Consumption Sales Excellence Manager

Microsoft

Location: Atlanta, Georgia, Chicago, Illinois, Cincinnati, Ohio, Cleveland, Ohio, Dallas, Texas, Los Angeles, California, Miami, Florida, New York, New York, Phoenix, Arizona, Redmond, Washington, San Francisco, California, Tampa, Florida

Job Type: Full time

Posted


The Consumption Sales Excellence Leader defines and drives a consumption culture across the Operating Unit (OU). The role is responsible for operational excellence of consumption activities across the entire OU. The role is highly collaborative, working as an extension of the Customer Success General Manager (CSU GM) and with cross-OU leaders to direct, influence and measure consumption outcomes. The role also provides business intelligence to leaders to support data-driven decisions and coaches team members on both strategic programs and tactical action that can accelerate consumption activities.

Key Success Outcomes: when this role is performed successfully, the following outcomes are achieved:

  • Our customers achieve target business outcomes associated with stated success plans.
  • OUs achieve consumption business goals and attain scorecard metric targets.
  • Cross-OU teams are equipped and enabled to apply best-practices and remove key blockers to accelerate consumption.
  • OU leadership understand consumption performance trends and key influencers.

Responsibilities

Responsibilities

Business Partnership and Support

  • The role is responsible for operational excellence of consumption activities across the entire OU. The role is highly collaborative, working as an extension of the Customer Success General Manager (CSU GM)and with cross-OU leaders to direct, influence and measure consumption outcomes.
  • Analyzes the outlook and leverages business insights to benchmark performance and make suggestions on current and future actions based on key drivers, opportunities, and/or risks.
  • The role also provides business intelligence to leaders to support data-driven decisions and coaches team members on both strategic programs and tactical action that can accelerate consumption activities.
  • Advises segment leads or partners, or collaborates with peers to develop segment strategy for segmentation, territory planning, and quota setting. Shares feedback on proposed segmentation changes based on local business knowledge. Aligns with Business and Sales Operations (BSO) on quota distribution strategy and timeline for the Area.Leverages segment knowledge to provide input on judgment/adjustments prior to quota decisions. Participates in sales leader and manager briefings to share quotas and rationale where needed.
  • Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality. Contributes to reinforcement and review of quality plans within the segment/region.
  • Maintains and/or defines a predictable rhythm of the connection (RoC) in collaboration with peers and/or leadership. Contributes to RoC activities to enforce great discipline and ensure quality outcome delivery. Provides business insights and recommendations to effect positive changes. Identifies opportunities to streamline and improve the RoC cadence within the supported segment/region.
  • Advises and contributes to sales teams on sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture). Contributes to operationalizing prioritized sales plays and industry solutions. Identifies opportunities to generate new business and accelerate the closing of existing opportunities.

Sales Coaching for Growth and Transformation

  • Coaches and builds relationships with sales team on executing key priorities around consumption. Engages sales team to become more effective coaches to their sellers. Helps sales team achieve increased individual and team capability, employee satisfaction, and collaborative selling efforts. May contribute to coaching on large deal pursuit.
  • Improves awareness and clarity of Corporate or TimeZone programs among sales teams and managers. Intakes and contributes to adopting plans to create new habits among sales teams or partners.
  • Contributes to optimizing sales team processes and capabilities within the supported segment. Assesses customer/partner needs and applies methodologies and resources to transform seller capabilities, sales processes, and/or partner engagement processes.
  • Partners with Area Transformation Leads, Area Capability Leads, and Business and Sales Operations (BSO) to remove sales roadblocks, drive utilizations of investment, increase customer/partner-facing time, and enhance seller/partner capability and effectiveness. Provides input to sales teams to anticipate and mitigate risks. Captures and integrates feedback on sales challenges or blockers. Communicates feedback to relevant teams through the appropriate channel.

Driving Sales Process Discipline

  • Contributes to analytics on key revenue drivers (e.g. by channel, by product, by geo). Integrates findings from data analysis. Leverages reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.
  • Instills sales process discipline, adherence to standards and excellence in execution, or pipeline health. Holds sales managers accountable for account plan quality and completeness. Helps ensure consistency and excellence in the sales process within the segment/region. Shares best practices within their team.
  • Acts as a subject matter expert to advocate and support effective and rigorous usage of common and/or new processes and tools developed for the wider business to improve internal and external communications and engagements. Consolidates input from the supported area into the feedback loop. Communicates feedback to engineer/partner teams on tools.

Supporting Executive Capacity

  • Supports segment leader capacity as a senior leader in consumption. Advises on and contributes to various aspects of business management (e.g., employee engagement, resource allocation, change management, building high-performing teams) in collaboration with leadership and cross-functional teams. Represents the segment as an internal advocate and an extension of the segment leadership.

Other

Qualifications

Qualifications

Required/Minimum Qualifications

  • 4+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field
    • OR equivalent experience.
  • 3+ years of experience using data to drive business outcomes or inform business decisions.
  • 3+ years of experience managing relationships with stakeholders, clients, and/or customers.
  • Deep understanding of cloud consumption dynamics and consumption reporting

Additional or Preferred Qualifications

    • Bachelor's Degree in a related field.
    • 3+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.

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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