DPS IoT Sales Leader - EMEA TZ

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Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

Opportunities in DPS are expansive because we span the entire product lifecycle -- from incubation, prototyping, and portfolio planning to the design-in, sell-in, and sell-through motions that help our partners engage consumers, students, and businesses worldwide. As a member of our team, you’ll be part of growing a multi-billion-dollar business and helping to identify new areas of innovation. You will also join a people-first culture with values that support a growth mindset, diversity, and inclusion. If that appeals to you, it’s an exciting time to be here in DPS. 

The DPS Internet of Things (IoT) Sales Team is sitting at the intersect of the Intelligent Edge and Intelligent Cloud, enabling Microsoft Partners to leverage all of Microsoft’s assets and platforms in the transformation of their businesses and industries through Intelligent Edge-to-Cloud solutions. We are the Intelligent Edge specialist team, driving scale impact through partner enablement, across System Integrators, ISVs, OEMs, and Solution Aggregators and more. From Windows IoT, Azure Sphere, Mixed Reality to Azure IoT, we drive partner success from inception, through solution creation to solution co-sell

The Regional Sales Leader is front and center in our partner’s digital transformation from edge-to-cloud driving affinity to MSFT solution stack across Windows IoT, Azure, Azure Sphere and will establish key business relationship across the partner eco-system, orchestrating alignment and pipeline with technical and specialist sellers and eco-partners.

Responsibilities

• Sales and technical leadership to develop business specific, competitive, and strategic initiative opportunity and pipeline assessment.
• Accelerate transformative cloud solutions and capabilities across internal teams, the channel, and customers.
• Develop executive relationships with top IoT partners across ecosystem and drive technical partner influence.
• Manage “build-with” and “design-in” strategies and execution for edge-to-cloud solutions.
• Develop a focus on selling to Business Decision Makers (BDMs) in partnership with our traditional Technical Decision Makers (TDMs).
• Attaining consumption, revenue, and unit or scorecard goals for the business, including solution map by industry.
• Synthesizing key feedback from customers, partners, and our field to communicate sales and technical blockers and best practices that improve our offerings and worldwide, transformative selling capability. (Liaison between product group and IoT ecosystem, influence roadmap /prioritization).
• Hiring, developing, and retaining an exceptional team of high impact sales leaders and sellers with a strong focus on growth mindset.
• Demonstrating strong operational oversight and control (operating and budgeted expense).
• Managing executive relationships with key Microsoft stakeholders, customers, and partners.
• Managing and build relationships within internal stakeholders including area vice presidents, EOU executives, solution sales teams, Industry, Engineering field resources, partner teams, and enterprise sales to drive One Microsoft approach with key customers to win deals, prioritize resource allocation.
• Continually improve on CPE and Employee Thrive of internal teams.
  

Qualifications

• Demonstrated experience in strategic sales management including program design and roll-out and strategic planning.
• Solution Selling Experience:
• Proven success with enterprise customers, working knowledge of solution-selling strategies and demonstration of verifiable outcomes, and engaging partners through complex negotiations.
• Relevant experience in Enterprise software sales, enterprise consulting or equivalent.
• Demonstrated executive presence experience and success engaging with senior executives in a sales process and working with leading consulting, systems integrator, and major technology vendors.
• Entrepreneurial and start-up experience working in a fast-paced environment.
• Strong understanding and experience of cloud computing technologies, business drivers and emerging trends as well as the impact of these on partners and customers.
• Strong organizational leadership – proven ability to build, lead and motivate sales teams in addition to leading through influence in working with the subsidiary, industry and business group teams.
• Experience in leading and landing organizational change and transformation in an international context.
• As a people manager:
• Demonstration of being open, honest, and collaborative and driving these behaviors in their team, strong diversity, and inclusive leadership, high in positive energy and able to act as a stabilizing force for the team.
• Coaching direct reports in pipeline management, opportunity management, and planning.
• Facilitating/encouraging cross-team account and resource planning.
• MBA, technical degree preferred.
  

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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