Sales Excellence Manager- Small, Medium Business

Responsibilities

• Advises segment leads or partners, or collaborates with peers to develop segment strategy for segmentation, territory planning, and quota setting. Shares feedback on proposed segmentation changes based on local business knowledge. Aligns with Business and Sales Operations (BSO) on quota distribution strategy and timeline for the Area. Leverages segment knowledge to provide input on judgment/adjustments prior to quota decisions. Participates in sales leader and manager briefings to share quotas and rationale where needed.
• Maintains and/or defines a predictable rhythm of the connection (RoC) in collaboration with peers and/or leadership. Contributes to RoC activities to enforce great discipline and ensure quality outcome delivery. Provides business insights and recommendations to effect positive changes. Identifies opportunities to streamline and improve the RoC cadence within the supported segment/region.
• As primary orchestrator of the Account/Portfolio Partner Business Plan, contributes to activating sponsorship within segment leaders. Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality. Contributes to reinforcement and review of quality plans within the segment/region.
• Advises and contributes to sales teams on sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture). Contributes to operationalizing prioritized sales plays and industry solutions. Identifies opportunities to generate new business and accelerate the closing of existing opportunities.
• Drives sales growth through account or business planning. Analyzes the outlook and leverages business insights to benchmark performance and make suggestions on current and future actions based on key drivers, opportunities, and/or risks. Supports the integration, alignment, and/or execution on the defined actions within the segment/region.

• Supports segment leader 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 segment as an internal advocate and an extension of the segment leadership.

• Instills sales process discipline, adherence to standards and excellence in execution, or pipeline health. Holds sales managers accountable for account plan quality and completeness. Helps ensure consistency and excellence in the sales process within the segment/region. Shares best practices within their team.
• Acts as a subject matter expert to advocate and support 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. Consolidates input from the supported area into the feedback loop. Communicates feedback to engineer/partner teams on tools.
• Contributes to analytics on key revenue drivers (e.g. by channel, by product, by geo). Integrates findings from data analysis. Leverages reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.

• Improves awareness and clarity of Corporate or TimeZone programs among sales teams and managers. Intakes and contributes to adopting plans to create new habits among sales teams or partners.
• Partners 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. Provides input to sales teams to anticipate and mitigate risks. Captures and integrates feedback on sales challenges or blockers. Communicates feedback to relevant teams through the appropriate channel.
• Contributes to optimizing sales team processes and capabilities within the supported segment. Assesses customer/partner needs and applies methodologies and resources to transform seller capabilities, sales processes, and/or partner engagement processes.
• Coaches and builds relationships with sales team on executing key priorities. Engages sales team to become more effective coaches to their sellers. Helps sales team achieve increased individual and team capability, employee satisfaction, and collaborative selling efforts. May contribute to coaching on large deal pursuit.

• Embody our Culture and Values

Qualifications

• 8+ 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.
• 5+ years of experience managing relationships with stakeholders, clients, and/or customers.

• Bachelor's Degree or relevant work experience
• 3+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.
• Ability to motivate, inspire, and lead cross group/functional teams with independence and success.
• 4+ years presentation experience with a focus on storytelling and persuasion.
• Ability to function effectively in a matrixed work environment; with cross-functional team collaboration skills.

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.