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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.

As a company our mission is to empower every person and every organization on the planet to achieve more. As an employer, we empower our own people to achieve more and make a difference in the world. Join us and be one who empowers billions!

  • Reach – Microsoft’s resources and scale empowers employees to utilize their skills for lasting impact.

  • Freedom – Microsoft values each individual’s talent and skillset and provides the freedom to explore and enhance them.

  • Inspiration – Inspiration can be found through our products and how they can improve our customers’ lives.

The Business & Sales Operations (BSO) group is the business center of excellence for cross-business execution performance, planning, and subsidiary operations. The team helps scale execution and drives clear business and market insights that result in Microsoft achieving its business objectives.

This role reports to the Business & Sales Operations Lead (BSO) who manages the BSO team and thus is responsible for leading, creating, and orchestrating processes across all business groups within a Subsidiary. The SOPM Manager:

  • Drives the process for sales operations planning for the fiscal year across all segments to maximize Area performance.

  • Drives sales discipline and enable 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.

  • Acts as face of SOPM community to collaborate with various functional and segment sales teams across Area/Sub and Corporate to foster alignment and clarify priorities and expectations

  • Builds, hires, coaches, motivates and retains a team of diverse, high-performing operational talents

The SOPM Manager 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.

The SOPM Manager partners with the BSO lead and aligns with the Segment Sales Excellence Leads, 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 and Segment level analytics. The SOPM team delivers reports and provides business insights that enable a “One Microsoft” approach, agility, and results aligned with business priorities.

Responsibilities

Key Outcomes

  • Build and manage a world-class operational capability in Sales Operations.

  • Contribute to Area performance across Solution Areas for Customer Adds, Consumption and Compete.

  • Regarded by the Area Leadership Team as a transformational leader driving execution, growth and deep insights.

  • Improve sales discipline and coaching culture via operational excellence and within the frame of Empowering Success.

Sales Planning

  • Drive process for fiscal-year, sales operations planning

  • Collaborate with Corporate, Sales Ops and Incentives (SO&I), Segment Leaders, Sales Excellence, ATL, ACL, Finance and HR teams to align and refine planning and execution steps

Sales Discipline

  • Drive high-quality, cross-segment sales programs and execution support (tools, processes, information)

  • Regularly review and monitor performance against plan to refine course of action

  • Provide data-driven insights about sales execution, based on standard reporting, to help address performance blockers

Productivity Improvement

  • Lead standardization of processes and tools across Area to enhance sales productivity

  • Drive continuous improvements in reporting and BI

  • Provide ongoing coaching and guidance for Empower Success program (train the trainer role)

Role Time Allocation

  • Partner with Corporate stakeholders, Segment Leads, Area Transformation Lead, Area Capability Lead, Sales Excellence teams and Finance to drive sales process enablement, insight and execution locally (45%)

  • Leverage and drive standardized reporting to improve local execution (25%)

  • Work with Area Transformation Lead and support Sales Excellence Leads to accelerate Empower Success (ES) landing and support locally (20%)

  • Lead people and SOPM team: drive people management and internal readiness (10%)

SOPM Team Responsibilities

Process Excellence

  • Territory planning process: upload territory assignments into tool, assign sellers, manage exceptions/escalations

  • Complete, land and ensure quality quota

  • Drive segmentation across segments, facilitate alignment

  • Segment planning, in partnership with Sales Excellence Leads

  • Account transitions and Red Carpet

Sales Discipline & Pipeline

  • Pipeline & leads management support

  • Support and provide insight into opportunity management and sales execution

  • Deliver Enterprise Agreement (EA) & renewals reporting

  • In Quarter Renewal Recapture (IQRR) & Reconciliation

  • Annuity management

  • Account/Portfolio planning

GPS Management

  • Partner segmentation and Managed Partner List

  • GPS Quota

  • Partner planning

  • Partner co-selling

  • Partner transitions and Red Carpet

Consumption Management

  • Set cadence and reporting rhythm for churn prevention and win back planning

  • Monitor and report out consumption and customer adds to influence seller outcomes (Azure and Modern Work)

Insights & New Capabilities

  • Land new seller capabilities (e.g., MSX Insights, MSX Content) to support new habits that drive consumption and customer adds

  • Drive adoption and landing of Empower Success program

  • Drive adoption and deliver standard Corp & Segment reporting

  • Readiness and onboarding

Support Services

  • Planning operations for PCB/Unified (territory management, quota distribution, revenue excellence, segmentation, quota relief)

  • Advocate the use and adoption of standard tools (Compass One, MSX) and processes (Lead to order, Premiere contract set up)

  • Share data-driven insights to support account planning and pipeline management.

  • Orchestration contact for shared services (ROC, Services center)

Qualifications

Experience Required

  • 7-10 years related experience

  • Experience and deep knowledge within Sales Excellence, Business Planning, Sales Operations and/or Finance

  • History of driving rigor and sales discipline

  • People management skills

  • Focus on providing process optimization by understanding the desired business outcome

  • Innovate to deliver standards which enable speed, efficiency and scale in the business

  • Executive exposure and cross-functional stakeholder management

  • Advanced oral and written communication skills, planning and organizational abilities

  • Advanced conflict resolution and negotiation skills

  • Deliver end-to-end deep data analysis and actionable strategic insights

  • Familiar with financials, pipeline, scorecard and other internal measurement tools

Experience Preferred

  • Functional (Partner, Services, Sales, Marketing) experience and understanding of the IT market

  • Change management experience

  • Governance and program management experience

  • Process improvement and quality management experience (Six Sigma, etc.)

Education

  • Bachelor’s degree (B.S./B.A.) required and/or experience in relevant fields; e.g., business, marketing, information technology, operations, finance.

  • Master’s degree beneficial.

Travel and Re-location

  • Some travel may be required

  • Re-location will be accommodated for qualified candidates

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.