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As a Partner to the Services Lead Running the Business • Establish and drive a well-defined, predictable 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 and advise on sales motions/strategies for up-sell and cross-sell opportunities. Drive awareness to MCS and Premier mix needed to achieve targets, meet with customers and partners to generate new business and accelerate the close of existing opportunities As a Sales Leader Coaching for Growth • Increase the ease of doing business with Microsoft by escalating, and solving for, customer/partner issues that impede adoption and growth • Obtain first-hand insights on customer/partner issues and aspirations through targeted customer /partner engagements • 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 As a Transformational Leader • Partner with Area Transformation Leads, Area Capability Leads and Business and Sales Operations Team to remove selling time roadblocks and increase seller capability and effectiveness • Role model the internal transformation from an inspection to coaching culture. Leading sales managers to become more effective coaches to their sellers resulting in increased individual and team capability, employee satisfaction and collaborative selling efforts • Coach sales managers to drive new Digital Transformation projects through business outcome selling As a Driver of Sales Process Discipline • Instilling sales process discipline, adherence to standards and excellence in execution while holding sales managers accountable to quality and accuracy • Drive integrated customer planning to exceed cloud growth targets and hold sales managers accountable for account plan quality and completeness • Coach pipeline discipline leading to healthy coverage and infuse the proper forecast rigor, accuracy and accountability |
Responsibilities
- Core Competencies: Organizational Leadership, Strong Business Acumen, Strategic Insights, Trusted Advisor, Strategic Sales Planning, Sales Team Leadership
- Professional Competencies: Adaptability, Customer Focus, Drive for Results, Influencing Impact, Judgement, Collaboration, Executive Maturity/Presence, Value Selling, Analytical Problem Solving, Organized & Disciplined, Initiates/Embraces Change
- Experience: 10+ years of related experience in: Senior Sales or Channel Management/Leadership Roles, Business Transformation, Coaching Solution Sales, Strategic Sales Planning, Strong Business Analysis Skills (understands financials, sales processes, scorecards and key performance indicators)
Education: bachelor’s degree or equivalent work experience, MBA/Masters a plus with focus on business administration, economics, finance, organizational management, business management
Qualifications
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.
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