Job Title: Sales Excellence Manager – MC

MC Sales Excellence Manager

Organization: SMS&P CEE HQ Reporting manager: Erika Racz, CEE SMS&P Sales Excellence Lead Important: Contingent staff position Location: CEE or EMEA locations Job Purpose: The Sales Excellence Manager role adds value to Microsoft by ensuring predictable sales processes that enable execution excellence while fulfilling global business strategy goals. This role is a newly established role to strengthen the CEE Sales Excellence team to enable dedicated focus and support to Multi-Country. He/she will be a strategic resource for Multi-Country HQ and local teams to implement and execute against Sales Priorities, drive execution excellence to enable sellers’ capacity to spend more time on the field. He/she should work with close co-operation with the CA and SMB sales excellence managers to help to drive implementation and execution of the key sales strategies, implement processes and drive consistency in execution excellence. Key Responsibilities: 1. Help to land and execute the key sales excellence processes both for CA and SMB: o CA: Territory planning, T-36 planning & execution, Pipeline management, Deal Based Forecast, Compete o SMB: weekly fcst management, executing Open Renewals process, weekly disti performance reviews and fcst, promo intelligence o Partner selection and segmentation, partner target setting, support the monthly review process, partner pipeline review and clean-up o Support to land multiple planning processes: - Financial planning (Budget, MYR, Resource planning) - Partner Business planning and target setting - Scorecard Target setting - Quota setting - Customer and Partner selection and segmentation 2. Create and manage an effective rhythm of the business for MC aligned with the Area SMSP team: • Establish and manage effective ROB calendar, drive agenda and preparation for the monthly ROB calls • Establish and help to drive weekly pipeline and TOP deal review process • Support the MC SMSP lead to drive MC specific meetings and alignments • Drive monthly Scorecard review process, ensure CoE pland developed, check upon execution and monitor progress • Ensure weekly/monthly processes are executed on time across all countries 3. Provide business insight and analytics for MC SMSP performance: • Review analytical results, develop conclusions and review with senior leaders. • Regularly monitoring the business performance througk KPIs, identify areas of improvement needed for: Scorecard, Revenue, pipeline and partner performance • Support the regular reporting needs of the business by using worldwide tools and Std dashboards to track progress against KPIs 4. Provide sales, change and people leadership: • Support adoption of the WW tools, ensure area risk assessment and adoption plan in collaboration with Area SE lead • Foster change management by supporting to adopt the new sales processes • Coaching for Sales Excellence in areas such as: territory planning, pipeline management and discipline, forecasting etc. Key Business partners: • Area SE lead and team members • Multi Country SMSP lead • MC functional leaders ( CA, SMB and PSL lead) • Subsidiary teams Knowledge, Skills: • Excellent verbal and written communication skills with equally good listening • Team leadership and excellence in execution • Ability to work in a diverse and multinational environment • Proven skills in problem resolution, dealing with ambiguity, demonstrated ability to work independently and driving projects • Highly motivated person with mature and positive attitude, a passion for leading efforts for sales teams (both sales managers and sales professionals) and working with internal partners (BGs, Partner units) on driving SMB sales strategies. • Proven business analytics skills, ability to deal with high volume of data and information and able to pull into conclusions, next steps. Qualification and Experience: • Bachelor’s degree required • 3 – 5 years of related experience, preferably from business divisions such as SMSP, EPG, Services or from Partner unit. • Preference will be given to candidates who can demonstrate knowledge of the business drivers within the lines of business of SMSP and Partner business. • Experience with sales management, business management or project management being highly desirable. “111CEEHQ” “CEE HQ" To get more information about us please visit: https://www.facebook.com/MicrosoftCareersCEE	Job ID 847514 Location Czech Republic, Prague Job Category Sales Product (Not Product Specific) Division Sales