Sales Excellence Manager

**Why Microsoft**: Our love for innovation, technology and doing meaningful work, is at the heart of everything we do at Microsoft Australia. It is a shared passion that inspires our team and customers to think bigger.

Do you want to be a key sales leader at one of the largest cloud companies in the world at the most exciting transformative time in the industry? Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be and taking their careers places they simply couldn’t anywhere else. This is a world of more possibility, more innovation, more openness, and sky’s-the-limit thinking - a cloud-enabled world.

Joining Microsoft in the
**Global Partner Solutions (“GPS”)** organization as the
**GPS Sales Excellence Manager - Co-Sell & Programs** you will be advising the Australia GPS Managers and their teams, coaching and supporting Partner Development Managers to build the momentum of digital transformation for our Partners as well as the company itself. The Sales Excellence Manager in GPS is an individual contributor role with exceptional stakeholder management, communication, and problem-solving skills. This individual is infused with great analytical skills and the ability to translate complex strategy into simple execution requirements and has a proven track record of landing new programs and business growth projects.

**Responsibilities**:
**The purpose of the role**

**Business Partnership and Support**:

- Analyses business insights to benchmark performance, define current and future actions needed to address key challenges, drivers, opportunities, and/or risks. Lead the v-team spanning across roles and organizations to execute on the defined actions.
- Leading business rhythm across GPS of the Account/Portfolio Partner Business Plan, contributes to activating sponsorship within segment leaders. Drive quality execution in partner Co-Sell and provide coaching to managers and sellers on business planning fundamentals, habits, and plan quality.
- Contributes to rhythm of connection (RoC) activities to enforce great discipline and ensure quality outcome delivery. Provide business insights and recommendations to effect positive changes.

**Sales Transformation**
- Partner with GPS Leaders and their teams, Corporate and Asia Time zone functions, and Business and Sales Operations (BSO) Team to increase time spent with Partners by every Partner-facing role in the team, remove roadblocks and increased seller capability and productivity both at Partners and internally.
- Support Partner Development Managers and Channel Sales teams to become more effective in their orchestration with Partners, resulting in increased individual-, team
- and Partner capability, employee satisfaction and more successful collaborative selling efforts.
- Australia GPS project lead on change and transformation projects to enable sales productivity, Partner Development Managers efficiencies.
Create new habits - Drive awareness and clarity of Co-Sell resources across both internal segment sellers and Partner Development Managers.

**Sales Excellence and Sales Process Discipline**
- Contributes to analytics on key revenue drivers. Integrates findings from data analysis. Leverages reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.
- Instil sales process discipline adherence to standards and excellence in execution, or pipeline health. Help ensure consistency and excellence in the sales process within the segment/region. Share best practice within their team.
- Identify, advocate and drive clarity, simplification, and efficiency.
- Identify and implement improvement opportunities to evolve and refine Partner co-sell processes and tools. Enable programmatic solutioning through deep partnership and feedback mechanisms with Corporate,
- Customer and Partner Experience teams and tool owners.
- Advocate for positive support experience through partnerships with internal Customer and Partner Experience, Customer Support and other Corporate functions.
- Collaboration across Partner Development Mangers and Incentives Lead to drive clarity on the purpose and execution of partner attribution to enable accuracy in revenue recognition and incentives.
- Collaborate closely with Partners and Microsoft internal team to support and triage operational deal challenges eg lead sharing, programs utilisation.

**Qualifications**:
**What you’ll need to have**

There will be many opportunities for you to learn and grow into this role and Microsoft. However, to be able to best deliver on the purpose of this role, these are the core skills and experiences you should have on day one:

- Strong Business Acumen to be able to connect business strategy to sales execution and operations
- Be able to challenge with positive intent, demonstrating emotional IQ, great levels of empathy, demonstrate stron