In our Small, Medium, Corporate (SMC) organization, we have set out with the purpose of empowering 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 (SMC) and Global Small and Medium Business (SMB) organization is on pace to be Microsoft's next $100 billion-dollar business. We are looking to hire a Sales Excellence Manager in Americas to support the Global SMB Customer Success organization.
The
Sales Excellence Manager covering the Global SMB Customer Success in the Americas region is a strategic role that enables and drives consistent Sales Excellence practices to achieve cloud transformation and growth objectives. As a trusted advisor to the Customer Success Leadership team, the focus of the Sales Excellence Manager's role is to be a driver of sales discipline and execution excellence, as well as a sales coach, accelerating business growth by translating insights into actions. This role is flexible in that you can work up to 50% from home.
The successful candidate will gain a deep understanding of the Global SMB Customer Success operating model, digital culture, and be part of a dynamic, fast-paced and quickly evolving customer success organization. This position is a strategic contributor operationalizing strategy, driving growth, increasing seller productivity and driving cultural transformation. This role will work with leaders, managers and individual contributors across the SMC organization, Sales Excellence & Operations, Finance, Strategy and other key corporate stakeholders.
Responsibilities
Business partnership and support
- Sales and consumption growth through mid to long term account and biz planning
- Advises and influences leaders, managers and partners or collaborates with peers to develop segment strategy for segmentation, territory planning, account assignment and quota setting
- Supports in the orchestration of Account/Portfolio/Consumption and drive the activation of sponsorship within segment leaders. Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and operational metrics plan quality.
- Maintains and/or define and drive a predictable rhythm of the connection (RoC) in alignment with Timezone Leaders. Contributes 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 to streamline and improve the RoC cadence within the supported segment/region(s) and provides optimization within the execution processes.
- Builds relationships with key stakeholders and partnering with Finance, SMC Sales Strategy team and Operations to support the business expected outcomes.
Sales, Consumption & Support Coaching for Growth and Transformation
- Coaches and builds relationships with sales/consumption managers on executing key priorities. Identifies where coaching may be needed based on data-driven insights.
- Influences sales/consumption managers to become more effective coaches to their teams. Hold sales/consumption managers accountable for account plan quality, forecast and operational metrics expectations. Helps ensure consistency and excellence on engagement processes. Shares best practices within the team and ensures a cohesive and consistent global approach.
- Share insights and influence sales/consumption managers strategies to anticipate and mitigate risks. Review and develop actions based on feedback on sales, consumption & milestones challenges or blockers.
Driving Sales, Consumption & Support Process Discipline
- Conducts analytics and generates data-based insights to provide insights that enable growth trajectories. Leverages existing reporting and analytical capabilities to generate data-based insights and enable visibility into revenue/consumption and forecast for sellers, sales/consumption/support managers and leaders, or partners.
- Instill sales and consumption process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales/consumption managers. Drives consistency and excellence in the sales/consumption process across the segment(s)/region(s). Shares best practices, fosters collaboration, and provides thought leadership across teams.
- Conveys the value of the 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. Shares subject matter expertise on the tools with team, sales leaders, and/or partners. Manages consolidated input from the supported areas.
Qualifications
Required/Minimum Qualifications
- 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.
Additional Or Preferred Qualifications
- Project / Change Management Experience
- 3+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.
- Sound knowledge & understanding of financial & sales processes, scorecards & key performance indicators
- Experience with any related Data Science/BI tools, Power BI, Excel, SQL/Python is a plus
- Data and analytics experience
Sales Excellence IC4 - The typical base pay range for this role across the U.S. is USD $103,800 - $200,300 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $133,700 - $219,200 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay
Microsoft will accept applications for the role until October 1, 2024.
Microsoft is an equal opportunity employer. Consistent with applicable law, 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.
