Enterprise Sales Excellence Lead at Microsoft

Qualifications

In general - 

• 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: 10+ years of related experience in: Senior Sales or Channel Management/Leadership Roles, Business Transformation, Coaching Solution Sales.
• Strong Business Understanding & Strategic Sales Planning Skills (understands financials, sales processes, scorecards and key performance indicators) and build sales plans.
• Education: bachelor’s degree or equivalent work experience, MBA/Masters a plus with focus on business administration, economics, finance, organizational management, business management
• Coaching & Leadership skills.

Responsibilities

• Be the partner to the Enterprise 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, meet with customers and partners to generate new business and accelerate the close of existing opportunities
• 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

Sales Leader Coaching for Growth

• Coach and support Sales Managers on executing our key priorities
• Leverage business insights and transformational leading indicators (TLIs) to benchmark performance and define current and future actions needed to grow the business faster than the overall market
• Coach sales managers to drive new Digital Transformation projects through business outcome selling

Supporting Executive Capacity

• Supports segment leader capacity as a senior leader. Advises on and contributes to various aspects of business management (e.g., employee engagement, resource allocation, change management, building high-performing teams) in collaboration with leadership and cross-functional teams.
• Represents the segment as an internal advocate and an extension of the segment leadership.

Driving Sales Process Discipline 

• Contributes to analytics on key revenue drivers (e.g. by channel, by product, by geo). Integrates findings from data analysis.
• Leverages reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners. 
• Instills sales process discipline, adherence to standards and excellence in execution, or pipeline health.
• Holds sales managers accountable for account plan quality and completeness.
• Helps ensure consistency and excellence in the sales process within the segment/region.
• Shares best practices within their team. 
• Consolidates input from the supported area into the feedback loop. Communicates feedback to engineer/partner teams on tools.