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Why does the
Excellence Program Manager role exist?
The Sales Excellence Program Manager role adds value to
Microsoft by designing, driving and measuring the success of
specific Sales Excellence programs of significant strategy and
operational impact, designed to change sales and operational
behaviour, drive cross-group collaboration, and land priorities
with partners and customers.
How does the Sales
Excellence Program Manager role add value?
The Sales Excellence Program Manager role
adds value by driving specific programmatic initiatives most
relevant to the business, as determined by the Sales Excellence
Manager and with guidance from the Sales Excellence Operations
Manager.
Examples of programmatic initiatives may
include, but are not limited to:
- Driving successful segmentation from design to execution
to measurement of success. - Driving Segment-Services integration, including engaging
partners and customers as needed to identify root causes and land
improvements. - Drive Customers and Partners experience (CPE) changes
based on design of a programmatic approach to resolving CPE issues
identified via customer surveys. - Land World Class Selling (WCS) capabilities and
behaviours, i.e., a special focus on WCS skills as it relates to
execution on process and tools. - Drive optimization in tools utilization, including
leading an effort around a new tools launch, testing and adoption –
e.g., Forecasting, Account Planning outsourcing. - Programmatically identify root causes for
underperformance, leveraging a six sigma analytical approach where
applicable.
The key initiatives and challenges facing the Sales
Excellence Program Manager role are:
- Land segmentation and drive productivity gains from
segmentation - Drive cross-group collaboration and
integration - Drive World Class Selling skills that enable solution
selling and platform optimization selling - Drive revenue allocations project execution
- Help optimize outsourcing around process and
tools - Drive role elevation and skills building
Candidate’s profile:
- 5–8 years of related experience as Strategy Manager,
Senior Program Manager, Senior Business Analyst, Product
Manager. - Higher education and MBA.
- Sales experience or a keen understanding of sales
processes. Sales leadership experience is a significant
plus. - Strong ability to collaborate internally with people
across sales and corporate responsibilities. - Strong project management and implementation experience
that involves non-reporting stakeholders. - Ability to connect programmatic planning and resource
management with the strategic “big picture”. - Education, knowledge and experience in broad-based
business management. - An ability to leverage systems and processes for
implementing effective change programs. - Organizational agility and attributes of
leadership. - Drive for results no matter what barriers
exist.
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