Cloud and AI Sales Manager - SME&C

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At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.

The Cloud and AI Sales Manager leads a team of Azure Digital Sales Specialists to unlock customer potential and drive Azure cloud growth. In this exciting role, you will lead a team that inspires customers through cloud thought leadership and impactful industry insights, closes deals that drives consumption and accelerates customer business outcomes. You will be responsible for coaching a high performing team on interfacing with customer executive stakeholders to build their network, engage with partners to help co-sell in customers and help your teams grow in role . You will lead with partner first, customer always and ensure people are at the centre. This role requires you to bring technical intensity and industry insights to help customers realise the value of cloud, AI, unified data and security. As part of the Small, Medium Enterprises and Channel team, it’s essential that you maximise the use of scale selling strategies and partner engagement to accelerate growth in our customers.

Minimum required qualifications

• Bachelor’s degree in a relevant field and 7+ years of technology-related sales/account management experience, or 9+ years without a degree.
• Preferred: Master’s degree (e.g., MBA) and 8+ years of experience, or 10+ years with a Bachelor’s, or 11+ years total experience.
• At least 6 years of solution/services sales experience.
• At least 3 years of people management experience.

• Team Leadership & People Management
  • Empower, coach, and support team members to achieve objectives and grow professionally.
  • Attract, develop, and retain top talent, understanding each individual’s strengths and aspirations.
  • Deliver success through empowerment and accountability by modelling, coaching, and caring
  • Mentor the team on growing strengths related to sales execution and knowledge of products and services to help with solution selling.
• Sales Strategy & Execution
  • Develop and implement sales strategies to drive and close opportunities and large pursuits.
  • Guide the team in strategic planning, account management, and aligning with sales excellence standards.
  • Engage with C-suite and senior stakeholders across customers to align territory plans and sales strategies to customer and industry priorities.
• Customer Engagement
  • Build deep, influential relationships with executives across customers and partners.
  • Ensure high customer satisfaction and resolve sales or delivery issues for strategic accounts.
  • Bring industry and technical insights to customer engagements, helping customers realise business value from Microsoft solutions.
• Collaboration & Partner Ecosystem
  • Foster collaboration across internal teams and with partners to drive solution adoption and business growth.
  • Identify, onboard, and execute key opportunities, contributing to partner strategy and execution.
  • Guide your team to build a network of partners to cross-sell, up-sell, and co-sell
• Business Management
  • Oversee business performance across ANZ, ensuring sales targets and operational standards are exceeded.
  • Perform whitespace analysis to identify new business opportunities and validate business insights.
  • Lead Rhythm of Business activities to ensure operational excellence in your team, driving pipeline growth and sales execution.
  • Remain knowledgeable of threats in the market to ensure our strategy stays ahead of our competition.
• Technical & Market Expertise
  • Stay current with required training and certifications to be able to remain relevant with customers and partners, and to be able to best support your team.
  • Guide the team in positioning Microsoft solutions against competitors and supporting event participation.