Digital CSM Manager
Company: Microsoft
Location: Irving
Posted on: January 9, 2021
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Job Description:
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. In
doing so, we create life-changing innovations that impact billions
of lives around the world. You can help us to achieve our
mission.---We have set ourselves three bold ambitions: create more
personal computing, reinvent productivity and business processes,
and build the intelligent cloud. 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.
---Azure is the most comprehensive, innovative, and flexible cloud
platform today and Microsoft is seeking talented professionals that
will drive customer cloud adoption within the most important
companies in the market. We are always learning. Insatiably
curious. We lean into uncertainty, take risks, and learn quickly
from our mistakes. We build on each other---s ideas because we are
better together. We stand in awe of what humans dare to achieve and
are motivated every day to empower others to do more and achieve
more through our technology and innovation. Together we make a
difference. ---As part of our transformation, one of our key areas
of focus is the modernization of our sales motions. The Digital
Sales organization is a dynamic, digital organization with a
mission to accelerate Microsoft---s growth in its cloud-first,
mobile-first businesses along with the traditional businesses. This
organization is at the forefront of delivering a new sales model
leveraging modern technology, big data, and analytics to drive
impactful engagements leading to customer success. --- ---Do you
love working with customers to achieve their business outcomes?
Would you love to build expertise around the leading, next
generation cloud services? Do you possess leadership,
communications, and consultative capabilities? Microsoft is seeking
managers with a deep interest in cutting-edge technology to join
Digital Sales as a Customer Success Manager (CSM) team lead. As a
CSM Manager, you will manage a team of highly talented and skilled
sales specialists, driving the day-to-day execution to exceed
business performance targets and coaching team members. The
Customer Success team consists of highly capable salespeople that
drive Microsoft wins on the latest cloud and modern development
technologies. The team members--- primary responsibilities will be
to engage with customers as the central point of contact all the
way driving additional adoption and consumption of workloads across
our latest cloud technologies. ResponsibilitiesAttract, develop,
coach, and evaluate CSMs by setting a clear bar for excellence.
Build a high performing team that will be diverse and inclusive
with a typical team size of 10 employees ---Acts as a strategic
partner to executive-level business and technical decision makers
(e.g., C-level, school system leaders) to guide customers in
defining and realizing their digital and business transformational
targets. Leverages expertise in relationship building and
influencing to mentor team in building strategic partnerships.
---Coach and enable your team to accelerate Azure projects to
production, including guidance on architectural design, technical
recommendations, blocker escalations and technical resource
orchestration ---Lead team to meet and exceed monthly, quarterly,
and annual team targets ---Lead team to actively engage accounts to
drive services consumption and up-sell and cross-sell based on
strategic plans and needs ---Accurately forecast, assess risk, and
identify exceptional performance plans in weekly deal and pipeline
reviews with senior management ---Report on monthly, quarterly, and
annual sales targets and deliver business insights, trends, and
analysis to drive ongoing performance improvements ---Coach teams
to excel at engagement management and forecasting accuracy to
successfully plan and prioritize weekly, monthly, and quarterly
engagements, e.g. through joint customer calls ---Guide team in
identifying and articulating business value of role and solutions
for customer organization. ---Guide team to follow process,
systems, and documentation as expected; ensure teams focus on
identifying issues and barriers to efficiency; share context for
importance and business impact of process improvements. Work with
team to prioritize recommendations for improvements; articulate
broader impact of process gaps and inefficiencies. Ensure
accountability for process adherence, influences adoption of
recommended improvements and solutions. ---Support and enable team
to drive customer change and optimization of change management by
applying deep knowledge of change management principles, creating
influence strategies with senior decision makers to scale change
across organizational boundaries, and articulating alignment
between customer culture and digital transformation. Drive team
readiness to ensure team members are equipped to guide customers in
managing change. ---Enable and empower team to identify gaps and
take ownership in driving action based on feedback and advocating
on the customer's behalf to drive resolution; drive strategy for
positive change within Microsoft. ---Take ownership in
understanding customer business, needs and strategy across all
aligned accounts to drive customer success ---Keep up to date with
customer information and industry trends through research (e.g.,
reads customer publications, speaks with direct reports and
customer stakeholders). ---Anticipate market direction around
technology to ensure team is equipped with the appropriate
capabilities. ---Coach team to develop and leverage understanding
of customer business and industry; coaches against best practices
to engage, capture, and understand customer needs. ---Ensure fair
and equal treatment of employees, avoids favoritism, addresses
difficult issues directly, and shows empathy and compassion.
---Leverage best practices to guide customer strategy and future
growth for Microsoft by cultivating customer affinity with
Microsoft programs/solutions that drive impact for the customer and
establishing Microsoft as a leader. ---Coach team to build customer
success plans and utilizes them to build industry/team plan,
leveraging own expertise and hands-on experiences (e.g., success
plan workshops); aligns multiple engagement plans and leverages
corporate resources dedicated to awareness improvement of high
potentials (e.g., Skills Learning platform). ---Act as the Voice of
the Customer and Partner by communicating feedback around technical
capabilities, blockers, and insights and driving the resolution of
existing items; represents the customer to internal teams (e.g.,
product) to shape strategy by providing insights across
territories. Use broad patterns of feedback to develop strategic
and actionable insights and presents a compelling business case to
program managers that influences product roadmaps and decision
making. ---Create a culture of advocacy within the team to promote
advocacy internally and represent the industry externally
---Promote company policies, procedures, mission, and values, by
training and providing direction to direct reports in their use and
application. ---Obsess over Microsoft---s customers and prospects
to deliver a world-class customer engagement experience
QualificationsThe successful candidate is a self-starter with a
minimum of 3 years of experience in sales Experiences Required -
Professional, Technical, and Education: --- ---Professional:
---Experience 3-6 years of technology related sales and coaching
architecture and solution sales; Experience working with or selling
Azure or similar solutions preferred ---Management: 4 years of
people management experience with proven track record of
successfully leading teams of 8 or more required; Familiarity with
modern sales techniques and tools preferred --- 4 years of
experience driving change management or technical adoption required
Collaboration. Ability to generate trust, build alliances, and
orchestrate interdisciplinary teams to the benefit of customers
required --- Thought leader with executive presence, including the
ability to hold CxO and BDM level discussions, exceptional
interpersonal, verbal, written and presentation skills required
---Desire to work in a cooperative environment where one---s growth
potential is supported by one---s abilities and attitude
---Results-Oriented: Motivated by performance rewards for exceeding
annual sales goals through strategic sales leadership and strong
cross business collaboration required ---Organized: Solid time
management skills and ability to work independently or under
supervision with a high level of integrity required ---Execution:
Strong experience leading and executing on Technology Visions.
---Demonstrated ability to build a healthy pipeline of great
technical sales talents required. ---Proven experience developing a
high-performance team through continuous coaching, and inspiration.
Ability to inspire your team and to build and maintain a high
organizational health and satisfaction score ---Technical:
---Understanding of Cloud Platforms. Requires the ability to engage
with customers technical leadership as trusted advisors. Requires
the ability to articulate and present the business value of
Microsoft---s Apps and Infra and/or Data & AI related cloud
solutions and have firm understanding of Microsoft---s strategies
and products relative to major competitors.---Have one of the
following Associate Certifications: Azure Database Administrator
Associate, Azure Data Engineer Associate Certified, or Azure
Administrator Certified, or prepared to attain certification.
---Ability to identify new technical and business trends and needs,
and serves as the customer's voice into Microsoft ---Experience
using Microsoft Office Suite applications; Dynamics CRM or other
CRM experience is a bonus ---Passion for cloud technologies and
changing the world --- ---Education: ---Preferred: Bachelor---s
(4-year) degree in Business, Computer Science, or Information
Technology, Engineer, or experience in related field.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. We also consider qualified applicants regardless of
criminal histories, consistent with legal requirements. If you need
assistance and/or a reasonable accommodation due to a disability
during the application or the recruiting process, please send a
request via the Accommodation request form.Benefits/perks listed
below may vary depending on the nature of your employment with
Microsoft and the country where you work.Benefits and PerksIndustry
leading healthcareSavings and investmentsGiving programsEducational
resourcesMaternity and paternity leaveOpportunities to network and
connectDiscounts on products and servicesGenerous time awayJob
SummaryJob number: 950799Date posted : 2020-12-21Travel:
0-25%Profession: Inside Sales and SolutionsRole type: People
ManagerEmployment type: Full-TimeExperience: Experienced
professionals
Keywords: Microsoft, Irving , Digital CSM Manager, Executive , Irving, Texas
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