Sales Excellence Lead

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Do you want to be a key sales leader at one of the largest cloud companies in the world at the most exciting transformative time in the industry? Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be and taking their careers places they simply couldn't anywhere else. This is a world of more possibility, more innovation, more openness, and sky's-the-limit thinking - a cloud-enabled world.

Our mission is to empower every person and every organization on the planet to achieve more. This mission is ambitious and at the core of what our customers and employees care deeply about. We have unique capability in harmonizing the needs of both individuals and organizations. Joining Microsoft in the Enterprise Operating Unit (EOU) in the Western Europe (WE) region as the Sales Excellence Lead STU (Specialist Team Unit) you will be managing the operations of the WE STU organization working together with the WE Solution Sales Senior Director, WE STU GM and the WE Area STU Leadership team. You will be responsible for working with the WE Area STU team in driving business operations, creating and managing short- and long-term business activities, driving organizational initiatives, and business process to meet strategic objectives and priorities. The WE STU Sales Excellence Lead is a senior leader within the WE Area STU team with exceptional strategic organization and operational capabilities, who has a proven track record of driving strong impact across countries in complex and ever-changing business environments.

The Sales Excellence Lead in STU is a critical business role that looks left-right across the WE STU organization and provides support to the WE Solution Sales Senior Director, WE STU GM, the WE Area STU Leadership team and the STU teams in our 12 subsidiaries. This role is critical in managing the WE STU organization driving key initiatives across the STU organization that result in key business impact in our WE Area organization, our 12 WE subsidiaries and ultimately for our customers and partners. This individual must have a blend of sales, strategy, business and financial acumen, planning, business management, communications, and program management skills to successfully support the STU organization.
Responsibilities:

As a Partner to the WE Solution Sales Senior Director running the operations of the Business

• Establish and drive a well-defined, predictable rhythm of the business (RoC) within the WE Area STU team connecting with the 12 subsidiary STU teams.
• Support the WE STU Leadership team in running the STU organization across 12 subsidiaries.
• Business Manager to the WE STU GM - Providing business management support to the GM on a daily basis.
• Develop, manage, and ensure success of WE STU team meetings, WE Area STU meetings, Subsidiary STU off-sites, WE Area STU off-sites, WE LT presentations, meetings with Corp, Leadership presentations, speaking engagements, WE STU GM customer and partner engagements.
• Work closely with the wider WE Area STU team to ensure information is up to date in preparation for key events/meetings etc.

As a Sales Leader Coaching for Growth

• Leverage business insights and transformational leading indicators to benchmark performance and define current and future actions needed to grow the business faster than the overall market.
• Together with the WE STU Leadership team run the rhythm of the business (RoC), that enforces great discipline in sales and consumption processes and delivers over-achievement of business results through core sales and consumption motions.
• Coach pipeline discipline leading to healthy coverage and infuse the proper forecast rigor, accuracy, and accountability.
• Instilling sales process discipline, adherence to standards and excellence in execution while holding sales managers accountable to quality and accuracy.

FY Planning

• Together with the WE BSO organization and the FCA team manage the operations of the FY territory management and quota setting process in WE Area STU team and across STU subsidiary teams.
• Work closely with the WE Sales and Strategy Lead to manage the operations of the development of the blueprint for the WE STU organization for the coming fiscal year.
• Manage the monthly reporting of the headcount versus blueprint view, mapping against performance.
• Together with the WE Solution Sales Senior Director and the WE Area STU LT design key WE STU motions for coming FY, agree on KPIs, targets and measurement with WE BSO. Manage the measurement building and reporting in MSXi with the WE BSO BI team.

As a Business Manager to the WE STU GM

• Provide business management support to the GM on a daily basis.
• Prepare for WE STU GM meetings and engagements through development of key briefing documents and processes to support GM in preparation for meetings.

Drive program management

• Be the key Learning ambassador in the STU organization - driving a culture of learning and development within the WE STU Area organization and STU subsidiary teams.
• Drive and manage the WE STU onboarding program in WE Area STU organization and subsidiary STU teams with the WE Area STU Onboarding Community Manager and the Learning team.
• Drive a culture of compliance in the WE Area STU organization and subsidiary STU teams acting as a key Compliance champion.
• Identify, develop, and run key strategic projects in the WE STU organization to drive impact for subsidiaries and customers.
• Be the key representative for the WE STU organization in the WE Business Manager community.
• Understand the end to end WE STU business to identify key actions, programs, and activities to most effectively manage priorities and interactions.
• Develop robust processes for the WE STU Area team and our 12 subsidiary STU teams, driving content and alignment across the WE STU organization.
• Drive cross team initiatives to manage and drive reductions in operating efficiencies.

Reporting and Financial Management

• Support the WE Area STU team in opex financial management.
• Ensure teams have a deep understanding of quarterly and FY financial targets/accountabilities
• Work closely with WE Area BSO organization and WE Finance to lead WE Area STU team fiscal year opex planning process for the team.
• Train WE STU team in the available reporting within Microsoft, and in working with WE Junior Business Program Managers and BSO BI team on managing all reporting development for the WE Area STU team.

Qualifications:

Experiences Required: Education, Key Experiences, Skills and Knowledge:

• Core Competencies: Organizational Leadership, Program Management, Strong Business and Financial Acumen, Strategic Insights, Trusted Advisor, Strategic Planning, Sales Leadership, Business Management.
• Professional Competencies: Adaptability, Collaboration, Customer Focus, Drive for Results, Influencing Impact, Judgement, Executive Maturity/Presence, Analytical and technical Problem Solving, Organized & Disciplined, Initiates/Embraces Change, Strong communication.
• Experience: 10+ years of related experience in: Senior Operations or Sales Management/Leadership Roles, Business Transformation, Strategic Sales Planning, Strong Business Analysis Skills (understands financials, sales processes, scorecards and key performance indicators).

Education: bachelor's and MBA/Masters degree or equivalent work experience, a plus with focus on business administration, economics, finance, organizational management, business management .

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.