Job Overview
The Microsoft Strategic Missions and Technologies (SMT) division focuses on next-generation technology solutions, including specialized teams empowering telecommunications providers; engineering teams who are helping to carry out challenging missions and connecting the cloud to satellites in space; worldwide research teams leading the way to scalable, accessible quantum computing; and the key technology partner to the U.S. Federal government for achieving their diverse organizations’ missions through digital transformation.
The SMT Growth Innovation and Strategy (GIS) team led by SMT Chief Operating Officer is responsible for delivering inspirational experiences, visionary thought leadership, high value scenarios, sales/marketing programs and operations that will lead to new business categories and revenue streams for Microsoft.
We: The Growth Operations team within SMT Growth Innovation and Strategy is chartered with providing best in class customer experiences, growth strategies, and revenue acceleration through cutting edge sales and marketing operations, demand generation, data insights, and scalable tools. The Sales Strategy and Operations Director, part of Sales operations team, has a charter to empower our sellers to overall success of SMT by driving sales discipline and improving productivity to reach maximum business impact.
Responsibilities
- Drive the SMT sales planning process for the fiscal year to maximize performance.
- Provide detailed revenue attainment inspection and pipeline analysis to identify attainment risks and growth whitespace areas.
- Coach business unit (BU) sales leaders and excellence teams with growth opportunities and help them forecast revenue and consumption.
- Lead, coach and prepare the rhythm of business (ROB) plan and execution for Federal, Azure for Telecom Operators, Quantum, and space businesses with SMT executives and leadership teams to review strategy, compete and revenue insights on a weekly and monthly basis.
- Work with GIS sales analytics team to build sales KPIs (Key Performance Indicators) and account driven scorecards, and high-quality, backend support (tools, processes, information).
- Lead standardization of processes and tools and drive continuous improvement to optimize productivity. Drive business discipline and enable new habits to help business teams achieve targets.
Qualifications
Required/Minimum Qualifications:
- Bachelor's Degree in Business, Operations, Finance or related field AND 8+ years work experience in Sales Operations, Business Planning, Sales Excellence and/or Finance.
- 6+ years of driving sales and/or sales excellence teams in an enterprise company.
- 6+ years of experience in managing key sales metrics for coverage, velocity, close rates etc., and outcomes including the scorecard.
Other Qualifications:
- Ability to meet Microsoft, customer and/or government security screening requirements are required for this role.
Additional/Preferred Qualifications:
- Functional (Partner, Services, Sales, Marketing) knowledge.
- Technology industry experience.
- Change management experience.
- People and organizational leadership.
- Process improvement and quality management experience (Six Sigma, etc.).
- Enterprise sales operations experience is preferred.
- Occasional travel may be required.
Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable local laws, regulations and ordinances.
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