The Business Program Manager (Sales Excellence) is responsible for driving sales performance through analysis and collaboration with both Sales and Customer Service teams around pipeline coverage, conversion rates, win rates and on overall sales productivity and performance. In doing so, fulfilling the Americas Sales team purpose of developing quality pipeline for our direct & partner sales teams.
Responsible for providing Data Driven recommendations to our Service Delivery Managers/Telesales Sales Excellence and SMS&P Partner Sales teams to drive continuous improvement to our sales process and maximize our leverage of CRM capabilities that will help accelerate sales productivity and performance.
Key areas of focus:
Partner with C2PC and Inside Sales stakeholders (PSEs, Marketing, Field Sales) to discuss Partner and Inside Sales performance, win rates, routing strategies, signalize on big opportunities, follow up on big opportunities. Act as the point of contact at CSS Commercial Inbound Sales for any escalations on opportunities created by the team.
Establish a strong RoB within the North America region to manage Field Engagement
Track sales team metrics and report data to leadership on a regular basis
Partner with Inside Sales team on opportunity, large deal processes
Collaborate with sales leadership to create and train prospecting process.
Collaborate with sales leadership to create and train lead qualification process.
Work with sales leadership and SDMs to generate ideas for sales contests and motivational initiatives
Facilitate monthly sales pipeline review process with our Partner Sales Teams
Develop and maintain reporting process for pipeline coverage by product lines and regions including conversion targets, average deal size, opportunity frequency, pipeline velocity and win/loss trends
Create a pipeline health index based on various pipeline health indicators, and facilitate continuous improvement
Develop, implement and maintain KPI dashboards for pre-sales team to that provide them with insights to their pipeline that are intuitive and actionable
Work with Marketing Stakeholders to review results and performance, discuss on upcoming Demand Generation campaigns, Volumes and call/chat drivers, and new implementations.
Recommend and implement processes to streamline and continuously improve our current sales reporting/analytics to appropriately raise awareness and drive corrective actions
Provide analysis of data directly to senior management as requested, ideally anticipating these requirements in advance - Gathers, analyzes and interprets sales performance based metrics defined by the organization and present results to management.
Work closely with Sales management and Go to Market & Marketing teams to Identify and implement new approaches, best practices and tools that drive increased sales productivity and enables improved execution of sales process
Develop training and partner with sales SDMs on optimized use of all available reports and dashboards
Required:
- Bachelor's Degree in business or finance
- Experience successfully selling and using Microsoft products
- Understanding of Microsoft on premise Software & cloud solutions sales cycles
- 5-10 years of relevant work experience in providing sales reporting, pipeline analysis and developing KPI-based scorecards
- Strong intrapersonal and influence skills.
- Exceptional written and verbal communication skills.
- Demonstrated success driving transformation
Ideal Candidates will have:
- Experience in implementing best practices for metrics in high performance sales organizations, ideally in a complex enterprise software sales environment
- Worked closely with all levels of sales management to help them better understand and manage their business for success
- Data driven and familiarity with sales data analysis and reporting
- Proven experience in simplifying and automating sales reporting, dashboards and scorecards processes
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