About

• Overview
• Are you curious and deeply passionate about technology and sales, and ready to tackle complex challenges in a dynamic environment in the era of AI? Are you passionate about empowering customers and partners to achieve more with technology and help them succeed?
• If so, we invite you to join our EMEA team as a Solution Area Sales Manager for ISV customers across EMEA at Microsoft. Here, you'll be at the forefront of innovation, working on cutting-edge projects that leverage the latest technologies to drive meaningful impact. Join us and be part of a team that thrives on collaboration, creativity, and continuous learning.
• Microsoft believes that ISVs have the potential to change the world. These companies are transforming e-commerce, fintech, social media, gaming, and more. They have given us cutting edge applications that are changing the way we live and work. With Microsoft Cloud, we aspire to empower every ISV to innovate and scale our platform, and to grow through our regional ecosystem of customers, developers, partners and investors.
• You will lead the technical team, that acts as trusted advisors and subject matter experts. You will work with customers to realize their Cloud & AI transformation journey through cloud computing. We also support customers in evaluating their applications and business requirements, recommend solutions that meet their requirements, and demonstrate these solutions to win technical decisions. You will develop and lead teams to identify and win over the technical decision makers in the Business and Tech departments of our ISV Customers. You and your team will drive technical decisions that helps the customer achieve Business value with the Microsoft Cloud Platform, and thereby secure long-term sustainable growth for the customer and for Microsoft. As a Manager, you will be a key leader in helping customers embrace and succeed through Cloud & AI transformation. You will have proven experience developing a high-performance team through continuous coaching, and inspiration and excel at developing strong relationships and leadership connections to understand customer needs and partner ecosystems and the ability to leverage partner solutions to solve customer needs.
• 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.

• Responsibilities
• Customer Engagement
• Ensures teams adhere to sales frameworks and guidelines to assess and qualify sales opportunities, ensuring alignment with AI-enhanced sales methodologies and best practices. Leverages expertise in strategy development to empower teams in securing complex, high-value deals. Drives collaboration across to lead deal orchestration and ensure effective handoffs throughout the deal lifecycle. Coaches team on advancing best practices to obtain customer commitment, secure deals, and reduce exposure to risks that impacts sales success across the territory.
• Coaches team on leading the tech strategy and technological subject matter expertise, tailored to each customer's priorities, showcasing Microsoft's dedication to transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships.
• People Management and Leadership
• 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
• Team Coaching - create team goal(s) with team to work as a team and lean more into sales discipline including tools and processes to drive revenue. Apply ‘Model, Coach, and Care’ framework through a consistent coaching rhythm.
• Executive Communication - Ability to communicate at an executive level with C-level stakeholder and with Executives within the company. Equip team to confidently engage with C-level stakeholders, tailoring technical messaging to business priorities and ensuring clarity, relevance, and impact in every interaction.
• Demonstrating Technological and Solution Capabilities
• Demonstrate capabilities of Microsoft solutions effectively to showcase their value to customers. Applying technical architectures to client scenarios, illustrating how Microsoft technology can address their unique challenges, and collaborating with partners in sell-with scenarios to leverage the partner ecosystem.
• Leads teams in the development and implementation of solutions to enable Cloud & AI transformations for customers across the territory. Acts as a resource for and drives team on crafting and refining strategies and engaging with customers to distinguish Microsoft’s offerings in the competitive landscape. Leads team on acting as a subject matter expert and trusted advisor for strategic customers and orchestrating the adoption of innovative technologies and solutions that align with their goals align and advance their strategic goals and drive digital transformation.
• Sales and Presales strategy & Pipeline Management
• Demonstrate strong commercial acumen by aligning technical strategy with business outcomes. Coaches the team to identify and qualify opportunities, accelerate deal velocity, and contribute to revenue growth through effective technical storytelling and value articulation
• Advocates for the adoption of technologies to drive growth across the territories. Provides strategic direction and guidance across teams on integrating propensity, renewal, consumption, and usage data to prioritize sales strategy.
• Leads teams on leading sales pipeline reviews across the territories with internal senior stakeholders to drive forecasting accuracy and meeting sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Leads team on maintaining sales and/or consumption pipeline hygiene on all opportunities and milestones using all available tools and processes. Empowers teams to maintain usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.
• Sets strategy for teams on whitespace analysis and identifying business opportunities and market gaps within the assigned territory, utilizing AI-driven market intelligence tools to assess trends and insights. Translates and provides guidance on complex market intelligence, trends, and insights across multiple teams. Leads team in refining and evolving market analysis methodologies to ensure proactive alignment with strategic directives and evolving market trends.
• Sales Enablement & Collaboration: Partner closely with account teams to co-develop strategic account plans, ensuring technical resources are aligned with sales motions and customer success goals.

• Qualifications
• Required Qualifications (RQs)
• Master's or Bachelor’s Degree in Computer Science, Information Technology, Business or related field AND 6+ years technical pre-sales or technical consulting experience or related field
• 10+ years technical pre-sales, technical consulting, or technology delivery, or related experience OR equivalent experience.
• 5+ years people management experience (including leading virtual / regional teams)
• 8+ years experience with cloud and hybrid, or on premises infrastructures, architecture designs, migrations, industry standards, and/or technology management.

• 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.