Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

The Sales & Delivery Excellence Manager (standard internal title "Business Program Manager") is a consulting sales and delivery role leader with exceptional relationship, sales and delivery excellence experience and coaching skills who has a proven track record of driving growth in complex and ever-changing business environments and market lifecycles.

The Sales & Delivery Excellence Manager is a critical business role that looks left-right across the Lead to Order (aka L2O) and Order to Cash process (aka O2C) to coach and enable different sales and delivery roles to accelerate the deployment of Cloud solutions to empower digital transformation acceleration four our customers and partners.

Responsibilities

As a Driver of Sales & Delivery Process Discipline

• Instilling sales & delivery process discipline, adherence to standards and excellence in execution while holding sales and delivery managers accountable to quality and accuracy.
• Coach and enable the field to drive MCSB & Utilization forecasting reliability andcross-organization integration

• Drive forecasting reliability and cross-organization integration
• Ensure successful account delivery to mitigate CPE & revenue risks.
• Establish and drive a well-defined, predictable rhythm of the business (RoB) / rhythm of connection (RoC), that enforces great discipline in sales and consumption processes and delivers over-achievement of business results through core sales and consumption motions
• Coach an enable different delivery roles to have an integrated customer planning to exceed cloud growth targets and hold delivery managers accountable for Portfolio Management quality and completeness.
• Establish and drive a well-defined, predictable rhythm of the business (RoB) / rhythm of connection (RoC), that enforces great discipline in delivery and consumption processes and delivers over-achievement of business results through core delivery and consumption motions.
• Leverage business insights and transformational leading indicators to benchmark performance and define current and future actions needed to grow the business faster than the overall market.

As a Sales & Delivery Manager Coaching for Growth

• Coach pipeline and backlog management and risk discipline leading to healthy coverage and infuse the proper forecast rigor, accuracy, quality and accountability.
• Coach and advise on delivery motions/strategies for up-sell and co-sell opportunities. Drive awareness on cloud consumption to meet targets, gain direct customers/partner insight to generate new business and accelerate the close of existing engagements with high customer satisfaction.
• Coach for growth across the Sales & Delivery Plays and drive the identification of new upsell opportunities.

As a Transformational Leader

• Expand cloud penetration. Orchestrate solution-focused opportunities mapping customer challenges to solutions.
• Partner with Area Leadership Team, Country Consulting Lead, Country Sales and/or Delivery Manager and Business and Operations Team to remove delivery roadblocks and increase sales and delivery capability and effectiveness.
• Role model the internal transformation from an inspection to coaching culture. Leading delivery managers to become more effective coaches to their SEs and ADEs resulting in increased individual and team capability, employee satisfaction and collaborative sales and delivery efforts with Domains.
• Coach sales and delivery managers to drive new Digital Transformation projects through business outcome as prospected during the selling process.

As the Specialist Delivery Representative in Fiscal Year Planning

• Provide decision making support for the Area Sales & Delivery directors during blueprint process on headcount changes and create business cases on additional headcount requests if applicable.
• Contribute with market understanding, sales territory, segment potential thru the delivery value, backlog and billed revenue associated processes and participate in Sales and Delivery Manager briefings.
• Coach and enable ISD virtual team to have an integrated account planning to exceed cloud growth targets and hold Sales and Delivery Managers accountable for plan quality and completeness.

Qualifications

Required/Minimum Qualifications

• Proven experience in: Sales & delivery end to end, Business Transformation, or Sales & Delivery Operations Management.
• Relevant experience with business analysis - understanding financials, sales and delivery processes, billing (end to end), scorecards, and key performance indicators.

Preferred Qualifications:

• Core Competencies: Organizational Leadership, Strong Business Acumen, Strategic Insights, Trusted Advisor, Strategic Sales Planning, Sales Team Leadership.
• Professional Competencies: Adaptability, Customer Focus, Drive for Results, Influencing Impact, Judgement, Collaboration, Executive Maturity/Presence, Value Selling, Analytical Problem Solving, Organized & Disciplined, Initiates/Embraces Change.
• Education: bachelor’s degree or equivalent work experience, MBA/Masters a plus with focus on business administration, economics, finance, organizational management, business management.

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. 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.