Dir Sales Exc & Strategy in Redmond, WA


TitleDir Sales Exc & Strategy
CategorySales
LocationRedmond, WA
DivisionSales
Date AddedFebruary 27, 2015
Open Positions2

In WW EPG Sales Excellence we lead change by defining the vision for successful change management, business strategy, and sales optimization. The Sales Model team is at the forefront of this leadership, developing and transforming all elements of the sales model to accelerate world-class selling. We are looking for an experienced, creative, insightful, strategic, and field-first Director to join us as we deliver breakthrough thinking to modernize our sales model for a Mobile First - Cloud First world. This position has direct engagement with the EPG Leadership Team to execute critical envisioning, modeling and implementation. As the enterprise software market evolves in this new world, Microsoft's product portfolio continues to expand, and the buying patterns across customers and partners changes, there is an increasing (and ongoing) need to refine the sales model to maximize productivity. A key aspect of driving productivity is to evolve more intelligent and sophisticated sales resourcing models. This position will be responsible for evolving the design of the enterprise sales model, including creating or redefining: o Organization Sequencing/Blueprint strategy and design planning o Future role definition o Team unit construction resourcing prioritization o Capacity and resource plans o Productivity models o Compensation strategies o Data-based and field-based resourcing strategies This job will report into the EPG Sales Model Design team in the WW EPG Sales Excellence team. Key Responsibilities will likely include: o Develop the business rules for constructing sales team units within enterprise sales o Develop business rules and blueprint for sharing resources and accountabilities across segments (e.g., EPG, SMS&P, Services). Educate the field on the resourcing guidance and help field teams implement the guidance o Collaboratively recommend sales model evolution to more productively engage with partner ecosystem o Develop Sales Productivity models for enterprise sales. Analyze productivity across all geographies, segments, and sectors o Develop resourcing and investment opportunity models based on local industry and economic trends o Develop compensation strategies tied to role and blueprint strategies Qualifications: o 10 years + relevant experience o Bachelor's degree in Business or related field; MBA preferred o Understanding of enterprise sales practices at Microsoft or within technology industry. Preference for Born in the Cloud and/or devices sales practices knowledge o Strong analytical and problem solving skills o Open, confident communicator effective in senior levels of engagement o Experience leading major change initiatives in complex organizational structures o A strong influencer across teams and organizations o Driven success in a fast paced environment o High personal accountability for self and others o Comfortable being simultaneously self-driven and collaborative, and able to drive for change

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.
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Are you excited about an opportunity to help drive Global Sales opportunities and strategies? Are you interested in driving broad global impact and helping Microsoft's Specialist Team Unit (STU) be the premier field sales organization? If so, then the WW Specialist Sales Team is the right place for you! We drive the excellence in strategy and execution for the more than 4,000 Solution and Technical Sellers worldwide.

The newly created Sales Transformation team is looking for an individual who is a great team player, a self starter, strategic thinker and adaptable to jumping in to solve issues and drive solutions across the business. This individual should also be a leader who is passionate about quality and tenacious in driving impact, has impeccable planning and execution skills with a focus on driving results and change throughout the organization.

This is an accelerator role in a key strategic team. You will have access to transformational priorities and exposure to senior executives across the company. It is a unique opportunity if you are looking to learn, grow and accelerate your career at Microsoft.

As the WW Director, Sales Transformation, Sales Excellence and Enablement, your primary responsibilities will be to lead the operations, enablement and planning strategy for the most transformational areas of our business. You will be part of a new team of senior sales and program leaders with a primary focus on the transformation to consumption centric value selling, one of the most critical changes that requires significant focus in FY15 and beyond. In addition to this clear focus on consumption transformation, you will also be asked to support sales strategy on a number of cross BG sales challenges, potentially including our evolution to include telesales in the STU across segments. You will partner closely with the WW STU Strategy & Operations team, business leaders, as well as ensure the STU are inclusive of the WWEPG teams and key partners such as Services, M&O, MSIT, Sales Excellence and finance.

Key responsibilities and activities in this role include:
Manage and plan a clear rhythm of the business for the transformation sales team across multiple projects
Provide strong project management for complex projects that enable large virtual teams to have clarity and accountability (including budget and vendor management where relevant)
Represent the team in all design (and influence other's designs) of sales processes and tools for transformation projects for field and WW stakeholders to land key transformational priorities - including consumption tools
Lead enablement engagement for transformational programs in partnership with SMSGR, UES and other enablement professionals - build the plan, ensure it is executed especially at primary events (be the voice of transformation in S4/TR/MGX planning)
Support training of field and corp resources on key operational approaches that are key to our transformation
Negotiate with key partners (MSIT, M&O, Sales Excellence) on deliverables, influencing outcomes positively and in clear partnership
Strategic & analytic projects - provide business insight into opportunities and risks associated with key transformational projects (in partnership with Sales Excellence, M&O, MSIT etc)
Contribute to and review all consumption playbooks/guides/tools and processes to ensure they are high quality, clear, simple and landable
Partner closely with relevant metric owners in each business team and with role owners across ATU and STU
Own and drive other key cross business initiatives on behalf of the GM Transformation/Strategy
Travel expected - 10%

The ideal candidate will have 10+ years of experience in a large IT organization along with 5+ year of business management, program/project management experience and field enablement with analytical strength. You will ideally have worked in a segment or field role and understand the key business of sales so you can truly contribute to transforming with a realistic approach. You will define/design and lead key rhythms with the sales leads and key partners to accelerate the speed of transformation. You will understand key issues and ensure we are documenting all insight effectively to enable change. You will be looking for ways to help transform specialist sales and driving key initiatives cross-team to deliver programs and capabilities to the specialist field. You will have relationships with readiness organizations and individuals as well as Sales Excellence and operations teams to enable you to get results.

Personal Attributes: This role requires a highly motivated, self-led individual with a mature and positive attitude and a passion for transforming the company through change. Simple and practical/landable should be your true north, and positive partnership your way of working.

Comparable jobs @ Microsoft: Sales Excellence Lead, Enablement Lead, Program manager.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.
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