Sales Excellence Manager

Perth, Western Australia, au
Company: Microsoft
Category: Management Occupations
Published on 2021-07-30 19:16:31

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

The Device Partner Sales (DPS) team plays a critical role in achieving this mission. We build, market and sell intelligent edge and intelligent cloud devices and solutions with partners, including OEMs, device distribution channels, original design manufacturers, and Silicon providers. We work closely with our device ecosystem and internal business groups to build devices that consume our cloud, innovate with device partners, and transform how we sell devices and services with partners.

Opportunities in DPS are expansive because we span the entire product lifecycle -- from incubation, prototyping, and portfolio planning to the design-in, sell-in, and sell-through motions that help our partners engage consumers, students, and businesses worldwide. As a member of our team, you’ll be part of growing a multi-billion-dollar business, charting new areas of innovation, and contributing to our partnership engagements that build, market and launch devices and solutions worldwide. You will also be part of a people-first culture leading with inclusion and values that supports a growth mindset, diversity, and inclusion. If that appeals to you, it’s an exciting time to be here in DPS.

Today, we live in a mobile-first, cloud-first world, and the transformation we are driving across our businesses is designed to enable Microsoft and our customers to thrive in this world. We are committed to making technology that conforms to the needs and preferences of the individuals that use it, not the other way around. Device Partner Solution Sales (DPSS) purpose is to “Build and sell intelligent edge and intelligent cloud devices and solutions with partners”. The only question remaining is “Are you up for it?“
The Sales Excellence IC is responsible for driving breakthrough improvements in operational excellence, compliance, change management, and sales enablement in DPSS. This role’s main accountability is the operational excellence of the DPSS business within an Area/Sub and for the quality and impact of business process and insights upon with decisions are made. The Sales Excellence IC constantly identifies areas to improve the impact and compliance of key partner programs, process, and preparation of account plans. The expectation from the role is also to drive change management efforts around sales capabilities and culture.
The Sales Excellence IC is a key role reporting to the DPSS Leader and enables sales growth and partner satisfaction while scaling the business. They are a change agent across the end-to-end business to drive operational excellence, compliance, change management, and sales enablement.


Sales Excellence (40%)

  • Strategy Guidance : Drive sales enablement through business planning. Analyze and leverages business insights to benchmark performance and make suggestions on current and future actions based on key drivers, opportunities, and risks. Support the integration, alignment, and execution on the defined actions across ANZ/AP-J region.
  • Channel Planning : Advise regional leadership teams to develop sales strategy for channel partner segmentation and territory planning. In partnership with WWIC, manage regional sales quota and territory set up and maintenance.
  • Scorecard Ownership : Drive scorecard target planning processes, monitor actuals/variances and work with metric owner who develops/executes COE.
  • RoB Ownership : Define and maintain a predictable rhythm of the business (RoB) in collaboration with peers and/or leadership. Contribute to RoB activities to enforce discipline and ensure quality outcome delivery. Identify opportunities to streamline and improve the RoB cadence within the ANZ/AP-J region.
  • Guide Sales Growth Opportunities : Advise and contribute to operationalizing prioritized sales plays and industry solutions. Identify opportunities to generate new business and accelerate the closing of existing opportunities.
  • Coach Sales Teams : Coach and builds relationships with sales and GTM team on executing key priorities. Help sales team achieve increased individual and team capability, employee satisfaction and collaborative selling efforts
  • Create New Habits: Improve awareness and clarity of Worldwide or ANZ/AP-J region programs among sales and GTM teams and managers. Intake and contribute to adopting plans to create new habits among sales and GTM teams.
  • Operational Excellence & Compliance (30%)

  • Optimize Sales Processes and Capabilities : Contribute to optimizing sales team processes and capabilities. Assess partner needs and apply methodologies and resources to transform seller capabilities, sales processes, and/or partner engagement processes.
  • Surface Sales Blockers : Partner with ANZ/AP-J region leadership teams to remove sales roadblocks, drive utilizations of GTM investment, increase partner-facing time, and enhance seller capability and effectiveness. Provide input to sales and GTM teams to anticipate and mitigate risks. Capture and integrate feedback on challenges or blockers and communicate feedback to relevant teams through the appropriate channel
  • Leverage Reporting and Analytics: Drive analytics on key revenue drivers. Integrate findings from data analysis and leverage reporting and analytical capabilities to generate data-based insights. Enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.
  • Execution Excellence: Instill sales & marketing process discipline, adherence to standards and excellence in execution, or pipeline health. Hold sales and GTM managers accountable for account plan and marketing plan quality and completeness. Help ensure consistency and excellence in the sales and marketing process within the segment/region; shares best practices within their te
  • Drive Effective and Rigorous Usage of Tools: Act as a subject matter expert to advocate and support effective and rigorous usage of common and/or new processes and tools developed for the wider business to improve internal and external communications and engagements. Consolidate input from the supported area into the feedback loop. Communicate feedback to WW DPSS, MBO, MIO and IISTAR teams on tools.
  • Be the compliance advocate for DPSS: Ensure sales and marketing processes comply to MS policies, regulations, and requirements
  • Partner Satisfaction & Trusted Advisor (30%)

  • Partner Business Planning: As primary orchestrator of the Account Planning process, contribute to activating sponsorship within channel leaders, coaches' managers and sellers on planning fundamentals, habits, and plan quality; contribute to reinforcement and review of quality plans within the ANZ/AP-J region
  • Partner with ANZ DPSS leader as a senior leader and trusted advisor
  • Partner with ANZ DPSS leader and Finance Controllers, monitor P&L performance and correction of error when issues are found.
  • Represent the ANZ Sub-Region as an internal advocate and an extension of the DPSS leadership
  • Qualifications

    Knowledge, Skills and Abilities:

  • Entrepreneurial Growth Mindset
  • Challenge with positive intent, demonstrating emotional IQ and great levels of empathy, demonstrate strong listening skills, selfless mindset
  • Shows agility to speed learning to impact
  • Ability to deliver on Sales Strategy and execute through change management and stakeholder engagement success
  • Commitment to modelling excellence and bringing people with you on a journey
  • Be able to thrive in a fast paced, challenging yet supportive environment
  • Ability to identify compliance, process, program gaps and work with senior stakeholders and process/solution owners across global teams to enable the required change
  • Have a high sense of responsibility and at the same time demonstrates enthusiasm to achieve positive results
  • Knowledgeable of the Microsoft partner ecosystem and programs
  • Key Experience:

  • 5-10 years of Business acumen (Finance, Device or Retail Sales, Product Category and /or Operations) & leadership experience
  • Experience in global roles, managing stakeholders, processes and working with teams across multiple time zones and cultures
  • Experience with sales enablement concepts, practices, and procedures
  • Effective project, program and change management skills, led large transformational projects in a global organization
  • Professional experience in risk management and compliance
  • Excellent communications skills
  • Bachelor’s degree or equivalent work experience
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