Customer Engagement & Deal Execution

• Lead the sales team responsible for driving Cloud & AI revenue across Public Sector accounts, ensuring disciplined execution of the end‑to‑end sales cycle (prospection → qualification → deal shaping → closing).
• Ensure teams adhere to Microsoft sales methodologies (including AI‑enhanced sales frameworks) to qualify opportunities, accelerate deal velocity and improve win rates.
• Orchestrate complex deal cycles involving public procurement, multi‑stakeholder governance, and compliance constraints typical of the French Public Sector.
• Coach sellers on how to engage, influence and secure executive alignment with C‑level decision makers (CEO, CIO, CTO/CDO, Business Line Leaders) to land Microsoft Cloud value propositions.
• Drive competitive positioning, ensuring the team can clearly articulate differentiators against hyperscalers and specialized competitors.

Sales Leadership & People Management

• Model: Embody Microsoft leadership principles, customer obsession, integrity, and inclusiveness.
• Coach: Set clear revenue targets and performance expectations, support deal strategy, help sellers adapt, learn and improve continuously.
• Care: Attract, develop, and retain great sales talent; understand individual motivations; and support team members’ career growth.

• Build a strong, high‑performing sales culture: discipline in forecasting, usage of tools (MSX, CRM), robust pipeline management.
• Establish a consistent coaching rhythm (1:1s, forecast reviews, opportunity strategy sessions, joint customer engagements).
• Help sellers strengthen their executive communication skills—ensuring compelling, outcome‑focused conversations with Public Sector leaders.

Sales Strategy & Pipeline Management

• Own Cloud & AI revenue results for the Public Sector territory: pipeline health, forecasting accuracy, bookings, consumption growth, and renewal performance.
• Guide teams in building and maintaining high-quality pipelines with sufficient coverage, leveraging data (propensity, consumption trends, renewal risk, competitive signals) to prioritize and optimize effort.
• Lead regular pipeline and forecast reviews with internal stakeholders, ensuring data‑driven decision making and early risk identification.
• Ensure disciplined execution of sales plays aligned with Microsoft’s Cloud & AI priorities (modernization, data & AI, digital sovereignty, cybersecurity, app innovation, etc.).
• Drive whitespace analysis and identify new growth vectors across French Public Sector segments (ministries, agencies, collectivités, healthcare institutions, education networks, etc.).

Account Strategy & Cross‑Team Collaboration

• Partner closely with Account Executives (AEs) to strengthen account strategies and ensure Cloud & AI sales motions are fully embedded in Public Sector account plans.
• Collaborate with Customer Success, Marketing, Partner teams and industry specialists to maximize impact, support strategic engagements, and ensure value realization for customers.
• Foster strong collaboration with the partner ecosystem (GSIs, local integrators, software vendors, start‑ups) to drive differentiated, customer‑aligned solutions.
• Ensure storytelling, customer references, and ecosystem success stories are captured and shared to fuel future wins.

• Bachelor’s or Master’s degree in Business, Economics, Management, Engineering, or any relevant field — OR equivalent practical experience.
• 10+ years of experience in complex enterprise sales, ideally in cloud, software, digital transformation, or technology markets.
• 8+ years leading sales teams, including field sellers and/or virtual teams in competitive, high‑stakes environments.
• Demonstrated experience selling to Public Sector or regulated industries, with strong understanding of procurement cycles, governance, and compliance requirements.
• Proven ability to manage large opportunities and multi‑million‑euro deal cycles involving multiple stakeholders.
• Strong executive presence and communication skills; ability to simplify complex value propositions and engage Public Sector leadership.
• Data‑driven mindset applied to forecasting, pipeline analysis, and revenue planning.
• Fluency in French and English.