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Microsoft Corporation Director - Business Program Management in Cambridge, Massachusetts

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. Our mission is to empower every person and every organization on the planet to achieve more. We have unique capability in harmonizing the needs of both individuals and organizations. We deeply care about taking our ideals and vision global and making a difference in lives and organizations in all corners of the planet.

As Director of Business Strategy in our Support Sales organization, you will develop and manage a global sales execution and enablement strategy and programs. You will lead the Sales communities to enable our field to achieve our collective growth aspirations by building the capabilities and execution excellence in our sales discipline. This role will be responsible for driving and landing of key sales capability development programs, deal acceleration programs, quarterly sales accountability, and integration into the specific priority solution sales motions, as well as on-going business management/support of key Sales processes. It aims at evolving field and Sales Management behaviors to achieve Support Services Revenue goals.

This role is accountable for worldwide business performance related to sales performance, programs and integration of Support sales into Microsoft sales process.

This person will build approaches that harness the feedback, knowledge and power of our field communities to make our Support Offering, programs and people improve to deliver even more value to our customers. She/he will be an advocate for the field and will be counted on to represent the voice of the field and customers across our corporate functions.

Responsibilities

As a key leader for the Support Sales business, you will be accountable for supporting each of the 3 Areas field sales force deliver Support Services revenue targets:

Worldwide Sales Execution and Business Strategy Architecture

  • Support and Enable WW Sales & Enablement Leader in fiscal sales business planning as well multi-year business growth model

  • Design, develop and execute on Sales Maturity Assessment framework

  • Identify gaps in seller capabilities and design a framework to increase seller's skills and drive deeper customer conversations

  • Enable Support Sales teams worldwide, by partnering with regional enablement leaders, in building individual sales capabilities and growing art of sales maturity

  • Define and Develop Sales deal acceleration programs, focus on coaching on opportunities/challenges and assessment of sales execution

  • Leverage resources and programs from other parts of the organization to support and drive pipeline creation, execution, sales velocity, and improvement of close rates

  • Define sales operational process, coach sales teams in establishing/executing a consistent sales business rhythm with tangible outcomes

  • Define Sales OKRs (Objectives and Key Results), activate field sales organization to successfully measure business performance

  • Design and develop a comprehensive sales field activation plan, focus on sales productivity, establishment of swim lines within an extend sales org (GTM, GBB, Programs)

  • Drive improvements to the Support Seller and Sales Manager experience through sales motions, processes, tools, metrics.

Support through One Microsoft

  • Coordinate and orchestrate key development activities helping sellers to be more proficient in selling complex support solutions

  • Drive Support awareness across Areas and functions to enable collaboration for Accelerate Support growth

  • Orchestrate area Activation plan with Support Sales stakeholders (GTM, GBB, Programs teams)

  • Define and land key sales operations KPIs to enable consistent execution

  • Contribute and deliver activities needed to enable the sales teams to drive Solution + Support approach.

Field Feedback, Insights and Support

  • Capture input, feedback, and best practices from sales teams and field stakeholders and develop relevant business cases to Support Product Team

  • Design and Implement a concept of Sales Leadership Council

  • Excel in leading business operations and sales enablement business insights.

Qualifications

The ideal candidate must be dynamic, passionate, self-motivated, confident in working with senior leaders and comfortable in a matrix organization. They need to be able to gain the trust and confidence of the communities they serve, and be a visible leader who can drive results and who truly makes a difference to the communities.

  • Minimum of 12+Years of Direct Sales Experience in Enterprise.

  • Previous Regional or Corporate experiencing is managing multi-country programs

  • Deep understanding of field sales organization and how to develop and create processes for enabling our field sellers and increasing capabilities.

  • Strong change management skills to drive transformation and incubation/growth programs

  • Demonstrable practical experience in value selling. Understanding of the unique requirements Professional Services brings to business management either from a Services Sales background or a Services Delivery background is preferred.

  • Uses business intelligence to drive action and achieve measurable business results that are beneficial to the field and the business related to the core Business Management process.

  • Demonstrated ability to achieve results in an ambiguous and changing environment.Sustained focus on customer and business success when balancing short- and long-term decisions

  • Business focus, seeking to understand future markets and customer needs while actively considering alternative business models to meet these needs

  • The ability to influence strategies that cross organizational boundaries to achieve broad business goals, and drive commitment across non-direct reporting teams

  • Sales expertise, Value selling and challenger sales capabilities

  • Deep knowledge of the Enterprise selling ecosystem and field sales organizations

  • Outstanding executive-level presentation and change management skills

  • Excellence in Business Strategy and Business Architecture

  • Analytical thinking, business intelligence skills, solid familiarity with Power BI tools

  • Strategic thinking and effective communications with all levels of management, with the capability to guide, educate and influence the thinking of senior decision-makers

  • Proven success in collaborating across boundaries, driving toward a common goal, and impacting and influencing others is a must.

  • Bachelor’s degree or equivalent work experience in Business Administration or Business Management or Industry related discipline. MBA a plus.

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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