Sales Excellence Manager

6 months ago

Sydney, Australia Microsoft Full time

**Why Microsoft?**

In Small, Medium, Corporate (SMC) and Digital Sales, we have set out with the purpose to empower our customers through the unique value of the Microsoft cloud by building a globally-led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate and Digital Sales organization is committed to delivering the global digital scale engine for our business
- this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diverse and Inclusive, Wellbeing, Sustainability, Giving and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day. #SMCDSCareer

**Responsibilities**:
This role will partner with the SMC Sales Directors and management team and will interface with a broad network of sales management and other key stakeholders supporting the Asia business. This person will also work closely with Sales Excellence peers supporting the Americas and EMEA.

**Responsibilities**:
**Business Partnership and Support**
- Boosts sales growth by planning accounts or businesses. Evaluates the outlook program use and uses business insights to compare performance and suggest current and future actions based on key factors, opportunities, and/or risks. Supports the integration, alignment, and/or execution of the defined actions within the segment/region.
- Helps segment leads or partners, or works with peers to create segment strategy for segmentation, partner/territory planning, and quota/partner target setting.
- As the main orchestrator of the Portfolio Partner Business Plan, helps to activate sponsorship within segment leaders. Mentors managers and sellers on account/portfolio/partner business planning basics, habits, and plan quality. Helps to reinforce and review quality plans within the segment/region.
- Keeps and/or defines a consistent rhythm of the connection (RoC) in collaboration with peers and/or leadership. Helps with RoC activities to enforce good discipline and ensure quality outcome delivery. Provides business insights and recommendations to make positive changes. Finds opportunities to simplify and improve the RoC cadence within the supported segment/region.
- Guides and contributes to sales teams on sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture). Helps to operationalize prioritized sales plays and industry solutions. Finds opportunities to generate new business and speed up the closing of existing opportunities.

**Sales Coaching for Growth and Transformation**
- Guides and develops relationships with sales team on achieving key goals. Helps sales team become better coaches to their sellers. Supports sales team in reaching higher individual and team competence, employee satisfaction, and cooperative selling efforts. May also coach on large deal pursuit.
- Increases awareness and understanding of Corporate or TimeZone programs among sales teams and managers. Adapts and helps to implement plans to create new habits among sales teams or partners.
- Helps to improve sales team processes and capabilities within the supported segment. Evaluates customer/partner needs and uses methodologies and resources to change seller capabilities, sales processes, and/or partner engagement processes.
- Works with Area Transformation Leads, Area Capability Leads, and Business and Sales Operations (BSO) to eliminate sales barriers, drive utilizations of investment, increase customer/partner-facing time, and improve seller/partner capability and effectiveness. Gives input to sales teams to foresee and reduce risks. Collects and integrates feedback on sales challenges or blockers. Shares feedback with relevant teams through the appropriate channel.

**Driving Sales Process Discipline**
- Analyze data on key factors that influence revenue (e.g. by channel, by product, by geo). Uses data analysis to draw conclusions and provide insights. Uses reporting and analytical tools to help sellers, sales managers and leaders, or partners see revenue and forecast data clearly and accurately. Promotes sales process adherence, standards and execution quality, or pipeline health. Ensures sales managers follow account plan standards and completeness. Helps achieve sales process consistency and excellence within the segment/region. Shares best practices with their team.
- Provides expertise and support on effective and consistent use of common and/or new processes and

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