Sales Excellence Manager

4 weeks ago

Bengaluru, India Microsoft Full time

Overview

Why Microsoft

In Small, Medium, Corporate (SMC) and Digital Sales, we have set out with the purpose to empower our customers through the unique value of the Microsoft cloud by building a globally-led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate and Digital Sales organization is committed to delivering the global digital scale engine for our business-- this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diverse and Inclusive, Wellbeing, Sustainability, Giving and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day. #SMCDSCareer

Qualifications

Required/Minimum Qualifications

4+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience. 3+ years of experience using data to drive business outcomes or inform business decisions. 3+ years of experience managing relationships with stakeholders, clients, and/or customers.
 

Additional or Preferred Qualifications

Bachelor's Degree in a related field.
3+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.

Team Culture and Support 

Microsoft believes that by investing in our people and creating an inclusive environment, our team will do their best work. See our complete list of benefits and why we are recognised as an Endorsed Employer for Women by WORK180.

Our mission is deeply inclusive.

Responsibilities

The Purpose of this role

The Sales Excellence Manager for SMC & Digital Sales is a strategic role that enables and drives consistent Sales Excellence practices throughout the SMC Asia sales business to achieve sales objectives. The successful candidate will gain a deep understanding of the Digital Sales operating model, digital culture, and be part of a dynamic, fast-paced and quickly evolving sales organization. This position is a strategic contributor operationalizing strategy, driving growth, increasing seller productivity and driving cultural transformation.

This role will partner with the SMC Sales Directors and management team and will interface with a broad network of sales management and other key stakeholders supporting the Asia business. This person will also work closely with Sales Excellence peers supporting the Americas and EMEA.

Business Partnership and Support

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. 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 Sales Operations Program Manager (SOPM) & Business and Sales Operations (BSO) on quota distribution strategy and timeline. 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. 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.
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. 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.
 

Sales Coaching for Growth and Transformation

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. 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. 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. 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.
 

Driving Sales Process Discipline

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. 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.
 

Supporting Executive Capacity

Supports segment leader capacity as a senior leader. Advises on and contributes to various aspects of business management (e.g., 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. Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect

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