Microsoft Sales Excellence Manager Public Sector DELOS Cloud 

Germany 

457294902

Who we serve

One of our core stakeholders is the German Public Sector organization which is on a mission to support the digital transformation of our customers and clients with the aim of creating economic, social and ecological benefits for the benefit of Germany’s society and abroad.

Qualifications

Required/Minimum Qualifications

• Bachelor’s Degree in business, finance, economics, engineering, or related fields
• Strong experience - including active participation - in sales, sales operations/management, customer success, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience.
• Many years' experience using data to generate insights and drive business outcomes
  or inform business decisions
• Several years of project /or program management with experience in large-scale implementations with proven track record of leading complex deliverables in a highly matrixed, regionally dispersed organizational structure
• Experience with Public Sector business in Germany
• Demonstrated leadership skills and experience working with large, diverse teams
• Experience in managing relationships with stakeholders and/or customers
• Strategic thinker and problem solver with excellent analytical and reporting skills
• Ability to work in a flexible, fast-paced environment.

• Holder and orchestrator of the annual Go-To-Market plan discussion agreed upon with Delos Cloud GmbH to set business goals for the following fiscal year.
• Contributes to developing strategy components (e.g. programs, blueprints, segmentation, territory planning and quota setting), cascading, aligning, and executing the defined strategy
• Aligns with Sales Operations on quota distribution strategy and timeline for the Area. Leverages segment expertise to review on judgement/adjustments prior to quota decisions. Participates in sales leader and manager briefings to share quotas and rationale where needed.
• Drives Sales growth of Delos Cloud Services via engaging with Sales Management. Strengthen quality of Bridge Plans to (over-)achieve targets.
• Analyzes the outlook, generates and communicates business insights to benchmark performance on different levels (segment, account, portfolio, GTM motions)
• As orchestrator of Account Planning, activates sponsorship with segment management. Coaches managers on integrated customer planning with regard to Delos Cloud fundamentals, habits, and plan quality. Holds sales managers accountable for account plan quality and completeness.
• Defines and drives a predictable rhythm of business (RoB) in collaboration with peers and/or leadership. Leads end-to-end RoB activities with Delos Cloud GmbH 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 RoB cadence
• Guides sales teams/leadership on Go To Market motions 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 managers to generate new business and accelerates the closing of existing opportunities.
• Drives sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales managers. Helps ensure consistency and excellence in the sales process. Shares best practices and provides thought leadership across teams.
• 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. Provides feedback to influence improving tools.
• Contribute to adjust and create Delos-specific Go-To-Market and Sales material – in strong alignment with Marketing, Communications and CELA – to support all customer facing units in developing future business opportunities.