Senior Sales Business Development Manager

Senior Sales Business Development Manager at Microsoft Nigeria

Microsoft Corporation is a leading American multinational technology firm based in Redmond, Washington. The company specializes in developing, manufacturing, licensing, supporting, and selling computer software, consumer electronics, personal computers, and related services. Its most recognized software offerings include the Microsoft Windows operating systems, Microsoft Office suite, and the Internet Explorer and Edge web browsers.

At Microsoft, our mission and values focus on empowering individuals and businesses worldwide to achieve their full potential.

Job Summary

The Senior Sales Business Development Manager is vital to Microsoft’s ATO enablement and growth strategy. This role requires an agile and proactive individual capable of managing multiple responsibilities and quickly adapting as the ATO evolves its AI transformation initiatives. The candidate will need to effectively navigate complex organizational structures and collaborate with the Microsoft Africa leadership team, especially country managers, to implement tailored value propositions for different markets. Additionally, this role involves co-leading innovative partnerships and projects aimed at scaling AI transformation across Africa.

Responsibilities

Driving Business Growth:

• Identify potential Multi-National Customers (MNCs), SMBs, startups, and large pan-African organizations for partnerships or sales, evaluating their needs and defining value propositions.
• Assess, prioritize, and pursue market opportunities, identifying areas where customers can leverage Microsoft products.
• Lead opportunity evaluations and account planning with partners to establish and prioritize realistic goals.
• Deepen customer engagement and loyalty by incorporating feedback into strategic planning.
• Develop sales pipelines and transform opportunities into viable deals.
• Cultivate a customer-centric approach in strategy development, involving customers throughout the process.
• Use insights from previous engagements to refine strategies.
• Understand customer needs, secure internal alignment, and coordinate partner execution.
• Engage with various internal teams (Global Accounts, product, engineering, finance, legal, sales, marketing) to shape and align strategies.
• Develop strategic partner/customer deals that align with business objectives while addressing current needs, ensuring appropriate pace and coordination.
• Consider key market factors (competition, economy, industry) in strategic deals for optimal return on investment (ROI).

Driving Operational Efficiency:

• Foster a culture of continuous improvement within the ATO by empowering team members to commit to outcomes and effect change.
• Drive investments, monitor KPIs, ensure the business development team meets revenue and impact targets, and collaborate with internal and external stakeholders.
• Collaborate with the ATO lead to manage strategic programs and execution for major AI partnerships across Africa.

Stakeholder Engagement:

• Identify executive-level stakeholders within customer organizations for collaboration on new business opportunities.
• Coordinate sales and partnership initiatives, acting as an advocate for customers within Microsoft.
• Initiate actions to influence cross-functional teams and manage resources effectively.
• Align strategic communication across functions for the benefit of customers and partners.
• Develop internal strategies for orchestrating sales opportunities, particularly in solution sales management (cloud, data).
• Foster relationships with key influencers to showcase Microsoft’s value.

Deal Negotiation:

• Engage in discussions with customers and partners to align on mutual needs and regional goals.
• Negotiate and influence current and prospective customers and partners for long-term strategic deals.
• Collaborate with internal stakeholders (product, engineering, finance, legal, sales, marketing) to support negotiations.
• Ensure financial alignment with profit and loss strategies.
• Raise awareness of necessary compliance or security regulations in the market.

Closing the Deal:

• Finalize advantageous agreements with customers/partners by executing the strategy with internal teams.
• Develop an action plan covering all strategic aspects needed to close the deal.
• Participate in public relations and communication efforts related to the deal.
• Work with internal stakeholders to ensure successful deal closure and compliance.

Reporting:

• Analyze and enhance communication strategies through reporting.
• Provide suggestions for long-term strategies and outcomes based on reports.
• Make decisions informed by ROI, profit and loss data, and lessons learned.
• Recommend actions based on insights from financial and strategic reports.
• Keep stakeholders aligned with up-to-date financial forecasts and resolve leadership issues as needed.

Compliance:

• Commit to generating and maintaining trust in Microsoft by modeling integrity and promoting ethical sales practices.

Others:

• Embody our culture and values.

Qualifications:

• Bachelor’s degree preferred (Sales, Marketing, Business Operations); MBA is a plus.
• 8-12+ years of experience in core sales, partner channel development, business development, or alliance management in the tech industry.
• Demonstrated ability to foster teamwork and cross-functional alignment.
• Strong partner relationship management and solution development skills.
• Experience managing and reporting on operational expenses.
• Excellent communication and presentation skills.
• Proven ability to influence business leaders and navigate internal and external resources.
• Familiarity with technology platforms and developing new products and solutions.
• Knowledge of cloud business models and market strategies.
• Strong experience managing virtual teams across various functions and geographies.

See Also: Business Development Consultant at Swift Consulting Limited