This position is for the leader of the Area Business Operations and Sales Excellence team. The role is a manager position.
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Responsibilities
Responsibilities
People Management
- Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
- Model - Live our culture; Embody our values; Practice our leadership principles.
- Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
- Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.
Sales Operations
- Partners with worldwide sales teams, worldwide owners, regional teams, regional owners, and other operational groups to drive success. Champions the aligned segment sales operations programs and ensures compliance of execution support using tools, processes, and information for related to Allocation/Disputes, Consumption, and Customer Adds across the organization. Manages performance against sales plans and refines courses of action to influence sales teams.
- Champions and approves execution excellence for sales operations fundamentals and innovation in the sales operations function across segments. Work with regional team to leverage qualitative and quantitative methods across Segmentation, Territory Management, Employee Assignment, Revenue Excellence, Quota Management, Awards Management, Sales Incentives, and/or Blueprint to drive sales operations fundamentals across segments. Collaborates with and manages relevant senior-level stakeholders (e.g., Corporate, Segment Leaders, Sales Excellence, Finance, Human Resources [HR]) to align, refine, and improve sales operations planning and execution. Communicates risk and growth opportunities throughout the planning process, and approves plans for improvement to senior-level stakeholders across the organization.
Nurture Seller Transformation
- Acts as subject matter expert and provides strategic direction on processes to the team to empower success. Enables the adoption and integration of process and tools by sellers, managers, and leaders across the area or subsidiary through key insights. Ensures the areas land new seller capabilities to nurture new habits and drive consumption.
Business Partnership and Support
- Drives sales growth through long-term account or business planning. Drives the analysis of the outlook at scale, guiding team to generate business insights to advise and/or partner with the sales leadership team on long-term sales/ organizational/partner strategies. Drives efforts to integrate strategy components (e.g., programs, blueprints), cascade, align, and execute the defined strategy across the organization.
- Empowers team to guide segment leads and partners or collaborate with peers to develop segment strategy for segmentation, territory planning, and quota setting. Defines and aligns the process of sharing feedback, gaining alignment with Business and Sales Operations (BSO), and reviewing quota decisions.
- Empowers team to orchestrate the Account/Portfolio Partner Business Plan and drive the activation of sponsorship within segment leaders. Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality. Leads team and defines the process of reinforcement and review of quality plans across the organization.
- Empowers team to define and drive a predictable rhythm of the connection (RoC). Leads end-to-end RoC activities to enforce great discipline and ensure quality outcome delivery. Provides in-depth business insights and recommendations to effect positive changes. Leads and coordinates efforts to streamline and improve the RoC cadence within the supported segment and/or across all segments..
- Guides sales leadership on sales strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture) as a trusted advisor. Defines accountabilities and operationalizes the prioritized sales plays and industry solutions. Leads efforts to generate new business and accelerate the closing of existing opportunities.
Sales Coaching for Growth and Transformation
- Coaches and builds relationships with sales executives on executing key priorities. Identifies where coaching may be needed based on data-driven insights. Influences sales executives to become more effective coaches to their teams. Guides and challenges sales leaders to achieve increased individual and team capability, employee satisfaction, and collaborative selling efforts. May coach and influence large deal pursuit.
- Empowers team to drive awareness and clarity of Corporate or TimeZone programs. Leads team to intake and adopt plans to create new habits among sales teams or partners.
- Empowers team to drive optimization and improvement in sales team processes and capabilities across the organization by assessing and anticipating customer/partner needs, and guiding team on methodologies to transform seller capabilities, sales processes, and/or partner engagement processes, providing resources and sponsorship. Models and influences transformation to a coaching culture.
- Empowers the partnership with Area Transformation Leads, Area Capability Leads, and Business and Sales Operations (BSO) to remove sales roadblocks, drive utilizations of investment, increase customer/partner-facing time, and enhance seller/partner capability and effectiveness. Strengthens team's expertise to help them shepherd sales leaders' strategies to anticipate and mitigate risks. Enables team to identify and develop actions based on trends on sales challenges or blockers.
Driving Sales Process Discipline
- Establishes strategies to lead team on innovations in analytics. Promotes the process to share data-based best practices. Guides team to develop and capitalize reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.
- Empowers team to instill sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales leaders. Drives consistency and excellence in the sales process across segments/regions. Develops best practices, fosters collaboration, and provides thought leadership across the organization.
- Empowers team to convey the value of the tools and drive the effective and rigorous usage of common and/or new processes and tools developed for the wider business to improve internal and external communications and engagements. Shares subject matter expertise on the tools with team, sales executives, and/or partners. Oversees, consolidates, and leverages input from the supported area.
- Champions the use of local knowledge of sales teams to augment insights and drive returns of capital across the organization. Approves improvement recommendations from sales execution to empower success and provides insights related to sales operations improvements, internal time savings, and performance blockers across the business to senior stakeholders. Leverages knowledge about and directly influences the resources that support tracking and monitoring, as well as performance of pipelines, scorecards, and sales plays. Leads annuity management and revenue excellence processes. May identify growth opportunities of investments and maximizes impact on customers.
Supporting Executive Capacity
- Supports Area, subisidiary, and segment leaders’ capacity as a senior leader. Advises on and contributes to various aspects of business management (e.g., employee engagement, resource allocation, change management, building high-performing teams) in collaboration with leadership and cross-functional teams. Represents the Area, subsidiary, and segments as an internal advocate and an extension of the segment leadership.
Specialty Responsibilities
- Champions and works with regional team on complex partner segmentation, quota, planning, co-selling, and transitions across the organization. May champion partnership with partners such as One Commercial Partner to create and roll out new sales operations strategies for partner management. Ensures all teams understand and adhere to best practices.*
- Champions the cadence and rhythms for churn prevention and win back plans. Creates strategic plans for report tracking consumption and customer adds to influence seller outcomes across the organization through Azure, Modern Work, Business Applications, and communicates to senior corporate stakeholders and other relevant stakeholders. Champions standardization of consumption management execution, identify reporting gaps, and create reports that fill those gaps. May also report on scorecard management.*
- Provides strategic direction in the standardization of processes and tools across the subsidiary or area to enhance sales productivity and transform the Rhythms of Connection (ROCs). Drives continuous improvement programs within reporting, Business Intelligence (BI), and sales operations fundamentals by providing feedback to senior level corporate teams and ensures local capabilities are developed. Champions collaboration with field partners to improve tools and identify processes to increase efficiency, remove blockers, reduce redundancies, reduce manual work, or to save time within Sales Programs. Synthesizes feedback and provides recommendations to senior stakeholders. Acts as center of excellence by owning best practices and cascading these to the team and corporate leaders.*
- Oversees the collaboration with the Support Sales business. Creates strategy and roadmap for monthly forecasting, pipeline management and standard pipeline/reporting views. Oversees Revenue Excellence proactive audits and ensures accurate revenue landing and deal flow per RevRecon guidelines. Coordinates with other members of Business Sales Operations (BSO) to ensure successful landing and execution of Sales Operations Planning Process (e.g., Quota Distribution, Territory Management, Seller Assignments, Employee Data Management) for Support Sales. Serves as the orchestration lead for shared operations teams (e.g., Global Sales Operations [GSO], Service Center, Support Sales Enablement). Advocates for standard Business Intelligence (BI) tools to increase usage/adoption with Support Sales teams to reduce ad-hoc, manual efforts. Provides Lead To Order (L2O) tools support (e.g., Calc, MSX, CompassOne) to Support Sales teams.*
Other
- Embody our culture and values
Qualifications
Qualifications
Required/Minimum Qualifications
- 10+ years experience with active participation in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field
- OR equivalent experience.
- 5+ years of experience using data to drive business outcomes or inform business decisions.
- 7+ years of experience managing relationships with stakeholders, clients, and/or customers.
- 5+ years people management experience.
Additional or Preferred Qualifications
- Bachelor's Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences AND 10+ years experience in or leading sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field
- OR Master's Degree in Business Administration, Organizational Design, Finance or related field AND 10+ years experience in or leading sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field
- OR equivalent experience.
Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
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