This role resides in the WW Productivity Sales Management team within the Worldwide Specialist Sales (WWSS) organization. Our mission is to provide an essential leadership function by landing the Productivity strategy and driving outcomes through coaching. We drive growth through supporting our Productivity Sales Leaders by providing business insights, processes, & tools, which enable the field sellers to build relationships that better serve customers and partners. Passion for seller’s needs is core to our organization, and we always strike a balance between corporate goals and being a strong advocate and voice for the field, and by extension, for our customers & partners.
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• Ensuring predictable business and sales management and processes that enable sales execution excellence
• Developing and providing business insights and analysis of the business
• Managing and driving operational excellence and instilling world class selling disciplines and capabilities, including adoption of related processes and tools, and driving cross-group and community collaboration and alignment.
The primary outcome of this position is to increase the effectiveness of the WWSS Productivity Sales Excellence team by delivering on our 3 core guiding principles: 1) Business and Sales Partnership 2) Business Insight and 3) Fiscal Year Planning. We do this through effective planning, world class sales operations, innovative pipeline management and forecasting processes and tools, and also connecting with BG partners and sales leaders and delivering on our Productivity sales playbook.
You will work directly with senior executives across EPG, SMS&P, Product Groups, Corporate and WW segment teams. You will provide insight and advice on sales strategy, sales model, operational, headcount, HR and financial issues, own and drive key programs, participate in overall strategy decisions, drive creative and analytical problem solving, provide deep business insight and assist in implementing programs and processes. You will be accountable for detailed, scalable, accurate and flexible business insight that supports sales decision making. The successful candidate will think strategically at a global level, develop approaches that facilitate consistent management of the Productivity business execution and ROB process, and build successful relationships with stakeholder organizations. This position will be based in Redmond, WA reporting to the Director of Productivity Sales Programs.
Success is measured by:
• Business Insight – Deliver insights to evolve the business
• Drive sales analytics, white spacing analysis, pipeline and revenue trend analysis, and partner with sales leaders to understand the results and potential execution plans to achieve attainment and licensing development/growth as the business evolves and matures.
• Anticipate complex business issues by using an enhanced analysis of trends and variables.
• Be able to provide insights to the team about the business as it correlates to sales stage, revenue/metric, by area as it relates to the fiscal year actuals, forecast and budget.
• Support fiscal year planning with global coverage by the various criteria for FY investments (HC, revenue, metric, sales motion)
• Strategic Sales Planning
• Establish and define/run the ROB (rhythm of the business) through development and coordination of business processes, definition and reporting of revenue and metrics, and associated pipeline and management control systems.
• Develop and document business practices, planning guidelines and business reporting for consistent management and tracking of Productivity businesses.
• Operational Excellence - provide insight and advice on sales strategy, sales model, operational, headcount and financial issues working directly with senior executives across WWSS Sales, EPG, SMS&P, WPG, Product Groups, Corporate teams.
• Provides guidance on operational processes such as pipeline management, both to the direct team, and sales teams within the wider organization.
• Becoming a coach to sales management with the intent to improve sales capabilities.
• Provide program management of product sales strategies, marketing/partner investments, licensing/pricing integration and evolution, maximizing integration with the WW Sales lead, product and segments teams.
• Take leadership on a variety of projects which support the Productivity business, sales analytics, program management, fiscal year and correction of error projects, etc.
This is a unique opportunity for top performers with relevant sales and business leadership experience who are seeking a high impact, high visibility position in a great organization which influences the future course of Microsoft. Successful Sales Excellence Program Managers have great leadership skills, strong passion for driving a business, great communication and consultative selling skills, exhibit outstanding collaboration and analytical skills, are customer focused, and deal well with ambiguity and change. Ideally, the successful candidate will have:
• +7 years of field experience working on Enterprise Sales or Sales Management.
• Bachelor’s degree in business or finance or equivalent work experience, MBA a plus
• Very strong analytical and problem solving skills. Knowledge of Excel and Power BI is a must have skill.
• Passion for sales and understanding of the specialist sales model, preferably with relevant experience in Microsoft field sales and partner sales motion
• Passion for new, innovative, high growth products & services and sales models
• Excellent project and program management skills
• Understanding that results and relationships are intertwined
• Strong communication skills with the ability to work and lead through influence in a cross-group environment
• Solid capability to confront unstructured problems with structured solution approaches
• Strength in developing and executing strategy while applying sales excellence principles
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