Senior Sales Specialist Leader (Modern Work)

Job Description

At Microsoft, we envision a transformative future of work driven by AI and autonomous agents. We believe in the necessity of a new operating model that redefines how organisations collaborate and achieve their goals.

With Microsoft’s generative AI solutions already empowering 60 percent of the Fortune 500 to enhance productivity, we are leading the charge in introducing agentic capabilities enabling the revolution of the way we work and driving unparalleled success for our customers. Join us to lead our Modern Work Specialist team in the UK and be at the forefront of this revolution.

The UK Solutions team (part of Microsoft’s global Commercial Solution Area (CSA) organisation) sets the sales strategy and leads technical sales for Microsoft’s solution areas into our Enterprise customers. We work closely with other Microsoft teams and partners, especially Customer Success and Marketing to ensure those solutions meet our customers’ needs.

The Modern Work Specialist Leader is a senior leader within this organisation and leads, develops and manages a large team of high performing senior managers, Sales Specialists and Technical Specialists to drive solution opportunity revenue and market share. This role is a key leader in our overall Modern Work, including Copilot for M365, sales strategy, working closely with Corporate and Engineering teams as well as peers across the UK Solutions Leadership Team

Preferred candidates will carry both technical and business acumen to act as an external influencer and thought leader and engage with senior technical and business decision makers at an executive level.

Microsoft’s mission is to empower every person and every organisation on the planet to achieve more. As employees, we come together with a growth mindset, innovate to empower others, and collaborate to realise 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

• People Management: As the leader of a large Modern Work team, you will deliver success through empowerment and accountability by modeling, coaching, and caring with the managers and individual contributors in the team. You will develop a high-performance culture by hiring diverse talent, prioritising development and leading by example.

• Sales Execution: You will lead teams through orchestrating in a virtual team and bring impactful insights to customer engagements to accelerate and close opportunities, drive a robust deployment, and remove blockers to consumption. You will create and execute sales strategies, lead strategic projects and develop team strategies for driving and closing opportunities and guide your team on communicating with customers to understand their business needs or facilitate customer interactions.

• Scaling and Collaboration: You will coach your team in leading sales orchestration to proactively drive deal closure by identifying and aligning internal stakeholders as well as leveraging and expanding relationships with partners. You will work with key partners to help scale engagements, leveraging their skills and propositions to make deals bigger and faster.

• Technical Expertise: You will coach your team to lead BDM and TDM conversations, have an expertise in negotiations share best practices and key competitor knowledge across solution areas acting as a subject matter expert to inform decisions on pursuit or withdrawal.​

• Sales Excellence: You will lay out long-term customer satisfaction strategies, guide team in whitespace analysis, and participate in regular strategic planning for assigned territory, review plans via ROB meetings, and align plans of team across departments. You will ensure team meet sales targets and operational standards and maintain the health of metrics within the assigned territory while mentoring/coaching team on growing knowledge on sales or products and ensuring team completes training and obtains certifications as required. You will represent your business to the broader organisation and share your strategy for successful execution with all relevant stakeholders.

• Strategic Thinking: You will think strategically about the future of the business, building and executing against a plan which will include strategic goals and objectives, market analysis, financial projections, risks, performance metrics and a regular review process.

Qualifications

Several years people management experience. Bachelor's Degree in Computer Science, Engineering, Information Technology, Business Administration, Analytics, Data Science, or related field AND years technology-related sales or account management experience OR years technology-related sales or account management.

Sales Account Planning and Management: Many years of experience in leading and negotiating multi-million-dollar cloud deals requiring orchestration of large, dispersed, virtual teams composed of industry, solution, technical, licensing & legal team members.

People Management: Several years demonstrated Sales Team Management experience in Enterprise sales with demonstrated people leader experience able to coach and inspire a diverse team of Sales and Pre-Sales Professionals.

Executive Presence: Excels at developing strong relationships and leadership connections to understand customer needs.

Partners: Understanding of partner ecosystems and the ability to leverage partner solutions to solve customer needs

Competitive Landscape: Knowledge of competitive markets for our Modern Work solutions including Google.

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.