Address
Form of work
SalaryMicrosoft is empowering customers to transform their businesses with Microsoft Cloud and AI. Industry Sales teams in the Industry and Partner Sales (IPS) organization leverage deep industry expertise to land the business cases, economic frameworks, and transformation playbooks with the customers’ C suite and the Board of Directors. They create new market-making opportunities and enable the broader commercial sales organization to drive higher yield in solution areas by selling Microsoft Cloud in an industry-relevant context.
Industry Sales Excellence function provides Industry Sales teams with actionable strategic sales recommendations based on quantitative analyses and qualitative business insights. Part of IPS Strategy & Operations team, this Industry Sales Excellence Director - Industry and Partner Sales role collaborates closely with the Industry Sales, Finance and Enterprise Sales Operations teams to accelerate revenue growth.
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.
Responsibilities
Reporting, Analytics, Insights
- Create consistent and clear articulation of performance for pipeline and revenue key performance indicators (KPIs) to help Industry Sales teams and executive stakeholders understand progress of execution of industry strategy.
- Influence sales strategy decisions by providing actionable insights:
- Understand the root causes of performance, diagnose issues and risks, identify opportunities to scale repeatable successes patterns, and define effective action plans.
- Perform quantitative analyses of pipeline and revenue data to identify patterns and trends. Test quantitative hypothesis by gathering and synthesize qualitative insights.
Sales Process Discipline
- Define and implement consistent and predictable rhythm of the connection (RoC) to support key performance reviews with the IPS Leadership Team and other executive stakeholders.
- In collaboration with the Chiefs of Staff, drive the sales process discipline, adherence to standards and excellence in execution. Foster collaboration and feedback among sales roles and functions.
- In collaboration with Finance, identify opportunities to improve systems and tools and communicate requirements to the appropriate prioritization processes.
- Act as a subject matter expert to convey the value of tools and drive the effective and usage of common and new processes and tools.
Vendor Management
- Manage a team of vendors to execute core deliverables.
Qualifications
Required/Minimum Qualifications
- 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.
- 1+ year(s) of experience running a Sales Excellence function.
Additional or Preferred Qualifications
- Bachelor's Degree in a related field.
- 5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.
- 3+ years people/vendor management experience.
- Experience using Microsoft sales tools and platforms, such as Power BI to collect, analyze, and visualize the sales data.
- Experience with Microsoft enterprise sales process, the sales roles and responsibilities, and the sales challenges and opportunities.
Sales Excellence IC5 - 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
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