Sales Excellence

You will be advising the Specialist 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 lifecycles.
The Specialist Sales Excellence Manager is a critical business role that looks
left-right across the Enterprise business to sell value of Cloud solutions to
empower digital transformation acceleration four our customers, 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.

Responsibilities

Accountabilities and Objectives:
*
Partner with the Specialist Sales Lead to run the business with focus on
predictable revenue and strategic metric attainment.
* Coach Sales Managers on increased quality and execution of sales disciplines by leveraging global sales processes and Solution Plays.
* Drive growth in Enterprise by ensuring Biz Apps targets are reflected in ATU account plans
* Represent the segment on the overall planning process

Key Outcomes/Measures of Success:
*
Achieve quarterly accountabilities overall and by category.
* Meet pipeline coverage thresholds.
* Ensure Specialists are contributing with quality account plans leading to rolling ‎12-month pipeline coverage .
* All sellers familiar with MCEM methodology and abide by it.
* Segmentation process completed based on agreed criteria, and subsequent account transitions.
* Partner with BSO to deliver Quality Quotas in August.

How you do it:
*
Model transformation to a coaching culture to deliver on our industry and
digital transformation.
* Help managers understand how to coach on pipeline health, quality, quantity and velocity.
* Guide adoption of MCEM process and methodology by managing all opportunities as per guidance.
* Hold sales managers accountable for Business Applications quality and completeness in account plans.
Measures of Success
* Achieve pipeline coverage for current and next quarter that supports targets all-up and by category.
* Improved forecast accuracy (Close Rate %) as measured through segment CFO Forecast.
* Aspirational account plans leading to Business Applications aligned pipeline (rolling ‎12-month coverage) and building the foundation approach for horizons ‎2 and ‎3

Who you work with:
*
Business Applications STU Leads
* Business Applications sellers
* Business Applications BG Team
* Business Applications CSU Leads
* STU Sales Excellence Lead
* BSO
Customers and Partners
* Business Applications category partners

**

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. 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.