Sales Operations

Oversees sales operations planning processes using qualitative and quantitative methods. Collaborates with stakeholders to align, refine, and improve sales operations planning and execution. Analyzes and interprets data to provide recommendations for addressing sales performance blockers in conjunction with Sales Excellence. Leverages knowledge related to tracking and monitoring as well as performance of pipelines, scorecards, and sales plays. Guides continuous improvement change implementations that streamline and optimize the sales process. Identifies and implements solutions for processes that reduce redundancies, reduce manual work, or save time within Sales Programs. Drives aligned segment sales operations programs and supports execution in areas including Allocation/Disputes, Consumption, Customer Adds, and Pipeline. Influences seller coaching and provides data driven insights to augment the adoption and integration of processes and tools by sellers, managers, and leaders across the area or subsidiary.

**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.

Supporting Sales Discipline and Pipeline
- Partners with worldwide sales teams, worldwide 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. Partners with worldwide sales teams, worldwide owners, and other operational groups to drive success.
- 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.

Sales Operations
- Champions and approves execution excellence for sales operations fundamentals and innovation in the sales operations function across segments. complex. Leverages 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

Specialty Responsibilities
- Champions 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, reduc