Sales Excellence

Há 4 dias

São Paulo, Brasil Microsoft Tempo inteiro

Overview

We are looking for a Sales Excellence Leader to join our team. The Sales Excellence Leader for Small Medium Corporate (SMC) is a strategic role that enables and drives consistent Sales Excellence practices to achieve sales objectives. As a trusted leader and advisor to the SMC Leadership team, the focus of the Sales Excellence Leader's role is to be a driver of sales discipline and execution excellence, as well as a sales coach, accelerating business growth by translating insights into actions.

This position is a strategic contributor operationalizing strategy, driving growth, increasing seller productivity and driving cultural transformation. This role will work with managers and sellers across the SMC & Digital Sales organization, Sales Excellence & Operations, Finance, and other key corporate stakeholders. 

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

Qualifications

Qualifications

Required/Minimum Qualifications

· 8+ years experience with active participation in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field

o OR equivalent experience.

· 5+ years of experience using data to drive business outcomes or inform business decisions.

· 5+ years of experience managing relationships with stakeholders, clients, and/or customers.

Advanced English level

Additional or Preferred Qualifications

· Bachelor's Degree in a related field.

· 5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience

Responsibilities

Responsibilities

Business Partnership and Support

· Drives sales growth through mid to long term account or business planning. Analyzes the outlook and generates business insights to benchmark performance and/or define sales/ organizational/partner strategies. Contributes to integrating strategy components (e.g., programs, blueprints), cascading, aligning, and executing the defined strategy across region(s).

· Guides segment leads or partners, or collaborates with peers to develop segment strategy for segmentation, territory planning, and quota setting. Shares feedback on proposed segmentation changes based on local business knowledge. Aligns with Business and Sales Operations (BSO) on quota distribution strategy and timeline for the Area. Leverages segment expertise to review on judgment/adjustments prior to quota decisions. Participates in sales leader and manager briefings to share quotas and rationale where needed.

· As primary orchestrator of the Account/Portfolio Partner Business Plan, activates sponsorship within segment leaders. Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality. Drives reinforcement and review of quality plans across region(s).

· Defines and drives a predictable rhythm of the connection (RoC) in collaboration with peers and/or leadership. Leads end-to-end RoC activities to enforce great discipline and ensure quality outcome delivery. Provides in-depth business insights and recommendations to effect positive changes. Leads efforts and coaches less experienced team members to streamline and improve the RoC cadence across region(s).

· Guides sales teams/leadership on sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture) as a subject matter expert. Clarifies accountabilities and operationalizes the prioritized sales plays

and industry solutions. Guides sales teams/leadership to generate new business and accelerates the closing of existing opportunities.

Sales Coaching for Growth and Transformation

· Coaches and builds relationships with sales managers on executing key priorities. Identifies where coaching may be needed based on data-driven insights. Influences sales managers to become more effective coaches to their teams. Guides sales managers to achieve increased individual and team capability, employee satisfaction, and collaborative selling efforts. May coach and guide large deal pursuit.

· Drives awareness and clarity of Corporate or TimeZone programs. Intakes and drives the adoption of plans to create new habits among sales teams or partners.

· Drives optimization and improvement in sales team processes and capabilities across the region(s). Assesses and anticipates customer/partner needs and applies or develops methodologies and resources to transform seller capabilities, sales processes, and/or partner engagement processes. Models transformation to a coaching culture.

· Partners with Area Transformation Leads, Area Capability Leads, and Business and Sales Operations (BSO) to remove sales roadblocks, drive utilizations of investment, increase customer/partner-facing time, and enhance seller/partner capability and effectiveness. Shares insights and influences sales managers' strategies to anticipate and mitigate risks. Integrates feedback on sales challenges or blockers. Guides relevant teams to develop actions based on the feedback.

Driving Sales Process Discipline

· Leads analytics on key revenue drivers (e.g. by channel, by product, by geo) and generates data-based insights. Leverages and develops reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.

· Drives sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales managers. Holds sales managers accountable for account plan quality and completeness. Helps ensure consistency and excellence in the sales process across the segment(s)/region(s). Shares best practices and provides thought leadership across teams.

· Acts as a subject matter expert to convey the value of tools and drive the 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. Owns consolidated input from the supported area into the feedback loop. Leverages the feedback to influence engineer/partner teams on improving tools.

Supporting Executive Capacity

· Supports segment leader capacity as a senior leader. Advises on and contributes to various aspects of business management (e.g., employee engagement, resource allocation, change management, building high-performing teams) in collaboration with leadership and cross-functional teams. Represents the segment as an internal advocate and an extension of the segment leadership.

Other · Embody our culture and values

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect

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