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
(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
, 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 APS Advanced Analytics
the acquisition of Revolution Analytics
is making a big bet on the evolution of our Advanced Analytics
The Incubation Sales Excellence Manager
role is critical to:
predictable business and sales management and processes that enable sales execution excellence
and providing business insights and analysis of the business
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
&P, Product Groups
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
is measured by:
o 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
, Product Groups
guidance on operational processes such as pipeline management, both to the direct team, and sales teams within the wider organization.
a coach to sales management with the intent to improve sales capabilities.
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.
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.
leadership on a variety of projects which support the Incubation
business, sales analytics, program management, fiscal year and correction of error projects, etc.
o Business Insight
insights to evolve the business
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.
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.
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.
o Strategic Sales Planning
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.
and document business practices, planning guidelines and business reporting for consistent management and tracking of Incubation
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
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:
strong analytical and problem solving skills. Knowledge
is a must have skill.
for sales and understanding of the specialist sales model, preferably with relevant experience in Microsoft
field sales and partner sales motion
for new, innovative, high growth products & services and sales models (experience with partner centric selling is a plus)
project and program management skills
& passion for the field
that results and relationships are intertwined
communication skills with the ability to work and lead through influence in a cross-group environment
how consumption is critical to the success of our team moving forward
capability to confront unstructured problems with structured solution approaches
in developing and executing strategy while applying sales excellence principles
We do value diversity in WW C+E Sales
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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