Sales Operations

The Business & Sales Operations & Sales Excellence organization is the center of excellence for cross-business execution performance, planning, and sales operations. The team helps scale execution, operationalize business & sales programs, and drive business, sales, and partner transformation that forward Microsoft’s business objectives.

This role reports to the Sales Excellence Director who manages the Sales Excellence and Operations team and thus is responsible for leading sales planning, driving sales discipline and improving productivity to enable sales teams to reach maximum impact, in line with company/Area strategy.

• Drives sales discipline and enables new habits to help sales teams achieve targets. Provide high-quality, backend support (tools, processes, information) coupled with timely data-driven insights.
• Leads standardization of processes and tools and drive continuous improvement to optimize productivity.
  
  

The SOM is expected to raise sales efficiency, sales productivity and process compliance locally by means of consulting with the sales teams and implementing best practice sales operations processes. Oversees the aligned segment sales operations programs and ensures compliance of execution support using tools, processes, and information for many solution areas related to Allocation/Disputes, Consumption, Customer Adds, and Pipeline. Oversees 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. Oversees the use of local knowledge of sales teams to augment insights and drive returns of capital. Analyzes, interprets data, and provides recommendations from sales execution to help address performance blockers across Customer Adds, Consumption, Pipeline, Scorecard, and Annuity, and communicates to relevant stakeholders. Acts as subject matter expert on processes by providing insights related to processes and tools by sellers, managers, and leaders across the area or subsidiary.

The SOM scales by driving standard platforms and tools, streamlining business and sales processes, and delivering Subsidiary & Segment level analytics. The SOPM delivers reports and provides business insights that enable a "One Microsoft" approach, agility and results aligned with business priorities.

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.

Responsibilities

• Billed Pipeline Health and Management – Support execution of predictable revenue growth by segment / solution area and aligned with Microsoft sales methodology standards.
• Sales Execution - Drive and guide consistent sales excellence discipline, governance and partner insights within and across Enterprise.
• Provide data-driven insights about sales execution, based on standard reporting, that drive accountability on action plans to meet Area operational goals.
• Use knowledge of local Area and sales teams to augment insights and identify growth opportunities that support business Rhythm of Business (RoB).
• Drive continuous improvement within reporting and BI by driving local adoption, providing periodic feedback to Corporate teams and migrating local report to MSXi.
• Review and monitor performance periodically against the plan to refine course of action and influence sales teams to execute the plan.
  
  

Qualifications

Required Experience & Skills

• 10+ years related experience
• Experience and deep knowledge within Sales Operations, Business Planning, Sales Excellence and/or Finance
• History of driving rigor and sales discipline
• Deliver end-to-end deep data analysis and actionable strategic insights
• Focus on providing process optimization by understanding the desired business outcome
• Innovate to deliver standards which enable speed, efficiency and scale in the business
• Executive exposure and cross-functional stakeholder management
• Proven communication and collaboration skills
  
  

Preffered Experience

• Familiar with financials, pipeline, scorecards and other internal measurement tools
• Functional (Partner, Services, Sales, Marketing) knowledge
• Understanding of key sales management metrics for process (coverage, velocity, close rate, etc.) and outcomes (scorecard metrics, etc.)
• Technology industry experience
• Change management experience
• People and organizational leadership
• Data Analytics and BI experience
• Governance and program management experience
• Process improvement and quality management experience (Six Sigma, etc.)
  
  

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.