Sales Excellence Manager

4 weeks ago

Toronto, Canada Microsoft Canada Full time
Overview

Come and join our dynamic, diverse, and collaborative Chief of Staff team The Chief of Staff (CoS) team within Microsoft Canada is at the core of our business, supporting the strategy and execution for the Office of the President. We are a cross-functional team that drives Canada-wide workstreams in partnership with our business stakeholders. As a member of our Chief of Staff team, you will play a crucial role in driving change, leading and landing programs, and supporting the business with insights to influence strategy and direction. Your contributions will help us prioritize our initiatives and make informed decisions that drive our business forward.

We are looking for a Sales Excellence Manager to support the Enterprise segment's current and forward-looking business goals. You will drive a predictable Rhythm of Business (ROB) with cross-functional teams to ensure quality four-quarter (4Q) rolling business outcomes. You will work with Segment and Sales leaders to instill sales process discipline on pipeline health management, guide Sales Leaders on Microsoft sales methodologies, and collaborate across roles and segments to proactively seek resolution to manage change within your segment. The focus for this role will be on our consumption business.

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.

Qualifications

Required/Minimum Qualifications

  • 4+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field
    • OR equivalent experience.
  • 3+ years of experience using data to drive business outcomes or inform business decisions.
  • 3+ years of experience managing relationships with stakeholders, clients, and/or customers.

Additional or Preferred Qualifications

  • Bachelor's Degree in a related field.
  • 3+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.


Sales Excellence IC4 - The typical base pay range for this role across Canada is CAD $88,800 - CAD $165,000 per year.

Find additional pay information here: Canada pay information | Microsoft Careers

Microsoft will accept applications for the role until May 17, 2024.

Responsibilities

Accountabilities:

  • Pipeline Health and Management - Support execution of predictable revenue and consumption growth by segment / solution area and aligned with Microsoft Customer Engagement Methodology & standards.
  • Sales Execution - Drive and guide consistent sales excellence discipline, governance and partner insights within and across Enterprise.
  • Sales Execution Transformation - Implement evolving sales strategies, processes and objectives to drive sustainable growth and improved sales performance.
  • Planning Engagement - Partner with segment leads, Finance, Business and Sales Operations on fiscal year planning workstreams requiring sales excellence support.

Key Outcomes:

  • Ensure rolling quarterly pipeline generation and health aligned with sales standards - pipeline sufficiency, shape, reliability and accuracy.
  • Drive segment and/or solution area sales execution, cross-coordinate with other segments, and execute sales, marketing, and partner programs to grow market share through a coordinated insight and business reporting for Managers' Rhythm of Business, ensuring collaborative partnership across parties.
  • Enable coordinated engagement to grow partner contribution to Enterprise priorities.
  • Ensure pipeline hygiene & health is maintained for forecast accuracy.
  • Partner on fiscal year planning workstreams that require sales excellence support.

Key Habits:

  • Operate as One Microsoft - Enable a coordinated Rhythm of Business across segment roles and execution.
  • Lead and support the sales culture transformation by capturing and working on areas of opportunity to transform and prepare the segment for the future.
  • Model a business culture of in-quarter and forward-looking quarters to drive predictable revenue and growth for the segment.
  • Emphasis on rolling quarterly performance pipeline health and management aligned with sales methodology and standards.
  • Support Managers on effective Manager-to-Seller conversations on pipeline health, quality, coverage and velocity.

Other

  • Embody our culture and values

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