Regional Sales Excellence Manager

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Microsoft has a dynamic and influential partner ecosystem that plays a critical role in driving growth and delivering successful outcomes for customers. The ecosystem includes a wide range of partners, from global strategic ISVs to industry-specific ISVs; global, regional, and local Systems Integration partners; Advisory firms and Microsoft Channel Partners. These partners bring a wealth of expertise, solutions, and services to the table, powered by the Microsoft Cloud, helping customers to achieve their digital transformation goals.

Microsoft’s partner ecosystem is constantly evolving, with a focus on driving growth and profitability for Microsoft and our partners and successful business outcomes for customers. Microsoft makes significant investments into our partner ecosystem to ensure that we have a world class ecosystem partnering with us to drive mutual customer success. Now, more than ever, our partners are critical to our ability to help our customers transform leveraging the power of AI.

Microsoft Enterprise Partner Sales (EPS) is the commercial organization accountable for driving Microsoft’s growth and success for Enterprise customers through our partner ecosystem. We define and execute our global partner ecosystem strategy, focused on the end-to-end partner lifecycle, such that together we can deliver our customers digital transformation goals.

As a regional Sales Excellence Manager, we are looking for you to bring your work ethic, enthusiasm, optimism, and passion to foster profound growth and change within our partner ecosystem. You will leverage your challenger mindset, technology industry knowledge, market insights, understanding of the competitive landscape, and best in class interpersonal skills to empower those around you to grow our robust ecosystem of world class partners enabling them to bring market-defining solutions to our customers. This opportunity will allow you to accelerate your career growth as you work on business critical business planning & programs, build strong relationships across the leadership team and collaborate with multiple stakeholders to resolve complex issues.

Required/minimum qualifications

8+ years experience with active participation in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience.

5+ years of experience using data to drive business outcomes or inform business decisions.

5+ years of experience managing relationships with stakeholders, clients, and/or customers.

Additional or preferred qualifications

Bachelor's Degree in a related field.

5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.

Business Partnership and Support

• Primary orchestrator of the Enterprise Partner Sales Asia’s Partner Business Plans.
• Activates sponsorship within segment leaders.
• Coaches managers and sellers on partner business planning fundamentals, habits, and plan quality.
• Drives reinforcement and review of quality plans across region.
• Guides sales teams/leadership on sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture) as a subject matter expert.
• Clarifies accountabilities and operationalizes the prioritized sales plays and industry solutions.
• Guides sales teams/leadership to generate new business and accelerates the closing of existing opportunities.
• Drives sales growth through mid to long term account or business planning.
• Analyzes the outlook and generates business insights to benchmark performance and/or define sales/ organizational/partner strategies.
• Contributes to integrating strategy components (e.g., programs, blueprints), cascading, aligning, and executing the defined strategy across region(s).
• Defines and drives a predictable rhythm of the connection (RoC) in collaboration with peers and/or leadership.
• Leads end-to-end RoB activities to enforce great discipline and ensure quality outcome delivery.
• Provides in-depth business insights and recommendations to effect positive changes.
• Leads efforts and coaches less experienced team members to streamline and improve the RoB cadence across region(s).
• Guides and collaborates with peers and leaders alike to develop segment strategy, territory planning, and quota setting.
• Aligns with Business and Sales Operations (BSO) on quota distribution strategy and timeline for the Area.
• Leverages segment expertise to review on judgment/adjustments prior to quota decisions. Participates in sales leader and manager briefings to share quotas and rationale where needed.

Driving Sales Process Discipline

• Drives sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales managers.
• Holds sales managers accountable for account plan quality and completeness.
• Helps ensure consistency and excellence in the sales process across the region.
• Shares best practices and provides thought leadership across teams.
• Leads analytics on key revenue drivers and generates data-based insights.
• Leverages and develops reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.
• Acts as a subject matter expert to convey the value of tools and drive the effective and rigorous usage of common and/or new processes and tools developed for the wider business to improve internal and external communications and engagements.

Sales Coaching for Growth and Transformation

• Drives optimization and improvement in sales team processes and capabilities across the region(s).
• Assesses and anticipates customer/partner needs and applies or develops methodologies and resources to transform seller capabilities, sales processes, and/or partner engagement processes.
• Models transformation to a coaching culture.
• Coaches and builds relationships with sales managers on executing key priorities.
• Influences sales managers to become more effective coaches to their teams.
• Guides sales managers to achieve increased individual and team capability, employee satisfaction, and collaborative selling efforts.
• Partners with Area Transformation Leads, Area Capability Leads, and Business and Sales Operations (BSO) to remove sales roadblocks, drive utilizations of investment, increase customer/partner-facing time, and enhance seller/partner capability and effectiveness.
• Shares insights and influences sales managers' strategies to anticipate and mitigate risks.