Job Description

Overview

MCAPS-Core accelerates customer outcomes and business growth. By uniting product, engineering, marketing, sales, customer success, and partners around a common customer mission, we help customers realize value faster and turn innovation into measurable business impact. Through deep technical expertise and differentiated go-to-market execution, we win competitively, capture market share, and scale repeatable growth motions. We differentiate through value creation - delivering world-class, AI-powered customer experiences that accelerate adoption, strengthen loyalty, and create sustainable competitive advantage, driving growth that outpaces the market.

The Windows & Device Sales team transforms how the world interacts with AI through the Windows Platform, devices and Microsoft Cloud services. We lead Sales and Go-To-Market for the Windows devices business, delivering transformative AI-powered devices and cloud experiences with our partner ecosystem for customers around the world.

The Microsoft Surface device portfolio presents amazing opportunities for businesses. Commercial sales of Surface are growing rapidly, and we are looking for highly experienced and motivated sales talent to help customers realize the value of Surface in their business. If you are a proven talent with experience in hardware sales, help us take this product to new heights in a market with millions of passionate customers and billions of dollars in business. We are an unmatched team comprised of talent, passion, expertise, and commitment.

As a Director, Surface Specialist you will drive Surface revenue growth and market share across assigned enterprise accounts by leading customer sales engagements, managing opportunities from pipeline through close, and coordinating Microsoft and partner teams to accelerate adoption of Surface devices, accessories, and AI-enabled workplace solutions

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

Be the Surface sales leader and Technical Product expert for your assigned set of accounts as part of the WDS organization:

• Drive new revenue growth across the entire Surface device and accessories portfolio
• Demonstrate excellence in pipeline management to achieve monthly forecasts
• Compete aggressively to win new business and drive Surface market penetration while growing customer mindshare, sharing best practices and use bases with the extended community throughout
• Deliver technical product briefings to customers (BDMs and TDMs) to drive success of new and updated Surface device portfolio

Be the interface to the customer and orchestrate a v-team of resources to solve customer problems:

• Extend relationships beyond IT to business decision makers, helping customers envision & achieve digital transformation
• Solve customer business challenges by presenting the value of Surface devices, including use cases, financial analysis, ROI, etc.
• Own oportunities from start to close; orchestrate internal and external resources; leverage partners to scale sales on hardware refresh, upsell and expand sales motions.
• Leverage and drive awareness of all available market promotions, offers, sales initiatives and programs
• Helping to identify and diagnose technical and competitive blockers and respective solutions for sales opportunities and usage decision blockers and engaging the right resources to overcome these blockers
• Sharing practical knowledge with partners to drive the sale, deployment, and adoption of Microsoft solutions.
• Shaping current and future products, marketing strategies, and customer centricity ideas through your feedback to sales, marketing, and engineering.

You will help customers make decisions to build their business and IT solutions based on Microsoft technology.

• You will lead technical presentations, demonstrations, workshops, proof of concepts, and pilots to explain, demonstrate, and prove to our largest customers the capabilities of Microsoft's products and services, and how we can make their businesses more successful.
• You will own winning the technical decision at customers for sales opportunities and usage scenarios, through tailoring your message, bringing ideas to customers, engaging with them to show our technology differentiation, and guiding them in decision making.
• You will work with partners and others at Microsoft, as well as use our core tools, social connection tools, and AI driven data to extend your reach and the reach of your team, focusing on satisfying important customer needs.

You will stay sharp, share your knowledge with peers and learn best practices from others.

• Continuously nurture and expand sales, business, product, technology, and competitive knowledge and readiness
• Participate in internal Microsoft sales communities and in the broader industry through in-person events, Teams sites, community gatherings and more
• Continuously build and enhance your technical acumen, sales and professional skills and competitive readiness.
• You will be recognized for sharing, learning and driving individual work that all result in business impact for customers, partners and within Microsoft. We encourage thought leadership from every employee.
• Drive the success of others through peer mentoring, knowledge sharing, and documentation of Insights

Other

• Embody our culture and values.

Qualifications

Required/minimum qualifications

• Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 6+ years experience in technology-related sales or account management
• OR equivalent experience.

Other Requirements

• Microsoft is unable to sponsor a work visa for this role due to the nature of the role’s job duties. 

Additional or preferred qualifications

• Master's Degree in Business Administration (i.e., MBA), Information Technology, Information Security, or related field AND 8+ years experience in technology-related sales or account management
• OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 12+ years experience in technology-related sales or account management
• OR equivalent experience.
• 8+ years of solution or services sales experience, with experience managing enterprise sales opportunities and developing pipeline within an assigned territory or customer portfolio.
• Experience closing complex technology deals, with demonstrated ability to manage opportunities from qualification through negotiation and close.
• Experience selling hardware, devices, or related technology solutions in a commercial or enterprise environment.
• Understanding of modern workplace technologies, including Windows PCs, device management, and cloud or hybrid environments.
• Experience engaging and influencing senior business and technical decision makers, including delivering persuasive presentations and articulating business value.
• Experience collaborating across sales, technical, partner, marketing, and services teams to develop solutions and drive customer outcomes.
• Demonstrated ability to manage sales execution disciplines, including forecasting, pipeline management, opportunity management, and CRM hygiene.

Solution Area Specialists IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

https://careers.microsoft.com/us/en/us-corporate-pay

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.