Sales Operations

8 سبتمبر، 2022

0 31 3 دقائق

Job Description

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 Marketing & Operations (M&O) team plays an essential role translating Microsoft's Commercial Strategy to a local execution plan and driving operational excellence to achieve the greatest results possible. Our team drive cross-company, cross-Area and cross-Subsidiary insight and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale. It's an exciting time to join Microsoft and the M&O team!
The Business & Sales Operations (BSO) group 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 SOPM Manager who manages the Sales 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. The Sales Operations Program Manager (SOPM) assists the SOPM Manager to execute the following:
.Drives the process for sales operations planning for the fiscal year across all segments to maximize Area performance.
.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 SOPM 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.
The SOPM partners with the BSO Lead and aligns with the Segment Sales Excellence Lead, Business Program Manager, Area Capability Lead, Area Transformation Lead, Finance, and Human Resources. They scale by driving standard platforms and 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.
Drive and Execute Sales OperationsPlanningand Run in year managementof Segmentation, Territory Management, Quota Management and Distribution and (in year) Revenue Excellence support.

Drive local fiscal-year, cross-segment sales operations planning process, using qualitative and quantitative methods, across Segmentation, Territory Planning, Quota distribution.
Collaborate with Corporate and local leaders to align and refine planning and execution steps.
Monitor risk and opportunities throughout the planning process to develop optimal recommendations.

Provide Business insights and Field Enablement that acceleratePerformanceand support the Rhythm of Business (RoB) including pipeline, annuity, consumption, usage, customer adds.

Provide data-driven insights about sales execution, based on standard reporting, that drive accountability on action plans to meet Area operational goals.
Use knowledge of local Area and sales teams to augment insights and identify growth opportunities that support business Rhythm of Business (RoB).
Drive continuous improvement within reporting and BI by driving local adoption, providing periodic feedback to Corporate teams and migrating local report to MSXi.
Act as a center of excellence by sharing best practices within the Area and across the SOPM community.

Enable MCAPSProductivitygainsby supporting Change Governance and Landing initiatives applicable to Sales Operations and supportingselectedcross-segment programs.

Lead standardization of processes and adoption of tools across the Area to enhance sales productivity and accelerate transformation
Orchestrate cross-segment sales programs and support execution driving standard tools and processes adoption.
Review and monitor performance periodically against the plan to refine course of action and influence sales teams to execute the plan.
Communicate performance and recommendations to Corporate and local leadership to refine execution approach and drive issue resolution.