Sales Operations at Microsoft

Overview

The Business & Sales Operations & Sales Excellence organization 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 Sales Excellence Director who manages the Sales Excellence and 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. 

• 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 SOM 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.

Required Experience & Skills

• 10+ 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
• Executive exposure and cross-functional stakeholder management
• Proven communication and collaboration skills