Americas Account Team Unit (ATU) Lead Corporate

In Small, Medium, Corporate (SMC) and Digital Sales, we have set out with the purpose to empower our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. 

The Americas Account Team Unit (ATU) Lead Corporate opportunity will allow you to lead at the forefront of technology by growing the Annuity business across Americas with unique responsibilities for accelerated business growth.  

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. 

• The Americas ATU Lead Corporate role is responsible for accelerating the growth of the annuity business across the Americas region which includes the following Areas:  US, CANADA and LATAM 

• Work with the ATU teams and partners to accelerate the growth of our Cloud Solution Provider (CSP), Enterprise Agreement (EA) and Microsoft Customer Agreement Enterprise (MCA-E) business revenue and to take market share from our competitors. 

• Collaborate with Global Partner Solutions (GPS) to execute a co-sell motion at scale with top partners (channel and SI) 

• Drive joint territory planning on renewals 13 months before the renewal date (T-13) and co-sell with key partners and work with GPS to build a consistent Rhythm of Business (ROB) cadence. 

• Collaborate effectively with World Wide (WW) SMC and WW Cloud Solution Areas to enable our sellers with excellence in execution around our T-13 renewal motion across CSP, EA and MCA-E.

• Drive renewal performance excellence by leading execution rigor across the teams to drive healthy pipeline, Field Revenue Accountability (FRA) revenue and partner performance and reach 130% In quarter renewal rate (IQRR) with Sales Excellence Lead (SEL); Solution Area Lead (SAL), Strategy Enablement and Operations (SE&O).
• Own Joint responsibility for Area Correction of Error plans with ATU leaders 

• Be the ATU community leader for Americas. Coach Individual Contributor (IC) and managers, oversee with partnership with WW teams the upskilling and leadership evolution of the Account Executive (AE) role (including AI, Industry skillset, business and technical acumen) 

• Provide sales and technical expertise and thought leadership to connect solutions with business impact.  

• Help influence operating model strategy, planning, operations and landing for the ATU community in partnership with Chief of Staff (CoS) and Chief Operations Officer (COO)