Senior Sales Excellence Lead

4 weeks ago

Perth, Australia Microsoft Full time

Overview

The Sales Enablement & Operations (SE&O) team for Microsoft Customer and Partner Solutions (MCAPS) drives the development and execution of the commercial strategy and field operating model for Microsoft’s customer and partner facing organization. SE&O works to simplify and optimize our operating model and develop strategies to empower the most productive and trusted commercial business on the planet. This includes how the organization benefits customers and partners, enabling MCAPS to support them more effectively, efficiently, and with differentiation.  

The ANZ SE&O Team is looking for a Sr. Sales Excellence Lead for our Customer Success Unit (CSU) who will act as a trusted leader and advisor to the CSU leadership team. The focus of the Sales Excellence role is to be a driver of sales discipline and execution excellence, as well as a thought leader, accelerating business growth by translating insights into actions.  

This position is a strategic contributor operationalizing strategy, driving growth, increasing seller productivity and driving cultural transformation. This role will work with managers and sellers across the CSU organization, Sales Excellence & Operations, Finance, and other key corporate stakeholders. 

Do you like to simplify, move quickly and generate energy ----this is the role for you 

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

Responsibilities

Business Partnership and Support

· Drives sales growth through mid to long term account or business planning. Analyzes the outlook and generates business insights to benchmark performance and/or define sales/ organizational/partner strategies. Contributes to integrating strategy components (e.g., programs, blueprints), cascading, aligning, and executing the defined strategy across region(s).

· Defines and drives a predictable rhythm of the connection (RoC) in collaboration with peers and/or leadership. Leads end-to-end RoC activities to enforce great discipline and ensure quality outcome delivery. Provides in-depth business insights and recommendations to effect positive changes. Leads efforts and coaches less experienced team members to streamline and improve the RoC cadence across region(s).

· Guides sales teams/leadership on sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture) as a subject matter expert. Clarifies accountabilities and operationalizes the prioritized sales plays

and industry solutions. Guides sales teams/leadership to generate new business and accelerates the closing of existing opportunities.

Sales Coaching for Growth and Transformation

· Drives awareness and clarity of Corporate or TimeZone programs. Intakes and drives the adoption of plans to create new habits among sales teams or partners.

· Drives optimization and improvement in sales team processes and capabilities across the region(s). Assesses and anticipates customer/partner needs and applies or develops methodologies and resources to transform seller capabilities, sales processes, and/or partner engagement processes. Models transformation to a coaching culture.

· Partners with Area Transformation Leads, Area Capability Leads, and Business and Sales Operations (BSO) to remove sales roadblocks, drive utilizations of investment, increase customer/partner-facing time, and enhance seller/partner capability and effectiveness. Shares insights and influences sales managers' strategies to anticipate and mitigate risks. Integrates feedback on sales challenges or blockers. Guides relevant teams to develop actions based on the feedback.

Driving Sales Process Discipline

· Leads analytics on key revenue drivers (e.g. by channel, by product, by geo) and generates data-based insights. Leverages and develops reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.

· Acts as a subject matter expert to convey the value of tools and drive the effective and rigorous usage of common and/or new processes and tools developed for the wider business to improve internal and external communications and engagements. Owns consolidated input from the supported area into the feedback loop. Leverages the feedback to influence engineer/partner teams on improving tools.

Supporting Executive Capacity

· Supports segment leader capacity as a senior leader. Advises on and contributes to various aspects of business management (e.g., employee engagement, resource allocation, change management, building high-performing teams) in collaboration with leadership and cross-functional teams. Represents the segment as an internal advocate and an extension of the segment leadership.

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