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Microsoft Corporation Business Development and Growth Manager in Cambridge, Massachusetts

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.

Do you want to be a key contributor to the US Small, Medium, Corporate (SMC) organization at one of the largest cloud players 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.

Joining Microsoft on the US Small, Medium, Corporate team as a Sales Excellence Manager, you will be responsible for defining key insights and proposals for exponential growth opportunities looking 1-3 year out. This includes working cross organizationally to define plans to capture growth including investment needs over time. You will also be responsible for overseeing growth investments, identifying where we need to make further investments or when we might need to disinvest in partnership with the finance organization. This Sales Excellence Manager is an analytical thought leader with exceptional relationship, communication and strategy skills who has a proven track record of creating insight through analysis in complex and ever-changing business environments and matrixed organizations.

The Sales Excellence Manager is a critical business role that looks left to right across the SMC business, identifying areas of opportunity and ensuring our leaders are prepared to quickly act on insights to accelerate business outcomes and customer/partner/seller satisfaction.

  • Establish deep partnerships with field leaders, product management and national organizations evolving sales and consumption processes and assists in delivering over-achievement of business results.

  • Coach and support various stakeholders in understanding and supporting future growth priorities across our full business portfolio and customer base.

  • Increase the ability for our sellers to touch more and more customers by pushing the boundaries of what it means to build a “scalable” business, with a mind set of capturing share.

  • Leverage business insights and transformational leading indicators (TLIs) to benchmark performance and define current and future actions needed to grow the business faster than the overall market.

  • Partner with extended team (Field/Digital Sales team, Sales & Marketing Operations, WW Digital and Finance etc…) to identify areas of growth and develop a plan to capture this growth through adjustments in current resourcing and incremental investments

  • Provide decision making support for the SMC COO during blueprint process on head-count changes and create business cases on additional head-count requests if applicable.

  • Understand global strategic initiative, identify what is needed to drive success, and plan to achieve world class execution.

  • Passionate about serving customers – both internal and external – by always keep customer outcomes as your North Star.

  • Comfortable with ambiguity, are a self-starter obsessed with solving problems and changing/evolving the business as you run the business.

  • Curiosity is never sated.

Responsibilities

  • Run Regional Sales Operations ROB and Programs.

  • Land and Mainstream Sales Operations Initiatives and Priorities into the Field. (e.g. Role Based Accountabilities)

  • Drive Pipeline Health and Forecast Predictability.

  • Land Segmentation and Sales Model.

  • Launch Territory Planning and Account Planning Rhythm, Quality and Review.

  • Provide Field Expertise on Mid-Term Account Management Scenarios.

  • Generate business insights based on internal BI and competitive, market, and industry reports.

  • Drive Growth Planning initiatives by identifying levers and metrics that will best track and accelerate progress toward goal achievement.

  • Drive and Coach Growth, Upsell, Cross-sell and Deal Coaching.

  • Lead and manage deployment and adoption strategies that ensures better customer experience, long term customer lifecycle and annuity, and incremental revenue opportunities.

  • Serve as Voice of the Field for feeding improvements to operational reporting, and process best practices back to HQ/Corporate.

Qualifications

Required/Minimum Qualifications

  • Bachelor's Degree in Business, Finance, Computer Science, Engineering, or related field AND 6+ years experience in business development, sales, consulting, or marketing

  • OR equivalent experience.

  • 3+ years project leadership/management experience.

Additional or Preferred Qualifications

  • Master's Degree in Business Administration, Finance, Computer Science, Law, or related field AND 8+ years experience in business development, sales, consulting, or marketing

  • OR equivalent experience.

  • 5+ years experience working in a matrixed organization, preferably in the technology industry.

  • 5+ years project leadership/management experience.

  • 8+ years experience in a related business/ functional domain.

  • Experience: 3-5+ years of related experience in one or more of the following: Business Transformation, Strategy, Finance, M&A.

  • Core Competencies: Organizational Awareness, Strong Business Acumen, Strategic Insights, Trusted Advisor

  • Professional Competencies: Adaptability, Customer Focus, Drive for Results, Influencing Impact, Judgement, Collaboration, Executive Maturity/Presence, Analytical Problem Solving, Organized & Disciplined, Embraces Change and Brave/Big thinker

  • Strong Business Analysis Skills (understands financials, sales processes, scorecards and key performance indicators)

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 (https://careers.microsoft.com/us/en/accommodationrequest) .

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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