Sales Excellence - Cloud and AI

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The Sales Enablement & Operations (SE&O) team plays an essential role in translating Microsoft’s Commercial Strategy to a local execution plan and driving operational excellence to achieve the greatest results possible. Our team drives cross-Region, 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.

EMEA Sales Excellence Team is lined up under EMEA SE&O organization where we are at the heart of the region and serving as trusted advisors by driving cross-Region 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. Team consists of CSA Aligned and Segment Aligned Sales Excellence Leaders who collaborate very closely with regional BSO (Business & Sales Operations) and Finance Teams on a daily basis to create impact. CSA and Segment aligned SELs also operate as the community leads in EMEA where each Area have similar organizational set up.

We are looking for an outcome-driven Sales Excellence (SE) to be part of this team to support the OUs current and forward-looking business goals. You will drive a predictable Rhythm of Business (ROB) with cross-functional teams to ensure quality five-quarter (5Q) rolling business outcomes. You will work with Sales leaders to instill sales process discipline on pipeline health management, coach Sales Leaders on Microsoft sales methodologies, and collaborate across roles and segments as a coach and trusted advisor.

Required Qualifications (RQs)

• Several years of experience with active participation in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field
  • OR equivalent experience

• Several years of experience using data to drive business outcomes or inform business decisions

• Several years of experience managing relationships with stakeholders, clients, and/or customers
• Must have relevant Azure experience

Preferred Qualifications (PQs)

• Bachelor's Degree in a related field

• Several years of managing projects, including planning, managing timelines, and tracking progress, and/or change management experience

• Business Partnership and Support – You will guide sales teams/leadership on sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture) as a subject matter expert. You will guide sales teams/leadership to generate new business and accelerates the closing of existing opportunities

• Pipeline Health and Management – You will empower leaders to prioritize strategic pipeline management that strengthens revenue reliability, fuels sustainable growth, and enhances forecasting accuracy and engage field teams with intention and precision to maintain high standards of pipeline hygiene and discipline Sales Execution – You will orchestrate a coordinated MCEM rhythm of business that aligns segments, solution areas, and roles with key partners for seamless execution and accountability, and equip sales managers to operationalize core sales principles and strategy guiding quarterly activations around pipeline, top of funnel, and usage, while harnessing using IAP, MSXI 2.0, MCEM

• Sales Execution Transformation – You will support the landing of emerging updates sales strategies, processes, and objectives to drive sustainable growth and improved sales performance and drive efficiencies.

• Agile Planning – You will support execution of always on planning activities in partnership with segment, accounts and operational leadership, driving account planning, with enhanced SEL guidance and enabled motions

• Sales Coaching for Growth and Transformation – You will drive optimization and improvement in sales team processes and capabilities across the region(s). Assesses and anticipates customer 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. You will Partner with GTMs 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.

• Community Management : You will be owning the community management and land all the key messages, deliverables to your peer groups in the Areas.