Sales Excellence Leader

Do you want to be a key sales leader at one of the largest cloud companies in the world at the most exciting transformative time in the industry? Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be and taking their careers places they simply couldn’t anywhere else. This is a world of more possibility, more innovation, more openness, and sky’s-the-limit thinking – a cloud-enabled world.

Our mission is to empower every person and every organization on the planet to achieve more. This mission is ambitious and at the core of what our Customers and employees care deeply about. We have unique capability in harmonizing the needs of both individuals and organizations. Joining Microsoft in the Small, Medium & Corporate (SMC) segment as the SMC Sales Excellence Lead you will be advising the Segment Lead and coaching sales managers to build the momentum of digital transformation for our Customers and Partners as well as the company itself. The Sales Excellence Lead is a senior sales leader with exceptional relationship, solution selling and coaching skill who has a proven track record of driving growth in complex and ever-changing business environments and market lifeycles.

It is a critical business role that: looks left-right across the SMC business and its subsegments (SMB and Corporate), calling and managing risk and upside, identifying/targeting high-value opportunities, accelerating Partner co-sell, modeling our coaching culture transformation, and translating business insights into business models that accelerate business outcomes and Customer/Partner satisfaction.

Responsibilities

As a Transformational Leader

• Partner with Area Transformation Leads, Area Capability Leads and Business and Sales Operations (BSO) Team to increase selling time, remove roadblocks and increase seller capability and effectiveness
• Role model the internal transformation from an inspection to coaching culture. Leading sales managers to become more effective coaches to their sellers resulting in increased individual and team capability, employee satisfaction and collaborative selling efforts
• As a Partner to the Small, Medium & Corporate Sales Lead the Business
• Establish (in cooperation with BSO) and drive a well-defined, predictable rhythm of the business (RoC), that enforces great discipline in sales and consumption processes and delivers over-achievement of business results through leveraging the key SMC Engines (Partners, Inside Sales, Global Demand Center, Marketing)
• Leverage business insights to benchmark performance and define current and future actions needed to address key challenges. Drive the v-teams spanning across roles, SMC Engines and Subsidiaries executing on the defined actions.

As a Sales Leader Coaching for Growth

• Coach and advise on sales motions/strategies for up-sell and co-sell driving Digital Transformation at our existing and new Customers. Drive awareness to product/soliution mix needed to meet targets, meet with Customers and Partners to generate new business and accelerate the close of existing opportunities and increase reach, frequency and yield of our Partners in the SMB space.
• Obtain first-hand insights on Customer/Partner issues and aspirations through targeted engagements
• As a Driver of Sales Process Discipline
• Instilling sales process discipline, adherence to standards