Job Description

Supports executive capacity and acts as an internal advocate for the segment (as the COO/extension for the segment leadership). Defines and drives a predictable Rhythm of Connection (RoC) in collaboration with cross-functional teams to ensure quality outcome delivery. Instills sales process discipline and adherence to standards and execution excellence. Coaches' sales teams or partners to execute sales motions and strategies; creates and lands new habits and business priorities among sales teams; collaborates across segments to proactively seek resolution to mange change. Advises leaders in their respective teams (Segments, OCP, Services, MCA, CDS, etc. ) and collaborates with peers to develop segment strategies on segmentation/partner selection, territory planning, and quota setting. Drives the reinforcement and review of account / portfolio / partner business planning to ensure quality. Generates business insights to develop, align, and execute sales/organizational/partner strategies. Advocates the effective and rigorous usage of systems and tools; leverages existing reporting/analytical capabilities and defines requirements for new capabilities if needed. Removes sales blockers and captures feedback on sales challenges through the right channel.

Responsibilities

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Business Partnership and Support
Guides segment leads or partners, or collaborates with peers to develop segment strategy for segmentation, territory planning, and quota setting. Provides leadership on proposed segmentation changes based on local business knowledge. Aligns with Business and Sales Operations (BSO) on quota distribution strategy and timeline for the Area. Leverages segment expertise to influence judgment/adjustments prior to quota decisions. Participates in sales leader and manager briefings to share quotas and rationale where needed.
Guides sales leadership on sales strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture) as a trusted advisor. Defines accountabilities and operationalizes the prioritized sales plays and industry solutions. Leads efforts to generate new business and accelerate the closing of existing opportunities.
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 the organization.
As primary orchestrator of the Account/Portfolio Partner Business Plan, drives the activation of sponsorship within segment leaders. Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality. Leads reinforcement and review of quality plans across the organization.
Drives sales growth through long term account or business planning. Analyzes the outlook and generates business insights to advise and/or partner with the sales leadership team on long-term sales/organizational/partner strategies. Drives efforts to integrate strategy components (e.g., programs, blueprints), cascade, align, and execute the defined strategy across the organization.

Driving Sales Process Discipline
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 for the sales team. Integrates the feedback to guide engineer/partner teams on improving tools.
Leads innovations in analytics on key revenue drivers (e.g. by channel, by product, by geo). Shares data-based best practices. Develops and capitalizes reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.
Drives sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales leaders. Holds sales managers accountable for account plan quality and completeness. Drives consistency and excellence in the sales process across segments/regions. Develops best practices and provides thought leadership across the organization.

Sales Coaching for Growth and Transformation
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. Provides expertise and shepherds sales leaders' strategies to anticipate and mitigate risks. Identifies trends on sales challenges or blockers. Guides relevant teams to develop actions based on the trends.
Leads optimization and improvement in sales team processes and capabilities across the organization. Assesses and anticipates customer/partner needs and develops methodologies and resources to transform seller capabilities, sales processes, and/or partner engagement processes. Models and influences transformation to a coaching culture.
Drives awareness and clarity of Corporate or TimeZone programs. Intakes and leads the adoption of plans to create new habits among sales teams or partners.
Coaches and builds relationships with sales leaders on executing key priorities. Identifies where coaching may be needed based on data-driven insights. Influences sales leaders to become more effective coaches to their teams. Guides and challenges sales leaders to achieve increased individual and team capability, employee satisfaction, and collaborative selling efforts. May coach and influence large deal pursuit.

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.

Qualifications

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Required/minimum qualifications
10+ years experience with active participation in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience.
5+ years of experience using data to drive business outcomes or inform business decisions.
7+ years of experience managing relationships with stakeholders, clients, and/or customers.
Additional or preferred qualifications
Bachelor's Degree in a related field.
7+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.


Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.