Single Country ATU Lead
The ATU Sales Manager role adds value to Microsoft by delivering a strategically-managed, profitable and growing Account Team Unit business produced through customer relationship- and sales-excellence practices where Microsoft sales teams focus on solving the customers’ strategic business objectives through Microsoft solutions. Success is measured by Quota achievement; expansion of BDM/ITDM relationship depth across the customer environment and the customer
satisfaction therein; Rhythm of the Business Scorecard metrics as defined by FY commitments, individual team members meeting or exceeding targets, by the Sales Manager’s demonstration of strategic & sound business judgment as well as by positive feedback or scores/ratings on Manager Feedback and WHI. The ATU Sales Manager role provides an executive presence and continuity for BDM/ITDM customer relationships at the subsidiary or district level.
Key Accountabilities: -Transformational change of ATU that delivers year-over-year business growth to meet or exceed revenue, market share growth and increase new business targets identified in Annual Territory Planning.
-Develop the Sales Manager’s Team Unit strategy by creating High-performing team through coaching and on-going team development, analyzing customer and internal strategic priorities aligned to external factors (regulatory, industry and competitive) to inform strategy and Customer planning efforts.
-Strong customer and partner executive relationships (CXO, ITDM, BDM) that share with others their commitment to Microsoft.
-Hold the Account teams accountable for execution of Customer Planning by ensuring regular reviews with sellers to coach sales fundamentals which include: Customer Plan, Customer Relationship Mapping, Industry Positioning, Pipeline and Forecast Reviews, win/loss analysis, CPE Survey, etc. Work with Partner Team Unit (PTU) Lead, Partner Sales Manager and Area/Regional Industry Market Development Manager to understand partner ecosystem and relevant industry Solution Areas.
-Lead team through their Customer Planning Process and Quality Reviews by ensuring inputs of cross-group teams: Specialists Team Unit (STU), PTU, Industry Team, Dynamics, Services,, Developer Experience (DX), Marketing & Operations (M&O), Sales Excellence, Business Groups (BGs), LCA, etc. Regular, frequent cadence of coaching and inspecting of Customer Plans for completion AND quality enhancements.
Experiences Required: key experiences, skills and knowledge:
-Strong sales and business background centered on software technologies (Microsoft Software and Devices technology preferred).
-7+ years of industry-related experience.
-3+ years leading sales teams to achieve quota sustainably growth year-over-year.
-Deep understanding of key industry solutions and competitive technologies.
-Extensive experience in working with high-performing sales individuals and software partners is required.
-Strong business planning and instilling business discipline skills, and encourages team members to develop targeted plans. Education: -
B.S. in business administration with exposure to Information Technology (or equivalent) is required; MBA is preferred. Sales
How to Apply
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