Sales Operations

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 Marketing & Operations (M&O) team plays an essential role translating
Microsoft's Commercial Strategy to a local execution plan and driving
operational excellence to achieve the greatest results possible. Our team
drive cross-company, cross-Area and cross-Subsidiary insight and execution
excellence, bringing strategy and priorities to life by accelerating the pace
of transformation and enabling Microsoft to deliver business impact at scale.
It's an exciting time to join Microsoft and the M&O team!
The Business & Sales Operations (BSO) group is the center of excellence for
cross-business execution performance, planning, and sales operations. The team
helps scale execution, operationalize business & sales programs, and drive
business, sales, and partner transformation that forward Microsoft's business
objectives.
This role reports to the SOPM Manager who manages the Sales Operations team
and thus is responsible for leading sales planning, driving sales discipline
and improving productivity to enable sales teams to reach maximum impact, in
line with company/Area strategy. The Sales Operations Program Manager (SOPM)
assists the SOPM Manager to execute the following:
* Drives the process for sales operations planning for the fiscal year across all segments to maximize Area performance.
* Drives sales discipline and enables new habits to help sales teams achieve targets. Provide high-quality, backend support (tools, processes, information) coupled with timely data-driven insights.
* Leads standardization of processes and tools and drive continuous improvement to optimize productivity.
The SOPM is expected to raise sales efficiency, sales productivity and process
compliance locally by means of consulting with the sales teams and
implementing best practice sales operations processes. Oversees the aligned
segment sales operations programs and ensures compliance of execution support
using tools, processes, and information for many solution areas related to
Allocation/Disputes, Consumption, Customer Adds, and Pipeline. Oversees
performance against sales plans and refines courses of action to influence
sales teams. Partners with worldwide sales teams, worldwide owners, and other
operational groups to drive success. Oversees the use of local knowledge of
sales teams to augment insights and drive returns of capital. Analyzes,
interprets data, and provides recommendations from sales execution to help
address performance blockers across Customer Adds, Consumption, Pipeline,
Scorecard, and Annuity, and communicates to relevant stakeholders. Acts as
subject matter expert on processes by providing insights related to processes
and tools by sellers, managers, and leaders across the area or subsidiary.
The SOPM partners with the BSO Lead and aligns with the Segment Sales
Excellence Lead, Business Program Manager, Area Capability Lead, Area
Transformation Lead, Finance, and Human Resources. They scale by driving
standard platforms and tools, streamlining business and sales processes, and
delivering Subsidiary & Segment level analytics. The SOPM delivers reports and
provides business insights that enable a "One Microsoft" approach, agility and
results aligned with business priorities.

Responsibilities

Drive and Execute Sales Operations* Planning* *and Run in year
management* of Segmentation, Territory Management, Quota Management and
Distribution and (in year) Revenue Excellence support.
* Drive local fiscal-year, cross-segment sales operations planning process, using qualitative and quantitative methods, across Segmentation, Territory Planning, Quota distribution.
* Collaborate with Corporate and local leaders to align and refine planning and execution steps.
* Monitor risk and opportunities throughout the planning process to develop optimal recommendations.
*
Provide Business insights and Field Enablement that accelerate**
Performance* and support the Rhythm of Business (RoB) including
pipeline, annuity, consumption, usage, customer adds.
* Provide data-driven insights about sales execution, based on standard reporting, that drive accountability on action plans to meet Area operational goals.
* Use knowledge of local Area and sales teams to augment insights and identify growth opportunities that support business Rhythm of Business (RoB).
* Drive continuous improvement within reporting and BI by driving local adoption, providing periodic feedback to Corporate teams and migrating local report to MSXi.
* Act as a center of excellence by sharing best practices within the Area and across the SOPM community.
*
Enable MCAPS** Productivity* *gains* by supporting Change
Governance and Landing initiatives applicable to Sales Operations and
supporting selected** cross-segment programs.
* Lead standardization of processes and adoption of tools across the Area to enhance sales productivity and accelerate transformation
* Orchestrate cross-segment sales programs and support execution driving standard tools and processes adoption.
* Review and monitor performance periodically against the plan to refine course of action and influence sales teams to execute the plan.
* Communicate performance and recommendations to Corporate and local leadership to refine execution approach and drive issue resolution.

Qualifications

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.

Required Experience & Skills
* ‎4-‎6 years related experience
* 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, scorecards 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.)
* Executive exposure and cross-functional stakeholder management
* Technology industry experience
* Change management experience
* People and organizational leadership
* Data Analytics and BI experience
* Governance and program management experience
* Process improvement and quality management experience (Six Sigma, etc.)