Asia Digital Enterprise Sales Leader

Job description

**Overview** The Asia Digital Enterprise Sales (DES) organization focuses on Major Growth customers across the region. This leadership role directs the strategic alignment of three solution area teams with the organization’s overarching vision and customer success objectives, while ensuring alignment with sales frameworks and guidelines. The role assesses evolving dynamics and market opportunities across solution areas and orchestrates the organization’s response to support continued business growth and differentiation. The role oversees and inspires teams driving end-to-end artificial intelligence (AI) and cloud transformation for customers, helping transform their business capabilities and outcomes. Working closely with Area and organizational leadership, this role drives pipeline management and deal-based forecasting across the core solution areas to strengthen forecast accuracy and business execution. It also champions cross-organizational collaboration and empowers teams to leverage technology, including AI-powered analytics and forecasting tools, to develop and execute strategies that drive growth, differentiation, and operational excellence. At the executive level, this role orchestrates the alignment of solution scenarios with key stakeholders, ensuring Microsoft’s offerings integrate with and add value to customers’ business operations. It champions customer and partner perspectives to inform the evolution of solutions, strengthen market agility, and build trust. This role also has people management responsibilities, including supporting employee growth and development, driving project execution, and managing performance. **Responsibilities** ## 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 talent. Know each individual’s capabilities and aspirations. Invest in the growth of others. ## Sales Excellence - Guides their team in whitespace analysis and supports the team to identify potential business in the assigned territory; develops and aligns the analysis approach across the organization; acts as a thought leader and validates opinions and perspectives from business analysis. - Builds and transforms new markets by leveraging technical and industry expertise, partners, and resources; leads a team to explore business and emerging opportunities to optimize the portfolio and facilitate customer innovation. - Completes required training and obtains relevant product and role certifications aligned to the role and workload/industry; mentors/coaches the team on growing knowledge on sales or products and ensures the team complete training and obtain certifications as required. - Participates in regular strategic planning for their assigned territory; review plans via rhythm-of-business (ROB) meetings and aligns the plans of their team across departments; guides team to align their approach with sales excellence team; engages with external executives to bring a more strategic perspective into the planning portion of account planning. - Lays out customer satisfaction long-term strategies; proactively promotes development of deep and influential relationships with client contacts; guides their team on ensuring customer/partner satisfaction and facilitates the resolution of sales/delivery issues for strategic accounts; establishes standards for customer/partner experiences. - Oversees the end-to-end business across geographical regions; ensures their team meet sales targets and operational standards and maintains the health of metrics within the assigned territory; interacts with Corporate leadership and executive-level stakeholders to get support for their team and the geographical regions. ## Sales Execution - Guides their team on communicating with customers to understand their business needs or facilitates customer interactions to assess customer needs; provides direction/guidance on the development of solutions across regions; helps the team create vision for the customers and develop plans to drive sales. - Brings impactful industry insights into customer engagements and closes deals with customers and coaches and influences others internally on how to do this; influences Microsoft's strategic direction across various markets; acts as a thought leader in digital transformation across solution areas to advise customers; leads a virtual cross-organizational team to drive strategic projects and high-impact solution sales deployments that enable digital transformation and deliver business value; may lead partner integration into account/territory planning and customer engagements. - Leads a team to support the account teams and drive conversations with strategic/high-potential customers; facilitates stakeholders (e.g., account-aligned team unit) to build pipeline across territories; sets effective practices on social selling and guides others on how to do this, and drives consistency across domains/regions; applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed, and educate the customers on how to effectively address their needs. - Leads their team to develop strategies for driving and closing strategic (highly complex, high-value) opportunities; drives the implementation of strategies and the collaboration with the account team to ensure alignment; leads their team on ways to implement and share close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure. - Coaches their team and/or other teams (e.g., account team units [ATUs]) on identifying and engaging decision makers and stakeholders to expand the relationship with customers/partners; engages C-Suite decision makers for strategic customers to support teams on opportunity discovery and acceleration; represents their team internally at Microsoft as they engages other internal stakeholders. - Coaches their team to collaborate with partners and other internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]); leads with technical and industry insights on how to grow the strategic customer business, as well as anticipate and remove blockers to consumption across business functions. ## Scaling and Collaboration - Guides their team to build a network of partners to cross-sell, up-sell, and co-sell; leads the team to identify new partners, evaluate partner capabilities, and sponsors on-boarding of new partners; coaches the development of partner strategies and consumption plans, and ensures execution; leverages global resources to help connect the partner ecosystems to form new market opportunities. - Guides their team to apply the orchestration model; establishes approach and practices to promote communication and collaboration across functions; contributes to the development of the orchestration model and drives consistency across territories. ## Technical Expertise - Supports their team on participating in Microsoft events; contributes to setting up the events and promoting effective practice sharing across subsidiaries. - Coaches their team on business and market knowledge; develops strategies to position Microsoft products, solutions, and/or services against competitors; initiates discussions to share industry trends and insights across the organization. **Qualifications** ### Required/minimum qualifications Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 8+ years of technology-related sales or account management experience OR 11+ years of technology-related sales or account management experience. ### Additional or preferred qualifications - Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 10+ years of technology-related sales or account management experience OR Bachelor's Degree in Information Technology, or related field AND 12+ years of technology-related sales or account management experience OR 15+ years of technology-related sales or account management experience. - 10+ years of services sales or account management experience. - 7+ years of people management experience. 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.**](https://careers.microsoft.com/v2/global/en/accessibility.html)