The Business and Sales Operations (BSO) function serves as the heart of the Area, acting as a trusted advisor by translating strategy into operational execution and driving field transformation. The BSO team is responsible for managing a large number of complex, dynamic programs to maximize business value, understanding them, prioritizing them well, de-risking them, and managing feedback to drive improvements. They are skilled in business analytics, program management, communications and storytelling, and negotiations.

　　In joining BSO as Sales Excellence Leader aligned to the ATU and GPS segments, you will play a critical business role supporting segment leadership on strategic, operational, and coaching perspectives to achieve business results for Microsoft. As a Sales Excellence Leader, you will establish & drive the daily rhythm of the business, coach sales leaders on sales execution, and lead the planning and growth initiatives for the segment. This opportunity will allow you to grow your operational, coaching, change management, and people experiences to accelerate your career.

　　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.

　　Responsibilities

　　Responsibilities

　　People Management

　　Managers deliver success through empowerment and accountability by modelling, coaching, and caring.

　　Model - Live our culture; Embody our values; Practice our leadership principles.

　　Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.

　　Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

　　Business Partnership and Support

　　Drives sales growth through mid to long term account or business planning. Oversees the analysis of the outlook in collaboration with Finance, guiding team to generate 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 the supported segment(s)/region(s).

　　Oversees team to guide segment leads and partners or collaborate with peers to develop segment strategy for segmentation, territory planning, and quota setting. Guides and improves the process of sharing feedback, and reviewing quota decisions.

　　Oversees team to orchestrate the Account/Portfolio Partner Business Plan and drive the activation of sponsorship within segment leaders. Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality. Guides team and improves the process of reinforcement and review of quality plans across regions.

　　Oversees team to define and drive a predictable rhythm of the connection (RoC). 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 to streamline and improve the RoC cadence within the supported segment/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 accelerate 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.

　　Oversees team to drive awareness and clarity of Corporate or TimeZone programs. Guides team to intake and adopt plans to create new habits among sales teams or partners.

　　Guides team to model optimization and improvement in sales team processes and capabilities across the supported/region(s) by assessing and anticipating customer/partner needs, coaching and developing methodologies, and providing resources to transform seller capabilities, sales processes, and/or partner engagement processes. Models transformation to a coaching culture.

　　Collaborates with other functions in BSO to remove sales roadblocks, drive utilizations of investment, increase customer/partner-facing time, and enhance seller/partner capability and effectiveness. Guides team to share insights and influence sales managers' strategies to anticipate and mitigate risks.

　　Driving Sales Process Discipline

　　Guides team to leverage and develop reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.

　　Guides team to instil sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales managers. Shares best practices, fosters collaboration, and provides thought leadership across teams.

　　Guides team to convey the value of the 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. Shares subject matter expertise on the tools with team, sales leaders, and/or partners.

　　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.

　　Qualifications

　　Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .