OverviewOversees 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 empower success and help address performance blockers across Customer Adds, Consumption, Pipeline, Scorecard, and Annuity, and communicates to relevant stakeholders. Acts as subject matter expert on processes to empower success by providing insights related to of process and tools by sellers, managers, and leaders across the area or subsidiary. Proactively lands new seller capabilities to nurture new habits and drive consumption.
Responsibilities Consumption Management
Oversees and acts as subject matter expert on the cadence and rhythms for churn prevention and win back plans. Monitors, interprets, and provides recommendations based on reports tracking consumption and customer adds to influence seller outcomes across the organization through Azure, Modern Work, and Business Applications, and advises relevant stakeholders. Oversees standardization of consumption management execution, identify reporting gaps, and create reports that fill those gaps. May also report on scorecard management.
Insights and New Capabilities
Acts as subject matter expert and provides guidance to others to integrate continuous improvement changes to tools, processes, and Rhythms of Connection (ROCs) across the subsidiary or area to accelerate transformation. Drives the integration of continuous improvement with reporting and Business Intelligence (BI). Collaborates with field partners to improve tools and identify processes to increase efficiency, remove blockers, reduce redundancies, reduce manual work, or to save time within Sales Programs. Synthesizes feedback and provides recommendations to senior stakeholders. Models best practices and communicates with others across the community.
Nurture Seller Transformation
Acts as subject matter expert on processes to empower success by providing insights related to of process and tools by sellers, managers, and leaders across the area or subsidiary. Proactively lands new seller capabilities to nurture new habits and drive consumption.
Partner Management and Support
Oversees complex partner segmentation, quota, planning, co-selling, and transitions. May collaborate with internal partners including One Commercial Partner to create and roll out new sales operations strategies for partner management. Ensures others are adhering to best practices within the area/subsidiary. Empowers partners for success with training on tools and data processing.
Sales Operations
Oversees the processes for complex local fiscal-year, cross-segment sales operations planning, using qualitative and quantitative methods across Segmentation, Territory Planning, Quota Planning, Account Planning, Quota Distribution, and/or Blueprint. Collaborates with and manages relevant stakeholders (e.g., Corporate, Segment Leaders, Sales Excellence, Finance, Human Resources [HR]) to align, refine, and improve sales operations planning and execution. Tracks, monitors, and communicates risk and growth opportunities throughout the planning process, and provides detailed recommendations for improvement to senior-level stakeholders. Contributes to best practices of sales operations planning and mentors others in their adherence.
Support Sales
Acts as subject matter expert on the Support Sales business. Provides support for monthly forecasting, pipeline management and standard pipeline/reporting views. Executes on Revenue Excellence proactive audits and ensures accurate revenue landing and deal flow per RevRecon guidelines. Coordinates with other members of Business Sales Operations (BSO) to ensure successful landing and execution of Sales Operations Planning Process (e.g., Quota Distribution, Territory Management, Seller Assignments, Employee Data Management) for Support Sales. Serves as the orchestration lead for shared operations teams (e.g., Global Sales Operations [GSO], Service Center, Support Sales Enablement). Advocates for standard Business Intelligence (BI) tools to increase usage/adoption with Support Sales teams to reduce ad-hoc, manual efforts. Provides Lead To Order (L2O) tools support (e.g., Calc, MSX, CompassOne) to Support Sales teams.
Supporting Sales Discipline and Pipeline
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 empower success and help address performance blockers across Customer Adds, Consumption, Pipeline, Scorecard, and Annuity, and communicates to relevant stakeholders. Leverages knowledge about and influences the resources that support tracking and monitoring, as well as performance of pipelines, scorecards, and sales plays. May identify growth opportunities of investments and maximizes impact on customers by ensuring appropriate funds are used, tracking their usage, and following through on spending.
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.
QualificationsRequired/minimum qualifications
- Bachelor's Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems.
- 8+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing.
- Emirati National holding UAE Family Book.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
