Regional Corporate ATU Lead or Senior Sales Manager.
(Coporate Accounts-LATAM)
Resonsible to Manage the ATU (Sales Managers) and Account Excecutives communities in Latin America, we are looking for an individual with experience as ATU lead, seasson sales manager or sales ecxecutive.
This regional lead will be resposible to orchestrate the ATU (Sales Managers) and Account Excecutives execution across our subsidiaries and will support the coordination for growth plans and will be the ROLE orchestration with the extendend team in Latin America.
Industry expertice is higly valuable as well demostrated experience landining industry solutions thru partners.
**Responsibilities**:
Customer Engagement
- Develops partnerships with customers.
Reaches trusted advisor status.
Maintains breadth and depth of customer relationships and increases level of customer contacts.
Maintains contacts across lines of business.
Implements tiered approach to cadence and depth of contacts.
Shares best practices with others.
Breaks through to new contacts in new accounts and creatively builds customer engagement and coaches others on successful strategies.
Drives highly visible initiatives that impact the entire org.
Coaching deal structure and strategy.
Advocates for customers (voice of the customer) within the organization/Microsoft.
Serves as central point for all customer communications.
Manages relationships on behalf of the customer.
Coaches others on customer relationships and engagement.
Shares best practices across teams.
Introduces different resources based on customer contacts.
Correctly aligns resources (e.g., partners, v-team).
Reaches out to and engages with customers through digital channels (e.g., social selling, audio, video).
- Leverages existing customer relationships in other accounts to bridge knowledge gaps, promote experience and value with Microsoft solutions with other customers.
Uses digital tools and technology to conduct research and engage customers.
Engages in customer-to-customer reference selling.
Manages relationships inclusive of customers, partners, and internal and external stakeholders.
- Identifies key trends causing customer dissatisfaction and works systematic efforts to resolve (e.g., process improvements).
Liaises with CPE (Customer Partner Experience) to generate outcomes.
Takes ownership for issues and reaches out to customers to reinforce engagement.
Sees trends emerging and represents trends across the business to mitigate or prevent issues with other customers.
Contributes and/or authors solutions for customer satisfaction and simplification issues or concerns at an organizational level.
Account Management
- and upsells in accordance with customer priorities and outcomes.
Takes lead in driving modern workplace conversations with customers and appropriately delegates to v-team specialists as needed to drive cross-sell/upsell.
Collaborates proactively with partners to scale and maximize resources effectively.
Leverages multiple equal offers (MEO) and empowerment strategically.
Leverages renewals to maximize customer adds.
Creates and implements action plans for T-180.
- Identifies partners to drive new business and pipeline creation.
Makes recommendations or influences sales plays.
Takes on additional responsibilities to close territory gaps or new-to-role territories.
Mentors and coaches others to find and address gaps in territory strategy.
Translates planning and applies to team and/or shared geographies to enable the team to achieve or exceed plans.
Drives strategic partner participation.
- Conducts analyses into what customers are using versus needs.
Identifies resources (e.g., v-team orchestration) and partner solutions to help customers derive value from existing Microsoft investments.
- Mentors others in orchestration and serves as escalation point to resolve collaboration needs.
Ensures v-team is positioned for the right opportunities at the right times.
Leverages relationships and resources across solution areas to drive account outcomes.
Builds and maintains broad network within and across partner community for specific skill sets and industries as well as within Microsoft.
Facilitates customer introductions.
Creates new points of entry for orchestration and collaboration.
Defines where orchestration is needed for success.
- Understands and accelerates customer cloud strategy.
Assists customers in building roadmap to achieve desired outcomes.
Presents range of options and Microsoft cloud strategy to customer in large and complex deals to achieve desired outcomes that address multiple strategic factors.
Drives customer adds and existing customers to new solutions.
Identifies opportunities for advanced workloads.
Carries conversation and understands when to engage specialists.
For complex deals, engages business desk resources appropriately and proactively.
Drives conversations with C-Suite executives around budgets, availability of budgets, and prioritization.
Maintain Product