Services Sales is seeking a new Senior Sales Excellence Manager to support the Federal business. This role is responsible for key Sales Excellence business initiatives and communications for the organization. This is a highly strategic and analytical position that is responsible for supporting the US Services Sales General Manager and leadership team to enable success against key sales excellence objectives.
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- Operational Excellence
- Pipeline/forecast management
- work with the sales managers and sellers on pipeline hygiene
- ROB reporting/analysis
- Build ROB and provide reporting/analysis by product/solution for Federal region
- Scorecard and KPIs management
- drive metrics, identify gaps, and drive an action plan to resolve
- Standardization - meeting or exceeding corporate and subsidiary standards for specific programmatic initiatives determined as a priority by the Sales Excellence Director
- Business Insight
- Change leadership
- adds value to Microsoft by designing, driving and measuring the success of specific Sales Excellence programs of significant strategy and operational impact, designed to change sales and operational behavior. Is an effective advocate for change. Clearly communicates the business rationale for change and gain the support of employees and key stakeholders.
- Manage employees? concerns about their roles and career prospects during periods of change. Clearly align roles, systems, and processes with the direction of the change in order to benefit from it.
- Prioritization & Simplification - Driving continued improvements in sales capabilities; including individual capabilities, effective opportunity prioritization, efficient teaming, and strategic selling, all resulting in improved resource optimization. Help the teams simplify and bring structure to our business.
- Sales Leadership
- Ensure One Microsoft and One Sales Excellence
- Drives cross-group collaboration, provide an efficient cross-sector (Commercial, PS, CS, Services) alignment on all change programs, drives Segment-Services integration, including engaging partners and customers as needed to identify root causes and land improvements.
- Community, Share & Leverage Best Practice - Looks to WW EPG community to learn, share and leverage best Sales Excellence practices cross sector, cross segment
- Talent Development - Uses the profiles of excellence to continuously improve his/her skillset and capabilities.
- Change Management - Provide impact and influence to help Sales Managers apply discipline around their business and help Sellers build effective close plans, run ORBs, etc.
The role will be seen by others to be able to:
1. Identify root causes of problems with sales revenue, processes and tools
2. Formulate a strategy to address root causes of problems or seize new opportunities
3. Create and execute a program to pilot, revise and implement the strategy
4. Engage with sales leads, partners and customers in a consultative manner
5. Frame analyses to support a strategic supposition - analyses that a Sales Excellence Lead can execute on
6. Cross-group collaborate with other Segments, executive leads, and their representatives
7. Manage competing views and resolve into an agreed strategy
REQUIREMENTS:
- We are seeking someone with 3+ years sales experience, an analytical mindset, strategic thinker, and a Federal background.
- This position supports the Federal business so proximity to Washington, DC is preferred.
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