Microsoft Sales Excellence Director 

United States, Texas, Dallas 

408529847

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 SMC & Digital Sales organization, Sales Excellence & Operations, Finance, and other key corporate stakeholders.

Required/Minimum Qualifications

• 8+ 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.
• 5+ years of experience managing relationships with stakeholders, clients, and/or customers.

Additional or Preferred Qualifications

• Bachelor's Degree in a related field.
• 5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:Microsoft will accept applications for the role until June 19, 2024.

Guiding Sales Growth Opportunities

• Drives sales growth through account or business planning.
• Analyzes the outlook and leverages business insights to benchmark performance andmake suggestions on current and future actions based on key drivers,opportunities, and/or risks.
• Supportsthe integration, alignment, and/or execution on the defined actions within the segment/region.
• Advises segment leadsor partners or collaborates with peers to develop segment strategy for segmentation, territory planning, and quota setting.
• Shares feedback 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 segmentknowledge to provide inputon judgment/adjustments prior to quota decisions.
• Participates in sales leader and manager briefings to share quotas and rationale where needed.
• As primary orchestrator of the Account/Portfolio Partner Business Plan,contributes to activating sponsorshipwithin segment leaders.
• Coachesmanagers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality.
• Contributes to reinforcementand review of quality plans within the segment/region.
• Maintains and/or definesa predictable rhythm of the connection (RoC) in collaboration with peers and/or leadership.
• Contributes toRoCactivitiesto enforce great discipline and ensure quality outcome delivery.
• Provides business insights and recommendationsto effect positive changes.
• Identifies opportunitiesto streamline and improve theRoCcadence within the supported segment/region.
• Advises and contributestosales teamson sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture).
• Contributes tooperationalizing prioritized sales plays and industry solutions.
• Identifies

Contributes to a Diverse and Inclusive People Culture

• Contributes to apositiveteam culture; incorporates diverse and inclusive perspectives and leans in anddevelops others;generates energyandserves as key role on extended. teams.
• Plays an active role in Sales Excellence Community POD.
• Personal Impact:building a growth and skilling plan against specific subject goals and milestones that you will actively measure on a continuous basis

Sales Coaching for Growth and Transformation

• Coaches and builds relationshipswith sales teamon executing key priorities.
• Engagessales team to become more effective coaches to their sellers.
• Helps sales teamachieve increased individual and team capability, employee satisfaction, and collaborative selling efforts.
• May contributeto coaching on large deal pursuit.
• Improves awarenessand clarity of Corporate orTimeZoneprograms among sales teams and managers.
• Intakes and contributesto adopting plans to create new habits among sales teams or partners.
• Contributes to optimizingsales team processes and capabilities within the supported segment.
• Assessescustomer/partner needs and applies methodologies and resources to transform seller capabilities, sales processes, and/or partner engagement processes
• 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 inputto sales teams to anticipate and mitigate risks.
• Captures and integrates feedback on sales challenges or blockers.
• Communicates

Driving Sales Process DisciplineLeveraging Reporting and Analytics

• to analytics on key revenue drivers (e.g.by channel, by product, by geo).
• Integrates findings from data analysis.
• Leverages reporting and analytical capabilitiesto generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.
• Instills sales processdiscipline, adherence to standards and excellence in execution, or pipeline health.
• Holds sales managers accountable for account plan quality and completeness.
• Helps ensure consistency and excellence in the sales process within the segment/region.
• Shares best practices within their team.
• Acts as a subject matter expert to advocate andsupporteffective and rigorous usage of common and/or new processes and tools developed for the wider business to improve internal and external communications and engagements.
• Consolidates inputfrom the supported area into the feedback loop.
• Communicates feedback