Job Details
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Job Description
- Leverage and drive standardized reporting to improve local execution (25%)
- Partner with Corporate stakeholders, Segment, Sales Excellence Lead, Area Transformation Lead, Area Capability Lead, Finance and HR teams to drive sales process enablement, insight and execution locally (65%)
- Team responsibilities, learning and development (10%)
Process Excellence:
- Territory planning process: upload territory assignments into tool, assign sellers, manage exceptions/escalations
- Complete, land and ensure quality quota
- Drive segmentation across segments, facilitate alignment
- Segment planning, in partnership with Sales Excellence Leads
- Account transitions and Red Carpet Sales Discipline & Pipeline
- Pipeline & leads management support
- Deliver standard forecasting reports
- Support and provide insight into opportunity management and sales execution
- Deliver Enterprise Agreement (EA) & renewals reporting
- In Quarter Renewal Recapture (IQRR) & Reconciliation
- Annuity management
- Account/Portfolio planning OCP Management
- Partner segmentation and Managed Partner List
- OCP Quota
- Partner planning
- Partner co-selling
The impct you will be making
- Set cadence and rhythm for churn prevention and win back plans
- Monitor and report out consumption and customer adds to influence seller outcomes (Azure and Modern Work) Insights & New Capabilities
- Land new seller capabilities (e.g., MSX Insights, Azure Scrum) to support new habits that drive consumption and customer adds
- Drive adoption and landing of Empower Success program
- Drive adoption and deliver standard Corp & Segment reporting
- Readiness and onboarding
Job Requirements
Required Experience & Skills:
- History of driving rigor and sales discipline in terms of key sales management metrics for process (coverage, velocity, close rate, etc.) and outcomes (scorecard metrics, etc.)
- Deliver end-to-end deep data analysis, and BI experience and actionable strategic insights.
- Executive exposure and cross-functional stakeholder management
- Experience and deep knowledge within Sales Operations, Business Planning, Sales Excellence and/or Finance
- History of driving rigor and sales discipline
- Deliver end-to-end deep data analysis and actionable strategic insights
- Focus on providing process optimization by understanding the desired business outcome
- Innovate to deliver standards which enable speed, efficiency and scale in the business
- Proven communication and collaboration skills
Preferred Experience & Skills
- Familiar with financials, pipeline, scorecarding and other internal measurement tools
- Functional (Partner, Services, Sales, Marketing) knowledge
- Understanding of key sales management metrics for process (coverage, velocity, close rate, etc.) and outcomes (scorecard metrics, etc.)
- Technology industry experience
- Change management experience
- People and organizational leadership
- Governance and program management experience
- Process improvement and quality management experience (Six Sigma, etc.)
Education
- Bachelor's degree (B.S./B.A.) required and/or experience in relevant fields eg: business, marketing, information technology, operations, finance. Master's degree beneficial.
