Senior Sales Excellence Manager in Redmond, WA


TitleSenior Sales Excellence Manager
CategorySales
LocationRedmond, WA
DivisionSales
Date AddedFebruary 20, 2015
Open Positions1

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 APS Advanced Analytics business. With the acquisition of Revolution Analytics, Microsoft is making a big bet on the evolution of our Advanced Analytics roadmap.

The Incubation Sales Excellence Manager role is critical to:
o Ensuring predictable business and sales management and processes that enable sales execution excellence
o Developing and providing business insights and analysis of the business
o 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:
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, 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.
o 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.
o 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:
o Very strong analytical and problem solving skills. Knowledge of Excel is a must have skill.
o Passion for sales and understanding of the specialist sales model, preferably with relevant experience in Microsoft field sales and partner sales motion
o Passion for new, innovative, high growth products & services and sales models (experience with partner centric selling is a plus)
o Excellent project and program management skills
o Conviction & passion for the field
o Understanding that results and relationships are intertwined
o Strong communication skills with the ability to work and lead through influence in a cross-group environment
o Understanding how consumption is critical to the success of our team moving forward
o Solid capability to confront unstructured problems with structured solution approaches
o Strength in developing and executing strategy while applying sales excellence principles

We do value diversity in WW C+E Sales.
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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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