Snr Director : Solution Specialists EMEA
Microsoft
The Commercial Device & Solution Sales (CDSS) organization, is part of the Windows Device Sales organization, represents the one commercial devices sales team that will focus on driving Windows success across all commercial segments, with our Surface and OEM device portfolio in partnership with our key channel partners.We have seen significant success with the Windows 10 End of Support push to drive refresh and security. That opportunity continues and we are in full swing to land our new sales value proposition around Agentic AI, on device AI with Copilot+ PCs, resiliency, hybrid computing with Windows 365 and more.
It’s an exciting time to be working on the CDSS business – and our mission is to lead the sale and establish the commercial value proposition of Windows, drive success for the Surface and partner devices business, and grow platform adoption, units and share. CDSS is the One commercial Device sales team that will drive focus, depth in our sales motions and alignment to top channel partners. It will mean we can look across the Windows business today, and drive an integrated go to market to achieve the metrics that matter the most. And I it means that we’ll accelerate pace and be ready to take on what’s “next” in the commercial space, as our engineering teams continue to innovate.Our teams will continue to have clear business rules and processes to ensure partner and Surface confidential information is respected – our goal is to grow the commercial Windows business all up, win share and help customers get the maximum ROI from their Windows estate.
The Surface Commercial Specialist Sales team (SSP) is part of the CDSS team, focusing on Surface devices sales with Enterprise and Mid Market customers. The Surface Solution Specialist EMEA leader, is an M2 people manager role, meaning Manager of Managers, reports to EMEA CDSS General Manager, and be part of EMEA CDSS LT.
Responsibilities
Customer Engagement Partnership
Acts as a prominent customer and partner advocate within the subsidiary/area, providing feedback and guidanceSales Operations and Pipeline Management to solution area leaders to shape strategy and drive continuous improvement to capture market opportunities and establish trust. Champions the prioritization of customer success and advocates for customized strategies that deliver on their specific needs and objectives. Promotes early involvement of strategic partners in the sales cycle to accelerate customer adoption and value realization at scale. Contributes to multiple rhythms of business (RoB) within the enterprise and incorporates both external (e.g., customer) and internal (e.g., sellers, internal teams) perspectives. Provides insights and feedback to internal teams to enhance go-to-market (GTM) strategies. Coaches and mentors teams on simplifying and aligning sales plays to meet market and customer needs.
Proactively identifies and aligns solution scenarios with customer and partner organizations, ensuring that Microsoft's offerings integrate with and add value to their business operations. Serves as a trusted advisor for customers and partners, leveraging insights to drive success in the marketplace. Leads high-level conversations with customers that underscore the strategic partnership between Microsoft, partners, and customers’ business objectives, fostering long-term business relationships. Ensures access to customer support resources through Unified Support, accelerating business value realization and transformation
People Management
Managers deliver success through empowerment and accountability by modeling, coaching, and caring. Model: Live our culture. Embody our values. Practice our leadership principles. Coach: Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn. Care: Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others
Sales Operations and Pipeline Management
Works with EMEA CDSS team, MCAP team and Partners Selling teams or organization leaders to ensure an accurate Surface Commercial forecast through pipeline management and a deal-based forecast in each of the core solution areas. Ensures management of the sales pipeline and opportunities by reviewing overall pipeline progress to identify stalled deals and areas requiring assistance. Ensures active opportunity management, addressing potential roadblocks and driving the attainment of sales targets and business objectives. Develops and implements sales strategy to maximize return on investments (ROI) and optimizes resources that drives impact across the solution area with operational vigor.
Coaches teams to leverage technology (e.g. Surface, Windows Agentic OS, Edge Value prop and Hybrid AI) to drive business growth across solution areas and ensures the use of artificial intelligence (AI)-powered Devices and forecasting tools to enhance precision. Develops teams to drive new revenue and business expansion across the subsidiary and ensures sales execution efforts capture market-specific opportunities and align with AI-enhanced sales methodologies and best practices. Executes the overarching enterprise sales strategy, translating the corporate blueprint into actionable plans within the local market context to drive revenue and business growth. Strategically allocates and manages organizational resources to cultivate a robust sales pipeline to seize market share and outperform competitors in key growth areas. Strategically identifies opportunities for customers to leverage technology, guiding them towards solutions that transform their business operations and drive growth.
Drives cross-organizational collaboration to achieve operational excellence and execution of the business strategy. Strategically simplifies complexity across solution areas and translates comprehensive go-to-market (GTM) strategies for cross-solution plays that drive business outcomes.
Sales Strategy and Execution
Oversees and aligns multiple teams with the organization's strategic vision and customer success objectives, ensuring adherence to sales frameworks and guidelines. Leads strategic initiatives across teams that foster innovation and agility through artificial intelligence (AI) and AI Windows Devices-Surface adoption and tailored, cutting-edge solutions that create a significant and lasting impact on the local market. Drives the integration of security principles in all customer engagements to uphold trust and compliance, influencing the integration of these principles across the solution area. Drives innovation and strategic problem-solving across multiple teams to establish a competitive edge in the technical sales landscape.
Develops and empowers teams to lead Edge to Cloud artificial intelligence (AI) for Windows Platform, and cloud-driven Windows modernization initiatives for customers Leads teams to innovate and excel in achieving market impact with cutting-edge and innovative solutions. Fosters innovation and agility through AI and cloud adoption, aligning Devices solutions to customer priorities and business outcomes.
Builds, lands, executes, and maintains strategic sales plans for each solution area that respond to customer demands, industry needs, local regulations, and market trends to drive Surface business growth
Qualifications
Proven experience, including senior sales leadership roles, managing high-performance sales and/or technical-sales teams, coaching solution sales and account development strategies, and/or leadership roles in multi-tiered large organizations
Strong and proven senior technical sales leadership experience in devices and/or cloud-based services growth.
Strong and proven Leadership in a scale business, including experience of channel leverage & leadership.
Strong and proven people management experience, including managing high performance sales and technical-specialist teams, coaching solution specialist and account development strategies, and/or leadership roles in multi-tiered large organizations.
Manager of managers experience.
Hands-on experience working with enterprise AI, Cloud and Security solutions and programs, especially Microsoft’s Modern Work solutions.Deep familiarity with partnership business models and Global Systems Integrators (GSI) go to market.
Proven leadership in large, complex organizations.
Excellent communication and collaboration skills
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.