoft stakeholders as well as with external customer relationships, acting as an advocate, trusted advisor, and active stakeholder in the business of our customers.

The Manager, Azure Digital Native Specialists role will lead a team that strategically hunts for new business across a select portfolio of Digital Natives in the United States with a goal of increasing cloud spend and cloud market and wallet share for Microsoft.

Responsibilities

Responsibilities:

Recruit, retain, and drive excellence in a team of Azure Digital Native Specialists responsible for the following core functions:

+ **Hunter:** Deep competitive knowledge and able to tell the story of "Why Microsoft" beyond commodity cloud services - able to create differentiated solutions through analysis of existing spend and multi-cloud

+ **Strategic thinker and market expert:** Accountable for identifying growth opportunities, defining strategies, prioritizing sales plays and developing go-to-market execution plans, to ensure Microsoft realizes its full growth potential within the digital native space. This process will integrate and rely on thorough analysis of external and internal data for building a solid portfolio of leads and new relationships within an exclusive customer territory not utilizing the platform extensively today.

+ **Growth & Transformation business leader and Customer Advocate:** Engage with the cloud-natives to accelerate revenue growth, drive business outcomes, while helping customers to digitally transform in their industry. Responsible for supplementing global data with local insights to optimize for customer lifetime value through acquisition, retention and growth strategies

+ **Sales Leader:** Ensure each customer has the most valuable relationship with Microsoft and execute MS vision of empowering enterprise customers, driving business growth and transformation through strategic thinking, sales execution and influence

+ **Deal Maker:** Develop and progress the deal shaping and commercial deal construct that is optimal for both the customer and Microsoft

As the leader of the team:

**Core competencies in the role** **include:** sales and pipeline management, people leadership, customer obsession, creative deal making, resilience, goal orientation, embracing internal and external leadership opportunities, strong business networking ability, public speaking, CxO level presentation and partnering skills, structured thinking, and deep project management.  Other aspects of the role include:

+ Lead Azure Digital Native Specialists to drive the Digital Natives Azure business to overachieve revenue, consumption, and scorecard targets

+ Develops their seller’s Solution Sales and technical skills to sell the business outcomes of the broader Azure platform

+ Drives strong partnership with sales team and other teams engaging in the customer (e.g. partners, services, Customer Success, engineering support, etc.)

+ Maintains the pipeline and the forecast to required operational standards

+ Drives new business opportunities to achieve targets contributing positively to relevant subsidiary scorecard metrics

+ Drives higher levels of operational excellence. Ensures appropriate 4 quarter qualified pipeline in place by workload/solution.

People Management:  

+ Develops a high-performing team by hiring diverse talent, prioritizing development, leading by example and by preparing people for more senior positions in other parts of the organization.

+ Coaches Sellers with a “challenger mentality” by prompting Seller’s to engage early and lead with new insights on how to grow the customers’ business.

+ Successful teams and team members are recognized and rewarded, both within the sales organization and at Corporate levels.

+ Drives cross-team collaboration with Channel Sales Teams, Account Teams, and Specialist Teams

Customer** **centricity** **:   

+ Lead from the front, personally engaging at CxO level to support and coach teams on opportunity discovery and acceleration

+ Lead sellers to drive end-to-end business solutions, increasing customer and partner satisfaction, driving increased consumption and revenue YoY.

+ Lead cross-team to ensure customer commitment to consume to migrate and expand cloud services.

Partner Engagement:   

+ Bring together Microsoft solutions with Partner solutions, fully leverage the synergy effect with our partners, and co-sell with them to make deals bigger and faster.

+ Other: Embody our culture and values

Qualifications

Required Qualifications

+ Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 6+ years experience in technology-related sales or account management OR equivalent experience.

+ 7+ years of technology-related sales or account management experience

+ 5+ years of demonstrated experience in leading teams, programs or projects to drive impact and influence sales.

+ 5+ years' experience in any of the following: complex solution selling, consulting services sales, sales management, corporate strategy, or enterprise technology related sales.

Preferred Qualifications:

+ Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technology-related sales or account management OR equivalent experience.

+ 6+ years solution or services sales experience.

+ 3+ years people management experience.

+ 5+ years of demonstrated experience in leading teams, programs or projects to drive impact and influence sales.

+ Deep understanding of cloud computing, application hosting, social media and software development (level 200+) preferred.

+ Experience in building long-term commercial agreements that deal with ambiguities and dynamic business changes while minimizing risk.

+ Ability to analyze and model financial data.

+ Ability to creatively move difficult deals forward by restructuring the deal and/or finding ‘win-win’ scenarios and ensuring competitive advantage.

+ Ability to coordinate with external partners and internal teams, both on the business and technical sides to deliver on strategy.

+ Accuracy in providing senior executives with required information, which ensure project visibility and risk mitigation.

+ Deep understanding on how to create a new business offering from scratch via different forms of partnerships, and strategic investments while keeping a laser focus on revenue, profitability, and market share growth.

+ Translating strategy into action and a clear passion for closing deals.

+ Ability to ramp up quickly and understand thoroughly the economics, dynamics and intricacy of the cloud business, knowing what levers to pull and when to pull them to influence change, and continually monitoring ongoing trends to anticipate change and proactively lead a timely response.

+ Assessing markets and trends to determine opportunities for Microsoft that provide opportunities for customers/partners to leverage the Microsoft Azure platform.

+ Applying innovative thinking to develop or refine product or services approaches, business models, or marketing strategies to proactively and strategically respond to opportunities.

+ Seeing the big picture, develop models, learn from experience, and see the system impact on the business ecosystem (of actions, decisions). Stay focused on situations, problems, or technology as they relate to the marketplace and customers.

+ Demonstrating a deep understanding of what is critical to the business in making appropriate decisions that directly affect Microsoft product lines or portfolios, solutions, or services.

+ Focusing on the essential issues in complex technical and business problems to make appropriate decisions.

+ Understanding the industry, business, and/or technology trends and competitor strategies to make effective decisions and compromises.

+ Applying breakthrough thinking to shift from a box product to services paradigm.

+ Ability to quickly ramp up in new technical areas and gain credibility with engineering stakeholders

+ Ability to influence senior technical and business audiences internally and externally to arrive at deal terms that fully address the objectives of both.

+ Ability to collaborate across functional teams to drive the right business & technical outcomes.

+ Domestic and International travel may be required

Other Requirements

Microsoft is unable to sponsor a work visa for this role due to the nature of the role’s job duties.

Solution Area Specialists M5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 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 $170,300 - $239,800 per year.

Microsoft will accept applications for the role until October 21, 2025.

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

\#MCAPSA

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) .