Modern Work

3 months ago

Dubai, United Arab Emirates Microsoft Full time

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

The Small, Medium, and Corporate team helps businesses achieve their digital transformation and business goals by helping customers with Microsoft solutions and partners. Located in either a Digital Sales center, or a local subsidiary, you will help our managed and scale customers across industries, company sizes and territories to identify their needs and opportunities using the latest in digital selling technology including big data and analytics.

One of the fastest growing customer segments in the industry, you will help customers realize value from the Microsoft Cloud across customer solution areas like Modern Work, Security, Copilot, Business Applications, Infrastructure, Data and AI, and Application Innovation.

This Solution Area Sales Leader (SAL) is accountable for driving the sales execution of CEMA SMC-C Modern Work (including Copilot) strategy and priorities across the CEMA organization in close collaboration with Area Modern Work sales teams for ensuring a consistent and high productivity sales execution across all areas and subsidiaries.

You will also own and run Modern Work and Copilot Solution Area Billed Revenue and related sales KPIs including Partner share metrics. This role leads CEMA SMC-C contribution to WW targets & innovation.

You will:

- Guide teams to leverage storytelling strategies and create and/or identify opportunities to drive sales.
- Coach a group of managers and their teams to engage with Corporate customers to address their key business priorities, help customers develop a roadmap to drive adoption and usage of Modern Work and Copilot.
- Leverage a strong understanding of customers' industries and business priorities to coach the Specialist Sales Managers (SSMs) and teams to engage through value-added conversations.
- Coach the teams on the development and the delivery of value-proposition presentations and specialized business plans.

Proactively cultivate trusting and influential relationships with customers, especially at the CXO level. This opportunity will allow you to accelerate your career growth, honing your solution sales and collaboration skills, and deepening your cloud expertise.

**Responsibilities**:

- Represent and lead your segment of the business within the CEMA region, ensuring strategic alignment with broader organisational objectives.
- Lead weekly IARs (Integrated Account Reviews) and contribute to monthly and quarterly business reviews with area leadership teams and WW MCAPS and SMC Leadership Team.
- Collaborate with area leadership to comprehensively manage the CEMA SMC-C Modern Work and Copilot business, ensuring cohesive regional execution.
- Drive SMC-C Solution plays in coordination with STU leaders, SSMs, and customer priorities, ensuring alignment with industry needs and an effective scaling strategy for AE, Specialists, and Technical teams, leveraging partners across all five MCEM stages.
- Promote adoption of sales strategies, campaigns, and resources, and facilitate best practices to advance and maximise engagement.
- Own the Modern Work and Copilot Solution Area's billed revenue and associated KPIs, including metrics on Partner contribution, leading the CEMA SMC-C towards achieving global targets and driving innovation.
- Provide market expertise, coaching on customer and partner relationships, and facilitate growth in digital transformation through effective orchestration and collaboration.

**Qualifications**:

- Bachelor's degree in Business Administration, Computer Science, Industrial Engineering, Business Management, Economics, or related field AND related experience, including senior sales leadership roles, managing high performance sales or technical-sales teams, coaching solution sales and account/territory development strategies, and/or leadership roles in multi-tiered large organizations.
- Proven sales and technical skills of Microsoft Modern Work and Copilot Solutions.
- Proven experience in managing business priorities and performance across multiple areas and organizations.

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