MBA Aspire Program to Azure GM and what I learned along the way

I was recently speaking to an MBA student who was contemplating a career transition to technology sales after completing his degree.?Having been in his exact position almost nine years ago, it caused me to reflect on my own journey to Microsoft.?I went to business school to figure out what I wanted to do when I grew up.?At first, I thought it was consulting.?After a summer consulting internship, the only thing that seemed certain was I didn’t want to do consulting.?At the time, it felt like a significant setback, but I owe a debt of gratitude to the many people who helped me refocus my career search based on my strengths, interests, and skillset.?Back in 2014, the path from business school to tech sales was not a traditional one.?However, it felt like the right one for me and things worked out to join Microsoft as part of the MBA Aspire sales program as a Data Specialist.?Fast forward eight years, I thought I’d share a few of the lessons I’ve learned in my time at Microsoft.

1)???????Bet on the people who will bet on you.?

I have often thought of Drew Bledsoe’s injury that gave way to Tom Brady – then a recent sixth round draft pick – and his meteoric rise with Bill Belichick and the New England Patriots.?I wondered how much those unique circumstances – all-time great coach, injured quarterback, and lack of proven backup QB on the roster – contributed to Brady becoming the most accomplished NFL player of all-time.?Honestly, it’s hard to say, making a timeless topic of gridiron debate – but whether you’re a Patriot fan or not, you must recognize that when opportunity knocked, Brady opened the door and never looked back.

A career offers many similar parallels.?Having the right talent or the right circumstances isn’t always enough.?It’s when both happen simultaneously that great things happen.?Individuals benefit greatly from leaders who believe in them and give opportunities that far outpace their qualifications at the time.?Towards the end of my first year at Microsoft I was given the opportunity to support a highly strategic customer to Microsoft.?I wasn’t qualified, to be honest, but behind that opportunity was an outstanding manager who believed in me and was willing to invest in my potential. ?He trusted me to learn from my mistakes and from others.?Above all, he created a culture that allowed me to find my stride.?There is a difference between managers who invest tirelessly so their people succeed and those, who, quite frankly, don’t. I couldn't have been more fortunate for the many outsanding leaders I was able to work for and learn from.

2)??????Commitment to continuous learning.

Much has been said about Microsoft’s transformation from a know-it-all culture to a learn-it-all culture.?It’s been a privilege working under Satya’s inspired leadership as he has led that shift through his example.?I recently read an article about Sir Dave Brailsford’s remarkable turnaround of the British cycling team, resulting in four Tour de France victories after almost a hundred years of mediocrity.?Brailsford’s approach was to improve by 1% every day – it could be nutrition, equipment, strategy, endurance training – and by the end of the year the aggregation of marginal gains would make them 37 times better.?The message is clear, days (and even hours) matter.?The more willing we are to learn – from self-study and from others – the better we will be at our chosen craft.?I have found that success at Microsoft – because of its size and pace of innovation – requires curiosity to keep learning.?It isn’t always easy to find time but, if embraced, can drive huge gains over time. ???

3)??????Enjoy the good old days… while you’re still in them.

In the last season of the Office, Andy Bernard, in a moment of reflection said, “I wish there was a way to know you were in the good old days before you’ve actually left them.”?It’s almost human nature to find a comforting sense of nostalgia retrospectively.?I’ve learned a few lessons that have helped me appreciate my current circumstances and to find joy in the journey.?Before I share them, I must admit this habit doesn’t come naturally and has been a gradual mindset shift over the course of many years.?

First, avoid being offended.?I don’t mean to trivialize workplace challenges, but I found my effectiveness lies in my ability to remain focused – at some point that will require difficult conversations to help get on the same page with a colleague.?Letting those feelings fester will diminish your work productivity and happiness.?

Second, do your best to avoid discouragement.?A career in technology sales has its peaks and valleys – its good years and its tough years – and that’s part of the job.?Sometimes it can take time – think weeks or even months – to navigate through a disappointing loss. ?Be resilient and realize that most breakthroughs require patience.?

Finally, don’t give up.?I can’t think of any significant wins or deals we closed that didn’t require us to go back to the drawing board at least a few times.?Being good at your job doesn’t mean to be perfect at your job.?It simply means you do your best to serve your customers.?Hinging your happiness to unattainable perfection only ensures that you will always come up short, regardless of the progress that you’ve made.?If you have done your best, let that be enough and move forward.