Sales Excellence - DN

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The Sales Enablement & Operations (SE&O) team plays an essential role in translating Microsoft’s Commercial Strategy to a local execution plan and driving operational excellence to achieve the greatest results possible. Our team drives cross-Region, cross-Area and cross-Subsidiary insight and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale.

You will be part of a team that helps businesses achieve their digital transformation and business goals with Microsoft solutions and partners. In this role you will drive actionable outcomes, guide and optimize the sales process Segment and sales leaders. You will cross-collaborate with other roles to forward-looking performance recommendations of your segment. We are looking for an outcome-driven Sales Excellence Manager to support the Industry Solution Delivery (ISD) Business and for the Digital Natives Business in Enterprise Operating Unit

The ISD Sales Excellence Manager is a critical business role that looks left-right across the Services business, calling and managing risk and upside, identifying/ targeting high-value opportunities, accelerating partner co-sell, modeling our coaching culture transformation, and translating business insights into business models that accelerate business outcomes and customer/partner satisfaction.

As the DN Sales Excellence Lead , you will drive execution excellence aligned with MCAPS 5 priorities that are critical to win share and drive growth. These include aligning with Sales Ops teams, engaging vTeams (STU/CSU/Engg) on accelerating milestones and winning customers. You will also be required to provide oversight on the Pursuits motion and support teams gaining walletshare in dark accounts

You will drive a predictable Rhythm of Business (ROB) with cross-functional teams to ensure quality four-quarter (4Q) rolling business outcomes. You will work with Segment and Sales leaders to instill sales process discipline on pipeline health management, guide Sales Leaders on Microsoft sales methodologies, and collaborate across roles and segments to proactively seek resolution to manage change within your segment.

[This role is flexible in that you can work [up to 50% from home].

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.

• Experience in Sales & operations 15+ years

As a Partner to the ISD Leader Running the Business

• Establish and drive a well-defined, predictable rhythm of the business (RoB), that enforces great discipline in sales and consumption processes and delivers over-achievement of business results through core sales and consumption motions

• Coach and advise on sales motions/ strategies for up-sell and cross-sell opportunities. Drive awareness on ISD offerings to achieve targets, meet with customers and partners to generate new business and accelerate the close of existing opportunities

As a Sales Leader Coaching for Growth for both DN & ISD

• Increase the ease of doing business with Microsoft by escalating, and solving for, customer/ partner issues that impede adoption and growth

• Obtain first-hand insights on customer/partner issues and aspirations through targeted customer/partner engagements

• Leverage business insights and leading indicators tobenchmark performance and define current and future actions needed to grow the business faster than the overall market

As a Transformational Leader

• Partner with Area, Segment, Delivery, Time Zone, Finance Leaders and Business and Sales Operations Team to remove selling time roadblocks and increase seller capability and effectiveness

• Role model the internal transformation from an inspection to coaching culture. Leading sales managers to become more effective coaches to their sellers resulting in increased individual and team capability, employee satisfaction and collaborative selling efforts

• Coach sales managers to drive new Digital Transformation projects through business outcome selling

As a Driver of Sales Process Discipline

• Instilling sales process discipline, adherence to standards and excellence in execution while holding sales managers accountable to quality and accuracy

• Drive integrated customer planning to exceed cloud growth targets and hold sales managers accountable for account plan quality and completeness

• Coach pipeline discipline leading to healthy coverage and infuse the proper forecast rigor, accuracy and accountability

As a Strategist for Fiscal Planning

• You will partner with Segment Leads, Finance, Business and Sales Operations (BSO/SOPM) on fiscal year planning workstreams requiring sales excellence support.

• Quota management & assignments at the beginning of the fiscal and drive the updates through the course of the fiscal