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Job Description
The Digital Sales Specialist Manager is a proven sales leader, purposeful planner, people leader, sales challenger, market maker and a social seller:
Sales Leader:
- Disciplined in business-management; adaptable to a culture of accountability; meets sales targets and operational standards.
- The Digital Sales Specialist Manager is consistent and predictable in managing the Solution-led businesses.
Purposeful Planner:
- Builds a purposeful sales plan with a bold ambition to identify and capitalize on transformational shifts in the market.
- Ensure appropriate 4 quarter qualified pipeline in place by workload/solution area: Solution sellers directly leading 50%+ of the cloud and SQL opportunities, with 50%+ partner attach rate to qualified opptys.
People Leader:
- Develops a high-performing team by hiring diverse talent, prioritizing development, leading by example and preparing people for more senior positions in other parts of the organization.
- Successful teams and team members are recognized and rewarded, both within the Solution Sellers and at the subsidiary, regional or Corporate levels.
Sales Challenger:
- Coaches Seller’s with a “challenger mentality” by prompting Seller’s to engage early and lead with new insights on how to grow the customers’ business.
Market Maker:
- Transforms markets with solutions that change the game by co-selling with partners that make deals bigger and faster, and change the risk profile.
- Lead from the front, personally engaging at CxO level to support and coach teams on opportunity discovery and acceleration; Lead Solution sellers to drive end-to-end business solutions (drive solution area thinking and behaviors), increasing customer and partner satisfaction and average deal sizes YoY.
Social Seller:
- Builds a strong and active business network that stretches and influences far beyond themselves.
- Business transformation: Lead STU sellers and technical-sellers to drive cloud businesses growth at or above targets, and lead cross-team to ensure consumption of cloud services sold.
- 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.
Job Requirements
- 5-10 years of related senior sales experience in the advances BDM workloads and BS/BA degree is required. MBA preferred.
- Sales, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Holden, Krauthammer, etc.)
- Industry certifications including but not limited to: PMI, Selling, local technology associations, etc. a plus.
- 8+ years of related experience: Senior sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies
- Experience driving organizational transformations while delivering on short-term results;
- Strategic planner with track record driving results faster than competition in new markets/solution areas (preferred: cloud services growth and consumption)
- Solid interpersonal skills, coaching skills, cross-group collaboration and proven ability to influence across organizational boundaries
- Talent attractor: Proven history attracting and developing new leaders
- Meaningful non-Microsoft prior sales leader experience at IT Consulting and services or cloud services company.
- Success-driven, works well in a diverse team and enjoy a dynamic and changing environment
- Bachelor's Degree or equivalent work experience required
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