Reporting to the General Manager of the EPG WW sales excellence team, this role is key to the development and landing of Microsoft’s Enterprise business. In this role you will be responsible for defining our enterprise selling motions and sales models to support a rapidly growing and changing business. Enterprise sales strategies around customer engagement, segmentation, people – sales roles and team unit structures, resourcing and sales capacity as well as incentive compensation plans for our EPG sales force is core to this role.
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Specific responsibilities include the following:
a. driving impact through effective customer plans, leadership and coaching related programs across the A13.
b. developing people strategies to ensure efficient and predictable landing of digital transformation deals;
c. leading blueprint and sales framework development across EPG to land material growth across our bold ambitions;
d. defining the RBI plans for all EPG sales roles such that our sellers are incentivized to be as successful as possible;
e. creating and incubating new programs that impact our pipeline development and close rates worldwide; and,
f. developing what our leading indicators of success and opportunities are across our enterprise business;
Critical aspects of this role include working collaboratively across organizational boundaries (e.g., WWCB, A13, and throughout the WW EPG organization), developing relationships with executive stakeholders, and driving material impact via influence and effective cross company v-teams.
Job Requirements:
• Deep understanding of designing effective sales strategies, sales model design, including segmentation, sales role design, customer planning and incentive compensation. Deep understanding of EPG field sales is a very strong plus.
• Proven track record in managing multiple large projects with a worldwide scope. Proven track record in achieving results by leading v-teams, working collaboratively across organizational boundaries.
• Proven track record in developing business cases and successfully presenting to senior executives.
• Expert knowledge in a at least 3 of the following
o Understanding of how EPG field sales is structured and how it operates
o Incentive compensation design
o Customer segmentation and customer wallet size estimation methodologies
o Sales productivity analysis and methodologies
o Role Excellence processes at Microsoft
o In depth understanding of Microsoft’s cloud services and /or devices strategy
• Success record of managing high performing teams and recruiting high potential talent;
• Excellent communication skills, both written and verbal
• 10+ Years sales experience
• Bachelor degree and MBA a strong plus.
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