Sales Excellence Manager, Americas Markets & Industries

Microsoft is a leading technology company, and they are seeking a Sales Excellence Manager to drive sales growth through account and business planning. The role involves coaching sales teams, optimizing processes, and providing business insights to enhance sales effectiveness.

Responsibilities:

• Maintains and/or defines a predictable rhythm of the connection (RoC) in collaboration with peers and/or leadership
• Contributes to RoC activities to enforce great discipline and ensure quality outcome delivery
• Provides business insights and recommendations to effect positive changes
• Identifies opportunities to streamline and improve the RoC cadence within the supported segment/region
• As primary orchestrator of the Account/Portfolio Partner Business Plan, contributes to activating sponsorship within segment leaders
• Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality
• Contributes to reinforcement and review of quality plans within the segment/region
• Advises and contributes to sales teams on sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture)
• Contributes to operationalizing prioritized sales plays and industry solutions
• Identifies opportunities to generate new business and accelerate the closing of existing opportunities
• Advises segment leads or partners, or collaborates with peers to develop segment strategy for segmentation, territory planning, and quota setting
• Shares feedback on proposed segmentation changes based on local business knowledge
• Aligns with Business and Sales Operations (BSO) on quota distribution strategy and timeline for the Area
• Leverages segment knowledge to provide input on judgment/adjustments prior to quota decisions
• Participates in sales leader and manager briefings to share quotas and rationale where needed
• Drives sales growth through account or business planning
• Analyzes the outlook and leverages business insights to benchmark performance and make suggestions on current and future actions based on key drivers, opportunities, and/or risks
• Supports the integration, alignment, and/or execution on the defined actions within the segment/region
• Instills sales process discipline, adherence to standards and excellence in execution, or pipeline health
• Holds sales managers accountable for account plan quality and completeness
• Helps ensure consistency and excellence in the sales process within the segment/region
• Shares best practices within their team
• Acts as a subject matter expert to advocate and support effective and rigorous usage of common and/or new processes and tools developed for the wider business to improve internal and external communications and engagements
• Consolidates input from the supported area into the feedback loop
• Communicates feedback to engineer/partner teams on tools
• Contributes to analytics on key revenue drivers (e.g. by channel, by product, by geo)
• Integrates findings from data analysis
• Leverages reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners
• Improves awareness and clarity of Corporate or TimeZone programs among sales teams and managers
• Intakes and contributes to adopting plans to create new habits among sales teams or partners
• Partners with SE&O, BSO, Finance and Operations to remove sales roadblocks, drive utilizations of investment, increase customer/partner-facing time, and enhance seller/partner capability and effectiveness
• Provides input to sales teams to anticipate and mitigate risks
• Captures and integrates feedback on sales challenges or blockers
• Communicates feedback to relevant teams through the appropriate channel
• Contributes to optimizing sales team processes and capabilities within the supported segment
• Assesses customer/partner needs and applies methodologies and resources to transform seller capabilities, sales processes, and/or partner engagement processes
• Coaches and builds relationships with sales team on executing key priorities
• Engages sales team to become more effective coaches to their sellers
• Helps sales team achieve increased individual and team capability, employee satisfaction, and collaborative selling efforts
• May contribute to coaching on large deal pursuit
• Supports segment leader capacity as a senior leader
• Advises on and contributes to various aspects of business management (e.g., employee engagement, resource allocation, change management, building high-performing teams) in collaboration with leadership and cross-functional teams
• Represents the segment as an internal advocate and an extension of the segment leadership

Requirements:

• 4+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience
• 3+ years of experience using data to drive business outcomes or inform business decisions
• 3+ years of experience managing relationships with stakeholders, clients, and/or customers
• Bachelor's Degree in a related field
• 3+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience