The Microsoft Sales Excellence Manager (SEM) role is a critical role that has the left-right perspective of the business that will provide critical business and leadership experience.
The SEM Manager role is a key member of the Area/Subsidiary Leadership Team, acting as a strategic and trusted advisor, and sales coach, running and transforming the business in partnership with the Segment Lead.
The SEM Manager is a change agent, operationalizing company strategy , leading behavior and culture change and landing seller role accountabilities.
The Microsoft SEM Manager runs a rigorous and disciplined business, constantly extrapolating business insights that accelerate segment priorities, optimize operational processes, increases seller productivity and capability, coaching to drive impact growth, revenue and share.
Shifting focus from operations to growth and transformation: Key responsibilities include but aren’t limited to:
Manages Budget Cascade
Manages Quota Process and Cascade
Manages Segmentation Process
Drives pipeline standards and hygiene
Orchestrates and Manages the ROB
Manages Customer/Partner Planning Rhythm
Manages T-36-or T-12 and OTRRR process
Manages the forecast
Maximizes Budget investments and resource allocations, lands blueprint
Advisor to sales leaders in understanding compensation and quota allocations
Leads , drives and monitors Segment growth and recovery planning
Drives and Monitors Pipeline Health
Operationalizes strategy by mainstreaming Consumption in to the ROB, driving quality
Coaches and reviews on account/partner plans
Leverages TLI’s, and other business insights to identify COE and growth opportunities
Coaches on cross-sell/upsell opportunities, growth & recovery
Enables Sales and Services alignment
Engages with Sales teams, Customers and/or partners to accelerate deals, share operational practices and improve overall pipeline health
Strategize and support design, requirements and landing of WW processes and tools in partnership with M&O, UES
Partners with UES and SMSGR to ensure readiness plan quality
Derive BI from corporate assets to give Segment LT a POV of trends in the business beyond line of sight to forecast future direction
Experiences Required: Key Experiences, Skills and Knowledge:
Core Competencies: Organizational Leadership , Strategic Insights, Trusted Advisor, Strategic Sales Planning, Sales Team Leadership
Professional Competencies: Adaptability, Customer Focus, Drive for Results, Influencing Impact, Judgement, Collaboration, Executive Maturity, Value Selling, Analytical Problem Solving
Experience: 5+ years of related experience in: Sales management/Leadership, Change Management, Business Transformation – Business Management/ Planning
Bachelor, MBA/Masters a plus with focus on economics, finance, organizational management, business management
Professional Training: Six Sigma training/certification is a plus