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WE ISD Sales Excellence Mgr

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Microsoft

Today

  • Job
    Full-time
    Senior Level
  • Consulting
    Sales & Business Development
  • Milan

AI generated summary

  • You need 5+ years in ISD/consulting, data-driven decision-making, and project management, plus 8+ years in sales or related fields. A bachelor's degree is also required.
  • You will optimize sales processes, coach managers, drive strategy implementation, analyze performance data, and enhance seller capabilities while supporting business planning and execution.

Requirements

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

Responsibilities

  • Drives optimization and improvement in sales team processes and capabilities across the region(s). Assesses and anticipates customer/partner needs and applies or develops methodologies and resources to transform seller capabilities, sales processes, and/or partner engagement processes. Models transformation to a coaching culture.
  • Coaches and builds relationships with sales managers on executing key priorities. Identifies where coaching may be needed based on data-driven insights. Influences sales managers to become more effective coaches to their teams. Guides sales managers to achieve increased individual and team capability, employee satisfaction, and collaborative selling efforts. May coach and guide large deal pursuit.
  • Partners with Area Transformation Leads, Area Capability Leads, and Business and Sales Operations (BSO) to remove sales roadblocks, drive utilizations of investment, increase customer/partner-facing time, and enhance seller/partner capability and effectiveness. Shares insights and influences sales managers' strategies to anticipate and mitigate risks. Integrates feedback on sales challenges or blockers. Guides relevant teams to develop actions based on the feedback.
  • Drives awareness and clarity of Corporate or TimeZone programs. Intakes and drives the adoption of plans to create new habits among sales teams or partners.
  • Supports ISD Area Consulting 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.
  • As primary orchestrator of the Account/Portfolio Partner Business Plan, activates sponsorship within segment leaders. Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality. Drives reinforcement and review of quality plans across region(s).
  • Guides sales teams/leadership on sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture) as a subject matter expert. Clarifies accountabilities and operationalizes the prioritized sales plays and industry solutions. Guides sales teams/leadership to generate new business and accelerates the closing of existing opportunities.
  • Drives sales growth through mid to long term account or business planning. Analyzes the outlook and generates business insights to benchmark performance and/or define sales/organizational/partner strategies. Contributes to integrating strategy components (e.g., programs, blueprints), cascading, aligning, and executing the defined strategy across region(s).
  • Defines and drives a predictable rhythm of the connection (RoC) in collaboration with peers and/or leadership. Leads end-to-end RoC activities to enforce great discipline and ensure quality outcome delivery. Provides in-depth business insights and recommendations to effect positive changes. Leads efforts and coaches less experienced team members to streamline and improve the RoC cadence across region(s).
  • Guides 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 expertise to review on judgment/adjustments prior to quota decisions. Participates in sales leader and manager briefings to share quotas and rationale where needed.
  • Drives sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales managers. Holds sales managers accountable for account plan quality and completeness. Helps ensure consistency and excellence in the sales process across the segment(s)/region(s). Shares best practices and provides thought leadership across teams.
  • Leads analytics on key revenue drivers (e.g. by channel, by product, by geo) and generates data-based insights. Leverages and develops reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.
  • Acts as a subject matter expert to convey the value of tools and drive the 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. Owns consolidated input from the supported area into the feedback loop. Leverages the feedback to influence engineer/partner teams on improving tools.

FAQs

What is the primary focus of the WE ISD Sales Excellence Manager role?

The primary focus of this role is to drive ISD sales growth through mid- to long-term account or business planning and to optimize and improve sales team processes and capabilities.

What qualifications are required for this position?

Candidates must have 5+ years of ISD/Consulting experience managing relationships with stakeholders, clients, and/or customers, along with 5+ years of experience using data to drive business outcomes. Additionally, 8+ years of experience in sales, sales operations/management, account management, business development, or related fields is required.

Is project management experience necessary for this job?

Yes, having 5+ years of experience in managing projects, including planning, managing timelines, and tracking progress is preferred.

What are the key responsibilities of the Sales Excellence Manager?

Key responsibilities include driving sales growth, coaching sales teams, removing sales roadblocks, guiding account/portfolio business planning, and leading sales process discipline.

Will I be required to coach sales managers in this role?

Yes, a significant part of the role involves coaching and building relationships with sales managers to execute key priorities and improve their coaching effectiveness.

Is there a requirement for a certain level of education?

Yes, a Bachelor's Degree in a related field is preferred.

Does this role involve collaboration with other teams?

Yes, the role requires collaboration with Area Transformation Leads, Area Capability Leads, Business and Sales Operations, and various cross-functional teams.

How does the position contribute to sales strategy development?

The role involves guiding segment leads or partners to develop segment strategies for segmentation, territory planning, and quota setting, as well as contributing to integrating strategy components across regions.

Are there opportunities for career growth in this position?

Yes, the position supports ISD Area Consulting leader capacity and provides opportunities to contribute to aspects of business management and leadership, which can lead to further career advancement.

Is Microsoft an equal opportunity employer for this position?

Yes, Microsoft is an equal opportunity employer and considers all qualified applicants for employment without regard to any protected characteristic.

Microsoft

Technology
Industry
10,001+
Employees
1975
Founded Year

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