AI Sales Leader - EMEA

Key Skills

Aartificial intelligence, Azure, AzureML, Leadership, Machine learning techniques, People management, Sales

Job Description

The AI Sales Lead EMEA is a Senior Leader within our worldwide AI commercial solution area organization. The role leads, develops and manages a team of Specialized Sales managers and leads the Global Black Belts (Specialists and Technical) for the entire Time Zone. This role is responsible for managing the end-to-end AI business for their Time Zone, with accountability of shaping the AI market for their region.

This role sits in our Global Black Belt (GBB) organization, which is a team of highly specialized and technical professionals within our Microsoft Customer & Partner Solutions organization (MCAPS) who work with customers to enable some of the most complex and innovative solutions, providing differentiated technical leadership and guidance along the way. The AI team within the GBB organization consists of Specialist and Technology experts, who focus on specific domains, industries, and workloads, such as Azure OpenAI Service, Azure AI Services, Application Development and Machine Learning.

This role will require travel to customer sites. 

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. This role is available in multiple locations across EMEA.

Qualifications

Required/Minimum Qualifications

• 10+ years technology-related sales, account management, or equivalent experience
• OR Bachelor's Degree in Computer Science, Engineering, Information Technology, Business Administration, Analytics, Data Science, or related field AND 8 + years technology-related sales, account management.
• 8+ years people management experience.

Additional or Preferred Qualifications

• 12+ years technology-related technical sales, account management, or equivalent experience
• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Analytics, Data Science, or related field AND 16+ years technology-related sales, account management, or equivalent experience
• OR Master's Degree in Computer Science, Engineering, Information Technology, Business Administration, Analytics, Data Science, or related field AND 12+ years technology-related sales, account management, or equivalent experience.
• 10+ years of services sales or account management experience.
• 10+ years senior technical leadership experience in cloud services growth and consumption.
• Experience with Cloud AI Technologies, preferred Azure AI services, AzureML and opensource.
• 10+ years of people management experience, including managing high performance sales and technical-specialist teams, coaching solution specialist and account development strategies, and/or leadership roles in multi-tiered large organizations.

Responsibilities

• 40% - Shape the business performance - Collaborate, Coach and Course Correct the sales execution model for the region, inspiring the area and team to achieve success as aligned to the GTM motion. Disciplined in business-management; adaptable to a culture of accountability; build a strong and active business network; Increase customer value by coaching managers and technology specialists through the process of identifying and qualifying Azure AI/ML/Cognitive services and advanced workload opportunities. Drive adoption of AI strategies, resources, and best practices to develop and drive these engagements leading to customer value. Effectively drive customer readiness and planning for the cloud journey. Identify patterns, insights and market inputs to develop a plan to execute the next high growth workload for solution area.
• 30% - Build best team able to connect AI technology to business outcome - Develops and coaches high-performing team by hiring diverse talent, prioritizing development, and preparing people for more senior positions in other parts of the organization and delivers success through empowerment and accountability by modeling, coaching and caring. Recruit highly experienced professionals with deep technical expertise, business acumen, and communication skills to effectively bridge the gap between solution technology and customer outcome.
• 30% - Builds and transform new markets and identify and capitalize and lead transformational shifts in our customers by maintaining a customer and partner network and build credibility as a domain ‘thought-leader’ representing Microsoft in events.
  
  

Sales Execution

• Brings impactful market insights into customer engagements and helps close deals with customers and coaches and influences direct reports and others internally on how to do this.
• Coaches their team to collaborate with partners and other internal teams.
• Leads with technical and industry insights on how to grow the strategic customer business.
• Reports progress to leadership and removes execution obstacles. Participates in innovation circles.
  
  

Technical Expertise

• Promote best practice sharing across geographies and functions.
• Acts as the spokesman for Microsoft at external events.
• Develops strategies to position Microsoft products, solutions, and/or services against competitors.
  
  

Sales Excellence

• Leads their team to explore business and emerging opportunities to increase revenue and facilitate customer innovation to drive growth by leveraging AI technology, industry and partner expertise.
• Participates in regular strategic planning for their assigned Time Zone/geography.
• Review plans via Rhythm of Business (ROB) meetings and aligns the plans of their team across departments.