Qualifications

Required Qualifications (RQs)

• 9+ years technology-related sales or account management experience
  
• OR Bachelor’s Degree in Computer Science, Information Technology, Business Administration, or related field AND 8+ years of technology-related sales or account management experience.
  

Preferred Qualifications (PQs)

• 12+ years technology-related sales or account management experience
  
• OR Bachelor’s Degree in Information Technology, or related field AND 10+ years technology-related sales or account management experience
  
• OR Master’s Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 8+ years technology-related sales or account management experience.
  
• 10+ years services sales or account management experience.
  
• 5+ years people management experience.
  
• 2+ years manager of managers experience.
  

Responsibilities

• Lead strategic customer engagement: Guide cross-functional teams in executive-level conversations with high-value customers to understand business priorities, shape transformation agendas, deepen relationships, and identify, qualify, and accelerate strategic sales opportunities.
  
• Define and execute regional sales strategy: Establish the overarching strategy for assigned markets, including whitespace analysis, account prioritization, opportunity development, territory planning, and competitive positioning for Microsoft Business Applications, AI, and cloud solutions.
  
• Uncover market opportunities and drive predictive planning: Leverage AI-driven market intelligence, trend analysis, customer insights, competitive signals, propensity data, renewal data, consumption data, and usage analytics to identify emerging needs, market gaps, and future demand across the territory.
  
• Accelerate AI and cloud transformation: Direct teams across regions in the innovation, positioning, and deployment of AI- and cloud-enabled solutions that advance customer transformation, integrate Microsoft Business Applications and AI capabilities, and deliver measurable business outcomes.
  
• Own pipeline discipline, forecast accuracy, and deal execution: Empower teams to conduct comprehensive sales pipeline reviews with internal executive stakeholders, strengthen pipeline hygiene, improve forecasting precision, support complex deal structuring, mitigate risks, and consistently exceed sales and consumption targets through AI-powered analytics and forecasting tools.
  
• Embed security, trust, customer success, and partner scale: Oversee customer-specific sales strategies aligned to security priorities and customer success plans, demonstrate Microsoft’s commitment to secure and responsible AI-powered transformation, and activate partner ecosystems to drive co-selling, partner attach, adoption, value realization, and long-term customer partnerships.
  
• Lead, coach, and develop high-performing teams: Attract, develop, and retain strong talent; model Microsoft’s culture and values; coach employees for growth; manage performance; build an inclusive and accountable team culture; and enable Specialists and Solution Engineers to operate as trusted advisors who translate customer priorities into business application solutions that drive Microsoft revenue growth.