Dir Sales Excellence & Strategy in Redmond, WA


TitleDir Sales Excellence & Strategy
CategorySales
LocationRedmond, WA
DivisionSales
Date AddedDecember 5, 2014
Open Positions1

Are you looking for a highly visible role that has the potential to drive broad impact across a $26b WW business? Are you a highly motivated individual who is committed to excellence in all that you do, and has passion for supporting the EPG field sales, services and partner teams? Do you enjoy working in a highly collaborative environment where top performers are recognized and rewarded for great work? Do you believe that a single individual can make a significant difference in our WW business? If you answered 'yes' to these questions, this may be the role for you!

The EPG Strategy & Sales Operations team is currently searching for a highly capable and motivated individual to help us successfully manage & improve WW EPG Strategy and day-to-day Sales Operations for the WW Annuity Business, across the disciplines of Pipeline, Forecast & Top Deals Management, the EA Renewals process, and to own the WW OTRRR scorecard metric.

This role will reside in the Sales Operations team within the WW EPG Sales Excellence organization. Our mission is to provide an essential leadership function of Enterprise strategy, architecture, landing and coaching. We drive revenue growth by providing business insight, processes, & tools which enable the field sellers to build relationships that better serve customers and partners. Passion for field needs is core to our organization, and we always strike a balance between corporate goals and being a strong advocate and voice for the field, and by extension, for our customers & partners.

This role will be responsible for leading our WWEPG Annuity Business / OTRRR across the core Sales Excellence disciplines of Pipeline, Forecast, & Top Deals Mgmt, with the goal of improving WW Enterprise growth, predictability, and business results. This role will own defining the business process and field guidance for EA renewals, T-36 deal management, and growing the overall EPG annuity business. The person in this role will also manage the WW Annuity Review Board, facilitate the Global EA Win Room, provide strategic business insights to the WW EPG Leadership Team, and serve as the subject-matter expert in the WW EPG MBU/QBU calls and during the Mid-Year review process. The role is a Redmond-based corp position with broad access to executive management, and significant engagement with EPG field leaders to drive greater alignment across the Enterprise, landing the processes & associated change management with sellers and managers, and improving the ability to predictably manage the business mid and long-term. This is a critical position that will also help us to assess the health of the business, and trigger the proper corrective actions & coaching to address underperforming areas.

Key Responsibilities Include:
Lead, develop and drive our WW EPG Annuity business disciplines in order to improve WW Enterprise business growth, forecast predictability and the overall annuity business
Land Annuity business sales processes with field sales managers, and facilitate change management elements when new definitions or processes are rolled out
Work with EPG leads to ensure OTRRR scorecard metric is green by using all supporting business processes
Manage the WW Annuity Board and all associated field escalations related to EA renewals & OTRRR
Assess and provide executive & field business analysis/insights on Annuity business health; serve as corp SME for field and respond to executive requests for further analysis, trending, and other information
Manage the annuity prep & discussion during all ROB meetings, including MBU's, QBU's, and MYR connection meetings
Proactively perform Area "health checks" to identify problem areas, then work with sales excellence and field enablement leads to develop "get well" & correction of error plans to the field and to our executives
Monitor effectiveness of get well plans and potentially lead corp team of subject matter experts (SME's) to provide interactive on-site coaching and guidance to ensure business improvement occurs
Capture business and process requirements from field stakeholders, and work with corp finance and tools teams to enable continuous improvement and better serve/meet field needs
Collaborate with Area sales teams and Corp Finance/Tools teams across the company to provide business insights

Preferred Qualifications:
8-10 years' experience in Enterprise Sales, Services, or Business Management
Bachelor's degree in business, finance or economic, MBA a plus
Candidate must have the ability to think strategically and communicate effectively with all levels of management, with the capability to guide, educate, and influence the thinking of senior decision makers and key field leaders
Demonstrated ability to achieve results in an ambiguous and changing environment.
Proven success in cross-group collaboration, driving toward a common goal, "influence without authority" model
Able to translate findings into clear insights and to clearly communicate both verbally and throupelling written documents such as reports, presentations and ad hoc assessment of the business situations.
Detail oriented, self-motivated, proactive and results/business impact driven

Working together, our WW EPG Sales Operation team has the opportunity build a strong network within Corp and to impact our World Wide Enterprise business success. Come and join our team, and help us to increase business growth through strong pipeline & forecast sales excellence practices! Leverage the amazing opportunity to provide your unique perspective and create actionable and practical analysis and insights. Your efforts will produce opportunities for both the field and corporate teams to drive a more successful business with a more competitive and focused field organization.

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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