Sales Operations Program Manager at Microsoft

The Business & Sales Operations (BSO) group is the business center of excellence for cross-business execution performance, planning, and subsidiary operations. The team helps scale execution and drives clear business and market insights that result in Microsoft achieving its business objectives.

As a Sales Operations Manager, the role is expected to assist the BSO to execute the following:

• Develop highly scaled and efficient operational services & support
• Drive standardized sales operations & processes
• Drive adoption of standardized tools and reporting
• Support yearly planning locally
• Accelerate the landing of Empowering Digital Success (EDS) efforts
• Raising sales efficiency, sales productivity and process compliance locally by means of consulting with the sales teams and implementing best practice sales operations processes.
• Partnering with the BSO lead and aligns with the Segment Sales Excellence Lead, Business Program Manager, Area Capability Lead, Area Transformation Lead, Finance, and Inside Sales. They scale by driving standard platforms & tools, streamlining business and sales processes, and delivering Subsidiary & Segment level analytics. The SOPM delivers reports and provides business insights that enable a “One Microsoft” approach, agility, and results aligned with business priorities.

Responsibilities

Supporting Sales Discipline and Pipeline

• 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 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 empower success and help address performance blockers across Customer Adds, Consumption, Pipeline, Scorecard, and Annuity, and communicates to relevant stakeholders. Leverages knowledge about and influences the resources that support tracking and monitoring, as well as performance of pipelines, scorecards, and sales plays. May identify growth opportunities of investments and maximizes impact on customers by ensuring appropriate funds are used, tracking their usage, and following through on spending.

Sales Operations

• Oversees the processes for complex local fiscal-year, cross-segment sales operations planning, using qualitative and quantitative methods across Segmentation, Territory Planning, Quota Planning, Account Planning, Quota Distribution, and/or Blueprint. Collaborates with and manages relevant stakeholders (e.g., Corporate, Segment Leaders, Sales Excellence, Finance, Human Resources [HR]) to align, refine, and improve sales operations planning an execution. Tracks, monitors, and communicates risk and growth opportunities throughout the planning process, and provides detailed recommendations for improvement to senior-level stakeholders. Contributes to best practices of sales operations planning and mentors others in their adherence.

Nurture Seller Transformation

• Acts as subject matter expert on processes to empower success by providing insights related to of process and tools by sellers, managers, and leaders across the area or subsidiary. Proactively lands new seller capabilities to nurture new habits and drive consumption.

Specialty Responsibilities

• Oversees complex partner segmentation, quota, planning, co-selling, and transitions. May collaborate with internal partners including One Commercial Partner to create and roll out new sales operations strategies for partner management. Ensures others are adhering to best practices within the area/subsidiary. Empowers partners for success with training on tools and data processing.
• Oversees and acts as subject matter expert on the cadence and rhythms for churn prevention and win back plans. Monitors, interprets, and provides recommendations based on reports tracking consumption and customer adds to influence seller outcomes across the organization through Azure, Modern Work, and Business Applications, and advises relevant stakeholders. Oversees standardization of consumption management execution, identify reporting gaps, and create reports that fill those gaps. May also report on scorecard management.*
• Acts as subject matter expert and provides guidance to others to integrate continuous improvement changes to tools, processes, and Rhythms of Connection (ROCs) across the subsidiary or area to accelerate transformation. Drives the integration of continuous improvement with reporting and Business Intelligence (BI). Collaborates with field partners to improve tools and identify processes to increase efficiency, remove blockers, reduce redundancies, reduce manual work, or to save time within Sales Programs. Synthesizes feedback and provides recommendations to senior stakeholders. Models best practices and communicates with others across the community.*
• Acts as subject matter expert on the Support Sales business. Provides support for monthly forecasting, pipeline management and standard pipeline/reporting views. Executes on Revenue Excellence proactive audits and ensures accurate revenue landing and deal flow per RevRecon guidelines. Coordinates with other members of Business Sales Operations (BSO) to ensure successful landing and execution of Sales Operations Planning Process (e.g., Quota Distribution, Territory Management, Seller Assignments, Employee Data Management) for Support Sales. Serves as the orchestration lead for shared operations teams (e.g., Global Sales Operations [GSO], Service Center, Support Sales Enablement). Advocates for standard Business Intelligence (BI) tools to increase usage/adoption with Support Sales teams to reduce ad-hoc, manual efforts.

Qualifications

Required/Minimum Qualifications

• Bachelor's Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences
• or related field AND 8+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field OR equivalent experience.

Additional Or Preferred Qualifications

• Bachelor's Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences
• or related field AND 10+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field
•  OR Master's Degree in Business Administration, Organizational Design, or related field.