Sales Excellence Manager

작업 내용

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

Do you want to be a key sales leader at one of the largest cloud companies in the world at the most exciting transformative time in the industry? Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be and taking their careers places they simply couldn’t anywhere else. This is a world of more possibility, more innovation, more openness, and sky’s-the-limit thinking - a cloud-enabled world.
Our mission is to empower every person and every organization on the planet to achieve more. This mission is ambitious and at the core of what our customers and employees care deeply about. We have unique capability in harmonizing the needs of both individuals and organizations. Joining Microsoft in the Enterprise Operating Unit (EOU) as the Enterprise Sales Excellence Lead you will be advising the Enterprise Lead and coaching sales managers to build the momentum of digital transformation for our customers and partners as well as the company itself. The Sales Excellence Lead is a senior sales leader with exceptional relationship, solution selling and coaching skill who has a proven track record of driving growth in complex and ever-changing business environments and market lifecycles.

Responsibilities

Responsibilities

The Enterprise Sales Excellence Manager is a critical business role that looks left-right across the Enterprise 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 a Partner to the Enterprise Lead Running the Business

• As a primary mission, support the broader team on a number of complex deals (RFI/RFP/REN,...). Drive efficient sales ‘bid’ processes while coordinating internally & externally. Act as enabler and scale learnings into quick successes in other areas of the business.
• Create sales motions/strategies for up-sell and co-sell opportunities. Drive awareness to product mix needed to meet targets.
• Guard both the quantitative (revenue) as the qualitative (scorecard) progress of our business and stimulate rapid changes where needed.
  

As a Sales Leader Coaching for Growth

• Increase the ease of doing business with Microsoft by escalating, and solving for, customer/partner issues that impede product adoption/growth.
• Leverage business and people insights to benchmark performance and define current and future actions needed to grow the business faster than the overall market. Coach on operational setup needed to drive long-term growth within the larger Enterprise Operations Unit.
  

As a Transformational Leader

• Build a modern selling mindset and new selling habits.
• Inspire and enable the team to include partners and Microsoft Services within the larger deals.
  

As the Enterprise Representative in Fiscal Year Planning

• Provide decision making support for the Enterprise Commercial and Public Sector Leads during blueprint process on headcount changes and create business cases on additional headcount requests where applicable.
• Drive integrated account planning to exceed cloud growth targets and hold sales managers accountable for plan quality and completeness and rolling 12 month pipeline coverage.
  
  

Additional Responsibilities

• Primary responsibility is to coach the sales teams on the most complex deals/bids.
• Secondary mission is to help transform the organisation in a modern sales team and help sales leadership to build organisational competencies and capacity for the future.
• Third’s objective is to provide decision making and execution support
  
  

Qualifications

Experience

• Core Competencies: Organizational Leadership, Strong Business Acumen, Strategic Insights, Trusted Advisor, Strategic Sales Planning, Sales Team Leadership
• Professional Competencies: Adaptability, Customer Focus, Drive for Results, Influencing Impact, Judgement, Collaboration, Executive Maturity/Presence, Value Selling, Analytical Problem Solving, Organized & Disciplined, Initiates/Embraces Change
• Experience: 10+ years of related experience in: Senior Sales or Channel Management/Leadership Roles, Business Transformation, Coaching Solution Sales, Strategic Sales Planning, Strong Business Analysis Skills (understands financials, sales processes, scorecards and key performance indicators)
• Education: bachelor’s degree or equivalent work experience, MBA/Masters a plus with focus on business administration, economics, finance, organizational management, business management
  

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.