Sales Excellence Manager MEA

Be a partner to the MEA Area GM Specialist Team

• Establish 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 core sales and consumption motions
• Coach and advise on sales motions/strategies for up-sell and co-sell opportunities. Drive awareness to product mix needed to meet targets, gain direct customers/partner insight to generate new business and accelerate the close of existing opportunities

As a Sales Leader Coaching for Growth

• Increase the ease of doing business with Microsoft by escalating, and solving for, customer/partner issues that impede product adoption/growth
• Leverage business insights and transformational leading indicators (TLIs) to benchmark performance and define current and future actions needed to grow the business faster than the overall market.
• Coach for growth across customer scenarios and drive the identification of new upsell/cross-sell opportunities
• Expand cloud penetration. Orchestrate solution-focused opportunities mapping customer challenges to solutions and scaling through partners

As a Transformational Leader

• Partner with Area Transformation Leads, Area Capability Leads and Business and Sales Operations Team to remove selling time 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
• Coach sales managers to drive new Digital Transformation projects through business outcome selling

As a Driver of Sales Process Discipline

• Instilling sales process discipline, adherence to standards and excellence in execution while holding sales managers accountable to quality and accuracy
• Drive integrated customer planning to exceed cloud growth targets and hold sales managers accountable for account plan quality and completeness
• Coach pipeline discipline leading to healthy coverage and infuse the proper forecast rigor, accuracy and accountability