As a Sales Excellence Director for Microsoft's Mid America District and a key influential within the district leadership team, you will add high-level value by ensuring a comprehensive set of sales and business processes are executed that deliver sustainable results that meet or exceed all business objectives assigned. By leading and managing day to day business operations, much like a COO, you will interact and align with multiple stakeholders, both within the local team and with multiple senior regional and headquarters executives and their teams.
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Key Responsibilities:
1. Lead selling excellence across the entire sales lifecycle
Coach managers, sales teams, specialist sales and drive toward consistent, higher levels of world class selling
Seamlessly execute deal reviews, Win/Loss reviews, proposal excellence processes
Create segment-specific engagement processes, industry alignment and focus
Define and execute customer and partner satisfaction processes that will deliver superior results
Lead and manage deployment and adoption strategies that ensures better customer experience, long term customer lifecycle and annuity, and incremental revenue opportunities
Focus on capability selling and optimization
2. Lead effective and predictable business planning rhythm Integrate measures and reports in the Rhythm of the Business (ROB) that enforce disciplined sales processes.
Consolidate sales forecasts from pipeline reports and discussions with Sales Managers
Develop and manage the annual budgeting process for the upcoming year
Administer and manage the quota setting process
3. Ensure well-executed sales optimization and productivity strategies
Implement effective account planning process framework and tools
Introduce or formulate sales incentive strategies that promote strategic goal achievement
Introduce and implement effective strategic change management methods for programs and initiatives
Ensure successful customer segmentation implementation
Produce business intelligence that provides valuable insights for effective strategic decisions
Drive alignment between the Sales, Services, Marketing and Partner organizations
Review core systems and provide tools requirements for usefulness and acceptance
Identify the levers and metrics that will best track and accelerate progress toward goal achievement
Build and develop a licensing and annuity strategy to meet growth objectives
4. Lead World Class Selling activities-Art of Selling
Define and execute sales readiness plans and programs that elevate all sellers into trusted advisors for their clients
Improve Executive Sponsorship by elevating engagement and consistency, and engage directly as sponsor for top accounts
Identify strategic deal investments, identify must-win deals for the district, ensure sponsorship, and engage directly in top sales opportunities
Leverage customer insight to improve decision making
Drive innovation opportunities, define consistent process and content by industry 5.
Lead and manage a team of Licensing Solutions Specialists
Lead, manage and coach a team of 5-6 sales professionals
Act as a coach and strategist to the pursuit team as they move through the negotiation phase of an opportunity
Work with other stakeholders in the packaging of offers
Link to channel partners to ensure smooth delivery of solutions to the customers
Critical skill requirements:
Ability to think strategically. Key performers call it 'three dimensional thinking'.
10 plus years of education, knowledge and experience in broad-based business management.
5 plus years Sales management experience, with a keen understanding of sales processes and the ability to apply sales coaching to both sales managers and individual contributors.
A passion for systems and processes that are effective and run efficiently.
Organizational agility, change management and attributes of leadership.
Demonstrated outstanding competencies around Influencing for Impact, Collaboration, Drive for Results, Judgment, Adaptability and Customer Focus.
Bachelor's Degree required, MBA or Master's Degree preferred
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