QualificationsLeadershipSalesBusiness analysisStrategic planningChannel managementBachelor’s degreeMaster’s degreeMaster of Business Administration
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 unique capability in harmonizing the needs of both individuals and organizations.
Joining Microsoft in the Health & Public Sector Industries as the Sales Excellence Manager, you will be working across the HPSI OU leaders and 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 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 Sales Excellence Manager is a critical business role that looks left-right across the HPSI business, 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.
As a Partner to the HPSI Lead Running the Business
Establish and drive a well-defined, predictable rhythm of the business (RoC), that enforces great discipline in sales and consumption processes and delivers over-achievement of business results through core sales and consumption motions
Coach and advise on sales motions/strategies for up-sell and co-sell opportunities. Drive awareness to product mix needed to meet targets
Coach pipeline discipline leading to healthy coverage and infuse the proper forecast rigor, accuracy and accountability
Instilling sales process discipline, adherence to standards and excellence in execution while holding sales managers accountable to quality and accuracy
Drive execution with the OU’s on scorecard to drive consumption and sales.
As a Sales Leader Coaching for Growth
Coach and support Sales Managers and Consumption Managers on executing our key priorities
Increase the ease of doing business with Microsoft by escalating, and solving for, customer/partner issues that impede product adoption/growth
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 Consumption Leader Coaching for Acceleration and Growth
Coach for consumption acceleration and growth (Create, Accelerate, Consume) across all Apps & Infra, Data & AI, MW, BA, Security, and Support, enabling seamless intra CSU collaboration and building field empowerment and coaching culture at all levels and rhythms (SCRUM, RoC, Empower Success)
Provide success engagement level as well as milestone insights and coaching leading to healthy coverage and proper milestones execution rigor (accuracy, accountability, velocity, unblocking)
Provide insights and coaching on MACC accounts performance and plans execution to drive ACR growth, prevent baseline erosion and deliver integrated value of support being an enabler for consumption. Ensure Unified Support attached to all MACC accounts
Drive programs and motions accelerating consumption and usage across customer life cycle and ensure successful landing and adoption of consumption motions and support delivery
As a Transformational Leader
Partner with Area Transformation Leads, Area Capability Leads and Business and Sales Operations Team to remove selling time roadblocks and increase seller capability and effectiveness
Role model the internal transformation from an inspection to coaching culture. Leading sales managers and consumption managers to become more effective coaches to their teams resulting in increased individual and team capability, employee satisfaction and collaborative selling and consumption efforts
Build a modern growth mindset and new sales habits that will drive HPSI forward.
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: 5+ years of related experience in: Sales or Channel Management/Leadership Roles, Business Transformation, Coaching Solution Sales, Strategic Sales Planning, Strong Business Analysis Skills (understands financials, sales processes, scorecards and key performance indicators)
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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. 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.