Sales Excellence Director

We are looking for a Sales Excellence Director to join our team. The Sales Excellence Director for Small Medium Corporate (SMC) is a strategic role that enables and drives consistent Sales Excellence practices to achieve sales objectives. As a trusted leader and advisor to the SMC Leadership team, the focus of the Sales Excellence Director's role is to be a driver of sales discipline and execution excellence, as well as a sales coach, 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 SMC & Digital Sales organization, Sales Excellence & Operations, Finance, and other key corporate stakeholders.

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.

Required:

• 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.
• 3+ years people management experience.

Preferred:

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

Sales Excellence M5 - The typical base pay range for this role across the U.S. is USD $124,800 - $242,600 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $159,000 - $264,000 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

Microsoft will accept applications for the role until April 11, 2024.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

Sales Excellence Director will be responsible for:

People Management

• Manages deliver success through empowerment and accountability by modeling, coaching, and caring.

• Model

• Live our culture; Embody our values; Practice our leadership principles.

• Coach

• Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.

• Care

• Attract and retain great people; Know each individual's capabilities and aspirations; Invest in the growth of others.

Business Partnership and Support

• Drives sales growth through mid to long term account or business planning. Oversees the analysis of the outlook, guiding team to generate 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 the supported segment(s)/region(s).

• Oversees team to guide segment leads and partners or collaborate with peers to develop segment strategy for segmentation, territory planning, and quota setting. Guides and improves the process of sharing feedback, gaining alignment with Business and Sales Operations (BSO), and reviewing quota decisions.

• Oversees team to orchestrate the Account/Portfolio Partner Business Plan and drive the activation of sponsorship within segment leaders. Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality. Guides team and improves the process of reinforcement and review of quality plans across regions.

• Oversees team to define and drive a predictable rhythm of the connection (RoC). 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 to streamline and improve the RoC cadence within the supported segment/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 accelerate the closing of existing opportunities.

Sales Coaching for Growth and Transformation

• Coaches and builds relationships with sales managers on executing key priorities. Identifies where coaching may be needed based on data-driven insights. Influences sales managers to become more effective coaches to their teams. Guides sales managers to achieve increased individual and team capability, employee satisfaction, and collaborative selling efforts. May coach and guide large deal pursuit.

• Oversees team to drive awareness and clarity of Corporate or TimeZone programs. Guides team to intake and adopt plans to create new habits among sales teams or partners.

• Guides team to model optimization and improvement in sales team processes and capabilities across the supported/region(s) by assessing and anticipating customer/partner needs, coaching and developing methodologies, and providing resources to transform seller capabilities, sales processes, and/or partner engagement processes. Models transformation to a coaching culture.

• Oversees the partnership 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. Guides team to share insights and influence sales managers' strategies to anticipate and mitigate risks. Guides team to review and develop actions based on feedback on sales challenges or blockers.

Driving Sales Process Discipline

• Guides the approach and leads team on conducting analytics and generating data-based insights. Guides team to leverage and develop reporting and analytical capabilities to generate data-based insights and enable visibility into Guides the approach and leads team on conducting analytics and generating data-based insights. Guides team to leverage and develop reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.

• Guides team to instill sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales managers. Drives consistency and excellence in the sales process across the segment(s)/region(s). Shares best practices, fosters collaboration, and provides thought leadership across teams.

• Guides team to convey the value of the 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. Shares subject matter expertise on the tools with team, sales leaders, and/or partners. Manages consolidated input from the supported areas.

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.

Other

• Embody our culture and values