How did you get started in sales? Before Microsoft I was actually in sales at a start up. I sold customer relation products then I started out originally in a retailer marketing role where I was responsible for a set of computer stores. I was selling MS Dos, Word for Dos and keyboards. Today we have over 100 pages of SQU’s and Markets. From there, I had the opportunity to move into a corporate sales role managing a geography. I was responsible for calling on customers in half of NY. (Today we have 100’s of professionals calling on NY.)

What do you love most about working in sales? I’ve always had a love for computers and loved interacting with people. I came in with a sales background to Microsoft but went to marketing because it was part time and gave me the flexibility I needed as I just had my second child. I saw the growth and vision of Microsoft so that combined with a part time roll was a great opportunity. I had my eye on moving to a sales role as well.

Tell me about one of your most rewarding sales experiences. One of the most rewarding was an outcome of the Wall Street Customer Council we created. One client from the council wanted to implement our product but they needed specific features and functionality so we built a local team to build an interface. We then delivered it to our customers such as Morgan Stanley and City Group. As a result of building out the product, all of those customers committed to Windows Server, Sql Server and Dot Net. As a result to the commitment we made lots of sales. But the rewarding part was the collaboration.

How do you continue to keep yourself motivated? Excellent question. I still answer that question by saying that I’m a "sales guy". The early relationships I’ve built have also been motivating to me because I have actually maintained them over the years. I’ve stayed connected and been a part of the journey. For example, the CIO of JC Morgan Chase, whom I’ve known for 15 years since I was his account rep, and I have continued our relationship where he can call on me and I can call on him. He’s always been a mentor over the years. I had a chance to meet with him this week as a matter of fact and its just amazing how we have become an key part of their business.

On a scale of 1-10 how competitive are you? I’m very competitive. But sometimes the word competitive can have a negative connotation but there is a balance. Women view competitiveness as a male trait. Since one can be very competitive in an arrogant or rude way.

What do you find most frustrating about sales? Sales is always the front line and in the front fire, some times it’s frustrating when you have to do internal selling. And the length of time that can take is frustrating. You have to develop internal relationships in advance to succeed. Developing those internal relationships are equally important to the outside relationships.

What is the largest commission check you have ever received? I can’t answer that but I am very thankful that Microsoft has given me the opportunity to live nicely and put my kids through college

What is the best perk you have every won/received? When I started with Microsoft I had no idea I’d be here for 21 years but the key from the beginning was the flexibility especially raising a family, work from home when I could. Also the continued investment in terms of career development has been key. I’ve done n the job shadowing with Senior Directors such as Bill Gates and Steve Ballmer. That has been amazing.

What do you think is the main difference between saleswomen and salesmen at your company? I think there are personalities and approaches on both sides. On the women side, one of the things I’m passion about is driving the community and connection. For women making them feel more comfortable to depend on that network more is a challenge.

At all of the sales jobs I have had, there is usually about 20-35% of the staff that is women. Has this been your experience as well and why do you think it is so? I look at having a well diverse team. And the better the diversity the better the team works. It’s key because you get different perspective. We always go out and look for diverse candidates. We hire the best person but diversity is important. Women like a sales career because of the flexibility.

What makes you successful? Number one its always walking in the shoes of others; whether the customer, people on the sales team, or on the product team. Having the ability to step back and get a sense of their priorities is key. You need to take a situation and make it so everyone wins. Relationships are also critical. Third; making the time to network has made me successful.

How would an individual start a sales career at MS? Microsoft has a great internship program. In addition, we have great opportunities to hire external candidates. I just hired my back fill. She was someone we had worked with in a partnership.

How do you give back and grow professional experience? I am involved in a nonprofit called NPower. It’s a consulting and work force development for kids that can’t go to college. We train them and place them into nonprofit jobs.

Tell you something about myself that not a lot of people know. English is my second language. My parents came to this country six months before I was born and they didn’t speak English. Hebrew was their first language. The second thing is that I started out in teaching.