Sales Operations Program Manager


Location: Bellevue, Washington, Bethesda, Maryland, Redmond, Washington, Reston, Virginia, Seattle, Washington

Job Type: Full time


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Women are 16% less likely than men to apply to a job once they’ve viewed it, but are 16% more likely to get hired after applying to a job.*
*LinkedIn Talent Solutions Gender Insights Report 2019

US Marketing & Operations (USM&O) is the ‘Marketing and COO’ function for Microsoft United States (MSUS), also known as the US subsidiary. USM&O executes company strategy and priorities that enable us to achieve our business goals with a focus on B2B customer engagement by developing and executing on go-to-market programs (GTMs), Marketing Campaigns, and a Field Operating Model. Driving a common operating model across the US subsidiary ensures consistent, measurable execution and landing of priorities. Driving alignment with our internal corporate partners in organizations including Product Marketing, Microsoft Customer and Partner Solutions (MCAPS), Engineering, and Field Leadership is also critical to our collective success, as is continuing to listen, learn and respond via rapid feedback loops.

The Territory Management Sales Operations Program Manager (SOPM) is an individual contributor in the Business Sales & Operations (BSO) group as part of the Programs team. This role is responsible for ensuring the right accounts are in the right territories with the right employees and key customer attributes/tags associated. This includes end to end understanding of Microsoft segments our customers, aligns territories, assigns employees and manages key customer attributes for various Microsoft products and services, financial target setting, and management across multiple solution areas and businesses. Key areas of focus include:

  • Lead account tagging strategy, management and governance for MSUS subsidiary cross solution and process impacting business management, scorecard performance and/or incentive compensation
  • Drive proactively Employee Assignment audits and updates in conjunction with US BSO Territory Management team to ensure the employees are aligned to the right territories, accounts and/or partners
  • Ensure governance and risk mitigation in support of US and WW policies including managing audits, exceptions and escalations
  • Modernize processes, tools, and platforms to simplify automate process, reduce costs, save time, achieve high quality and deliver insights for leaders and managers at scale.


Territory Management – Planning and In-year management (65%)

  • Design & execute planning process for account tagging with key stakeholders including BSO, field leadership, MCAPS Core
  • Manage in-year governance process and enable field manager self-service of account tagging corrections
  • Lead proactive Employee Assignment audits and updates in conjunction with US BSO Territory Management team to ensure the employees are aligned to the right territories, accounts and/or partners
  • Manage and triage escalations from field and business stakeholders including articulate exception scenarios to WW teams to support local area needs by working closely with WWIC, MCAPS, M&O, Field, HR, Digital Engineering, WW Segment Teams
  • Drive adherence to deadlines and milestones to ensure territories are defined and all in-scope employees are assigned to support quota, compensation and business management (including reporting)
  • Communicate and land effective processes and insights with leaders, managers, employees and operations teams as needed
  • Act as strategic advisor for field increasing field transparency and trust in planning & in-year processes
  • Reduce field and SOPM manual engagement on territory management by focusing on process improvement, automation, and simplification

Partner across MSUS teams and processes (25%)

  • Segmentation & Parenting
  • Quota
  • BluePrint
  • BI/Enablement
  • Scorecard
  • Employee Incentives and Recognition
  • OU focused SOPMs and leaders
  • National Teams (M&O, Finance, HR)

Personal Development (10%)

  • Ability to develop and grow in role and at Microsoft


Required/Minimum Qualifications

  • 5+ years experience in sales operations, project management, analytics, compensation, sales enablement, territory management, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field
  • Experience project manager with an ability to effectively prioritize and meet deadlines
  • Capability to manage, audit and connect disparate data sets
  • Advanced conceptual, analytical, and problem-solving abilities
  • 2+ years experience working with data and providing insights using Power BI and Excel
  • Ability to deal with ambiguity and changing business environments
  • Intellectually curious and solution-oriented thinking
  • Desire to simplify and streamline processes to save time and money
  • Solid emotional intelligence behaviors with a growth mindset

Additional or Preferred Qualifications

  • Understanding of Microsoft’s sales processes and strategies, tools, programs
  • Experience with sales enablement and territory management principles and processes

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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

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

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