The Business & Sales Operations (BSO) group is the business center of excellence for cross-business execution performance, planning, and subsidiary operations. The team helps scale execution and drives clear business and market insights that result in Microsoft achieving its business objectives.
This role reports to the Business & Sales Operations Lead (BSO) who manages the BSO team and thus is responsible for leading, creating, and orchestrating processes across all business groups within a Subsidiary. The Sales Operations Program Manager assists the BSO to execute the following:
- Develops highly scaled and efficient operational services & support
- Drives standardized sales operations & processes
- Drives adoption of standardized tools and reporting
- Supports yearly planning locally
- Accelerates the landing of Empowering Digital Success (EDS) efforts
The SOPM is expected to raise sales efficiency, sales productivity and process compliance locally by means of consulting with the sales teams and implementing best practice sales operations processes.
The SOPM partners with the BSO lead and aligns with the Segment Sales Excellence Lead, Business Program Manager, Area Capability Lead, Area Transformation Lead, Finance, and Inside Sales. They scale by driving standard platforms & tools, streamlining business and sales processes, and delivering Subsidiary & Segment level analytics. The SOPM delivers reports and provides business insights that enable a “One Microsoft” approach, agility, and results aligned with business priorities
Responsibilities
Key Outcomes
- Contributes to Area performance across Solution Areas for Customer Adds, Consumption and compete.
- Regarded by the stakeholders as en expert, driving execution, growth & deep insights
- Improve sales discipline and coaching culture via operational excellence and within the frame of Empowering Digital Success
The following categories represent the different types of SOPM roles and responsibilities. With each role containing the responsibilities of the general category.
General:
- Leverage and drive standardized reporting to improve local execution (25%)
- Partner with Corporate stakeholders, Segment, Area Transformation Lead, Area Capability Lead, and Sales Excellence teams to drive sales process enablement, insight, and execution locally (65%)
- Team responsibilities, learning, and development (10%)
Role Specific Responsibilities:
Consumption Management
- Deliver accurate and timely area/sub consumption reports and insights
- Monitor Azure Consumption Pipeline management
Annuity Management
- Deliver Enterprise Agreement (EA) & renewals reporting
- In Quarter Renewal Recapture (IQRR) & Reconciliation
- Annuity management
Relationship Management
- Account, Territory, and Partner Planning
- Drive the account transitions/red carpet process
- Segmentation/MAL
- Land and drive segment planning with the Sales Excellence Leads
- Complete, land, and ensure quality quota
- Work with the Area Transformation Lead and support Sales Excellence Leads to accelerate Empowering Digital Success (EDS) landing and support locally
Opportunity Management
- Manage and deliver win/loss reporting
- Pipeline & leads management support
- Set up and run pipeline clinics
- Deliver standard forcasting reports
- Assist with partner co-selling
- Support and provide insight into opportunity management and sales execution
Segmentation Management
- Work with the Sales Excellence Lead to drive Segmentation/MAL
- Work with the Sales Excellence Lead to drive Partner Segmentation/MPL
- Global Relationship Survey (GRS)/Enterprise Customer Survey (ECS) sampling
- Complete, land, and ensure quality quota
EDS – BI & Tools
- Drive adoption and landing of Empowering Digital Success (EDS) tools
- Deliver MSX Insights reporting for sellers, managers, and leader
- Drive adoption and deliver standard Corp & Segment reporting
- Pipeline Insights
- Win / Loss Insights
- Provide leads insights
- Manage the Segments scorecard
- Deliver scenario-based analytics
Qualifications
Experience Required
- 3-5 years related experience
- Experience and deep knowledge within Sales Excellence, Business Planning, Sales Operations, and/or Finance
- Executive exposure and cross-functional stakeholder management
- Focus on providing process optimization by understanding the desired business outcome
- Deliver end-to-end deep data analysis and actionable strategic insights
- History of driving rigor and sales discipline
- Innovate to deliver standards which enable speed, efficiency and scale in the business
- Proven communication and collaboration skills
Experience Preferred
- Familiar with financials, pipeline, scorecarding, and other internal measurement tools
- Functional (Partner, Services, Sales, Marketing) knowledge
- Education
- Bachelor's degree (B.S./B.A.) required and/or experience in relevant fields eg: business, marketing, information technology, operations, finance. Master's degree beneficial.
- Travel and Re-location
- Some travel may be required
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.
Get email alerts for the latest"Sales Operations Program Manager jobs in Issy les moulineaux, hauts-de-seine, france"