Sales Excellence Manager - Sydney, Australia - Microsoft Corporation

Description

In Small, Medium, Corporate (SMC) and Digital Sales, we have set out with the purpose to empower our customers through the unique value of the Microsoft cloud by building a globally-led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate and Digital Sales organization is committed to delivering the global digital scale engine for our business-- this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diverse and Inclusive, Wellbeing, Sustainability, Giving and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.#SMCDSCareer

Qualifications

What skills do you need to have?

There will be many opportunities for you to learn and grow into this role and Microsoft.

Required/Minimum Qualifications

• 7+ years' experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field
• 5+ years of experience using data to drive business outcomes or inform business decisions.
• 5+ years of experience managing relationships with stakeholders, clients, and/or customers.

Additional or Preferred Qualifications

• Bachelor's Degree in a related field.
• 3+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.

Microsoft believes that by investing in our people and creating an inclusive environment, our team will do their best work. See our complete list of benefits and why we are recognised as an Endorsed Employer for Women by WORK180. Microsoft Benefits | WORK180 Endorsed Employer

Even if you feel you may not meet 100% of the criteria, please apply. You may exceed your own expectations, or we may have another opportunity that suits your potential. While we're not able to reach out directly to every applicant, we will always do our best to help you feel heard and supported throughout the experience.

The Sales Excellence Manager for SMC & Digital Sales is a strategic role that enables and drives consistent Sales Excellence practices throughout the SMC Asia sales business to achieve sales objectives. The successful candidate will gain a deep understanding of the Digital Sales operating model, digital culture, and be part of a dynamic, fast-paced and quickly evolving sales organization. This position is a strategic contributor operationalizing strategy, driving growth, increasing seller productivity and driving cultural transformation.

This role will partner with the SMC Sales Directors and management team and will interface with a broad network of sales management and other key stakeholders supporting the Asia business. This person will also work closely with Sales Excellence peers supporting the Americas and EMEA.

Responsibilities:

Business Partnership and Support

• Boosts sales growth by planning accounts or businesses. Evaluates the outlook program use and uses business insights to compare performance and suggest current and future actions based on key factors, opportunities, and/or risks. Supports the integration, alignment, and/or execution of the defined actions within the segment/region.
• Helps segment leads or partners, or works with peers to create segment strategy for segmentation, partner/territory planning, and quota/partner target setting.
• As the main orchestrator of the Portfolio Partner Business Plan, helps to activate sponsorship within segment leaders. Mentors managers and sellers on account/portfolio/partner business planning basics, habits, and plan quality. Helps to reinforce and review quality plans within the segment/region.
• Keeps and/or defines a consistent rhythm of the connection (RoC) in collaboration with peers and/or leadership. Helps with RoC activities to enforce good discipline and ensure quality outcome delivery. Provides business insights and recommendations to make positive changes. Finds opportunities to simplify and improve the RoC cadence within the supported segment/region.
• Guides and contributes to sales teams on sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture). Helps to operationalize prioritized sales plays and industry solutions. Finds opportunities to generate new business and speed up the closing of existing opportunities.

Sales Coaching for Growth and Transformation

• Guides and develops relationships with sales team on achieving key goals. Helps sales team become better coaches to their sellers. Supports sales team in reaching higher individual and team competence, employee satisfaction, and cooperative selling efforts. May also coach on large deal pursuit.
• Increases awareness and understanding of Corporate or TimeZone programs among sales teams and managers. Adapts and helps to implement plans to create new habits among sales teams or partners.
• Helps to improve sales team processes and capabilities within the supported segment. Evaluates customer/partner needs and uses methodologies and resources to change seller capabilities, sales processes, and/or partner engagement processes.
• Works with Area Transformation Leads, Area Capability Leads, and Business and Sales Operations (BSO) to eliminate sales barriers, drive utilizations of investment, increase customer/partner-facing time, and improve seller/partner capability and effectiveness. Gives input to sales teams to foresee and reduce risks. Collects and integrates feedback on sales challenges or blockers. Shares feedback with relevant teams through the appropriate channel.

Driving Sales Process Discipline

• Analyze data on key factors that influence revenue (e.g. by channel, by product, by geo). Uses data analysis to draw conclusions and provide insights. Uses reporting and analytical tools to help sellers, sales managers and leaders, or partners see revenue and forecast data clearly and accurately. Promotes sales process adherence, standards and execution quality, or pipeline health. Ensures sales managers follow account plan standards and completeness. Helps achieve sales process consistency and excellence within the segment/region. Shares best practices with their team.
• Provides expertise and support on effective and consistent use of common and/or new processes and tools developed for the wider business to improve internal and external communications and engagements. Gathers input from the supported area into the feedback loop. Shares feedback with engineer/partner teams on tools.

Supporting Executive Capacity

• Assists segment leader capabilities as a senior leader. Provides guidance and input on various aspects of business management (e.g., employee engagement, resource allocation, change management, building high-performing teams) in partnership with leadership and cross-functional teams. Acts as an internal supporter and an extension of the segment leadership.

Industry leading healthcare

Educational resources

Discounts on products and services

Savings and investments

Maternity and paternity leave

Generous time away

Giving programs

Opportunities to network and connect

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations .