Senior Sales Exc & Strategy Manager in Redmond, WA

TitleSenior Sales Exc & Strategy Manager
LocationRedmond, WA
Date AddedMarch 21, 2015
Open Positions2

Are you looking for a highly visible role that has the potential to drive broad impact across a multi-billion dollar, 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 Business Analyst to help us successfully assess the WWEPG business and provide actionable insights for our Corp executives and field leaders.

Organization & Team:
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.

The role will be responsible for leading, developing, and driving our enterprise analytics and insights in order to improve WW Enterprise business growth, predictability and data quality. The person in the role will own comprehensive business analysis to highlight key trends and focus areas in the EPG Business. The Business Analyst Lead will also provide business insight and analytics to enable proactive decision making. This is a critical role that will help us to assess the health of the business, and trigger the proper actions to address underperforming areas. This is a critical position that will also help us to assess the health of the business, and provide our executives with actionable business insights.

Key Responsibilities Include:
Lead, develop and drive our enterprise analytics and insights in order to improve WW Enterprise business growth, predictability and data quality
Manage the WWEPG Rhythm of the Business (ROB) "Report-in" and "Report-out" process that precedes & follows the monthly MBU/QBU calls. This results in an all-up business summary that is sent worldwide.
Manage the Top Deals slippage process, in collaboration with Finance
Transform our business analytics and insights into Questions and actionable recommendations in order to improve field execution through ROB process
Define and set our course for general business analytic processes that are applicable globally, in a way that reduces field non-selling time and time-consuming ad hoc reporting requests
Ensure metric and report design are consistent with corporate standards. Facilitate design and tracking of new metrics to ensure accurate reflection of the changing business environment
Manage customer analytics relationships with multiple organizational client groups. Develop a pipeline of research and data efforts that will augment our analysis and insights
Collaborate with teams across the company to provide analytical and modeling breakthroughs

Preferred Qualifications:
5 plus years' experience in finance or business
A 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
Highly competent with statistics, data management, data interpretation, analysis models, and reporting
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.
Thrives in helping our field leaders and corporate collaborators in establishing metrics and targets, setting the stage to inspire increased business predictability and data quality
Passionate for and knowledgeable about leveraging our technology to support our analytics and insight needs
Detail oriented, self-motivated, proactive and results/business impact driven
Strong, collaborative team player

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.
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Are you someone who enjoys being at the heart of new businesses in a fast paced sales environment? A person who is great at working with both our WW sales team and Business Groups to help drive sales strategy and execution for our newest businesses? We are looking for an experienced business leader who can provide insight, strategic direction and strong execution to drive sales excellence and business management functions for the fastest growing businesses in Microsoft.

WW Cloud + Enterprise (C+E) Incubation Sales is a part of WW Specialist Sales in the WW EPG sales organization (Enterprise and Partner Group). Our vision is to accelerate the future of Microsoft. Our mission is to build, accelerate and advance emerging businesses for Microsoft. In other words, we are responsible for building the next billion dollar businesses for Microsoft - we nurture new products (from acquisitions or organic growth and R&D, and often new business models) and we run a worldwide dedicated sales team in 3 time zones (Americas, EMEA, Greater Asia) who take these products from inception or acquisition to broad field sales integration.

In particular, this role will be primarily focused on leading our Sales Excellence work for the StorSimple and Azure Site Recovery business. StorSimple and Microsoft Azure offer a unique hybrid cloud storage solution which provides primary storage, archive and disaster recovery. This solution optimizes total storage costs and data protection for enterprises. The StorSimple business is growing fast and we need someone that can help grow this business past $200M.

The Incubation Sales Excellence Manager role is critical to:
Ensuring predictable business and sales management and processes that enable sales execution excellence
Developing and providing business insights and analysis of the business
Managing and driving operational excellence and instilling world class selling disciplines and capabilities, including adoption of related processes and tools, and driving cross-group (with the BG of the assigned Incubation business) and community collaboration and alignment.

The primary outcome of this position is to increase the effectiveness of the WW Incubation Sales Excellence team by delivering on our 3 core guiding principles: 1) Business and Sales Partnership 2) Business Insight and 3) Fiscal Year Planning. We do this through effective planning, world class sales operations, innovative pipeline management and forecasting processes and tools, and also connecting with BG partners and sales leaders and delivering on our Incubation sales excellence playbook. You will work directly with senior executives across EPG, SMS&P, Product Groups, Corporate and WW segment teams. You will provide insight and advice on sales strategy, sales model, operational, headcount, HR and financial issues, own and drive key programs, participate in overall strategy decisions, drive creative and analytical problem solving, provide deep business insight and assist in implementing programs and processes. You will be accountable for detailed, scalable, accurate and flexible business insight that supports sales decision making. The successful candidate will think strategically at a global level, develop approaches that facilitate consistent management of the incubation business execution and ROB process, and build successful relationships with stakeholder organizations. This position will be based in Redmond, WA reporting to the Director WW Incubation Sales Excellence.

Success is measured by:
Operational Excellence - provide insight and advice on sales strategy, sales model, operational, headcount, HR and financial issues working directly with senior executives across Incubation Sales, EPG, SMS&P, WPG, Product Groups, Corporate teams.
o Provides guidance on operational processes such as pipeline management, both to the direct team, and sales teams within the wider organization.
o Becoming a coach to sales management with the intent to improve sales capabilities.
o Provide program management of product sales strategies, marketing/partner investments, licensing/pricing integration and evolution, global coverage/HC planning maximizing integration with the WW Sales lead, product and segments teams.
o Provide guidance and clarity to BGs and the Incubation field sales team as to how our model works, graduation expectations, backend systems and processes with thorough documentation and definitions which enable predictable, accountable, and timely delivery of information.
o Take leadership on a variety of projects which support the Incubation business, sales analytics, program management, fiscal year and correction of error projects, etc.
Business Insight - Deliver insights to evolve the business
o Drive sales analytics, white spacing analysis, pipeline and revenue trend analysis, and partner with sales leaders to understand the results and potential execution plans to achieve attainment and licensing development/growth as the business evolves and matures.
o Anticipate complex business issues by using an enhanced analysis of trends and variables.
o Be able to provide insights to the team about the business as it correlates to sales stage, revenue/metric, by area as it relates to the fiscal year actuals, forecast and budget.
o Support fiscal year and graduation planning with global coverage by the various criteria for FY investments (HC, revenue, metric, sales motion) and graduation criteria as we mainstream the product.
Strategic Sales Planning
o Establish and define/run the ROB (rhythm of the business) through development and coordination of business processes, definition and reporting of revenue and metrics, and associated pipeline and management control systems.
o Develop and document business practices, planning guidelines and business reporting for consistent management and tracking of Incubation businesses.
o Support and drive fiscal year and graduation planning, the regular business reviews (monthly business review and quarterly business reviews with business groups and finance teams) for Incubation products.

This is a unique opportunity for top performers with relevant sales and business leadership experience who are seeking a high impact, high visibility position in a great organization which influences the future course of Microsoft. Successful Sales Excellence Program Managers have great leadership skills, strong passion for driving a business, great communication and consultative selling skills, exhibit outstanding collaboration and analytical skills, are sincerely customer focused, and deal well with ambiguity and change. Ideally, the successful candidate will have:
Very strong analytical and problem solving skills. Knowledge of Excel is a must have skill.
Passion for sales and understanding of the specialist sales model, preferably with relevant experience in Microsoft field sales and partner sales motion
Passion for new, innovative, high growth products & services and sales models (experience with partner centric selling is a plus)
Excellent project and program management skills
Conviction & passion for the field
Understanding that results and relationships are intertwined
Strong communication skills with the ability to work and lead through influence in a cross-group environment
Heard about "MSSP" and understands what "MSSP" stands for
Good understanding how we "count money", licensing approaches, ideally for online services
Solid capability to confront unstructured problems with structured solution approaches
Strength in developing and executing strategy while applying sales excellence principles

MBA with strong academic record is highly preferred.

We do value diversity in WW Incubation Sales.

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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