SMC Sales Excellence Director

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 a 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 SMC 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 life cycles. 

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. 

We embrace flexible working as a core principle of reinventing productivity, and you’ll be welcome to work from home, our offices around the country, customer sites, or your favourite coffee shop next to the gym – wherever is best for you to get your job done.

 Responsibilities

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 (RoB), that creates great discipline in sales and consumption processes and delivers over-achievement of business results through leveraging the key SMC Teams across Sales Teams, Partners, 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 multiple teams across SMC

As a Sales Leader Coaching for Growth 

• Coach and advise on sales motions/strategies for up-sell and cross-sell driving digital transformation at our existing and new customers. Drive awareness of product/solution mix needed to meet targets
• Leverage business insights to benchmark performance and define current and future actions needed to grow the business faster than the overall market
• Drive orchestration across various sales roles (Corporate) and engines (SMB) to ensure execution excellence and a smooth customer journey
• Collaborate closely with the One Commercial Partner team to accelerate Co-Sell and scaling through Partner motions aspiring for exponential growth through Partners

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. Lead 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 Driver of Sales Process Discipline

• Instilling sales process discipline, adherence to standards, and excellence in execution while holding sales managers accountable for quality and accuracy
• Ensure successful Customer transitions to mitigate Customer Experience & revenue risks. Drive integrated customer planning to exceed cloud growth targets and hold sales managers accountable for portfolio plan quality and completeness
• Coach pipeline discipline leading to healthy coverage and infuse the proper forecast rigor, accuracy and accountability

Qualifications

Experiences Required: Education, Key Experiences, Skills and Knowledge: 

• 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
• Experience: 8+ years of related experience in: Senior Sales or Channel Management/Leadership Roles, Business Transformation, Coaching Solution Sales, Strategic Sales Planning, Inside Sales, Digital Marketing, Business Analysis Skills(understands financials, sales processes, pipeline, scorecards and key performance indicators)

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. 

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.