Overview
Drives sales growth through mid- to long-term account or business planning. Guides segment leads or partners, or collaborates with peers to develop segment strategy for segmentation, territory planning, and quota setting. As primary orchestrator of the Account/Portfolio Partner Business Plan, activates sponsorship within segment leaders. Defines and drives a predictable rhythm of the connection (ROC) in collaboration with peers and/or leadership. Guides sales teams/leadership on sales motions/strategies for opportunity management as a subject matter expert. Coaches and builds relationships with sales leaders on executing key priorities. Drives awareness and clarity of Corporate or TimeZone programs. Leads optimization and improvement in sales team processes and capabilities across the organization. Identifies trends on sales challenges or blockers. Leads innovations in analytics on key revenue drivers. Drives sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales leaders. Integrates the feedback to guide engineer/partner teams on improving tools. Supports segment leader capacity as a senior leader.
Responsibilities
Business Partnership and Support
- 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.
Driving Sales Process Discipline
- 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.
Sales Coaching for Growth and Transformation
- 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.
Supporting Executive Capacity
- 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.
Qualifications
Required/minimum qualifications
- 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 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.
- 5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about **requesting accommodations.**