Senior Sales Excellence Leader

The ASEAN Sales Excellence team plays an essential role in translating Microsoft’s Commercial Strategy to a local execution plan and driving operational excellence to achieve the greatest results possible. Our team drives cross-Subsidiary insight and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale.
We are seeking a top performing Sales Excellence Leader (SEL) to drive our entire sales force and support team’s enablement strategy in the countries.
You will work with Segment & Sales leaders to instill sales process discipline on pipeline health management, guide Sales Leaders on Microsoft sales methodologies, and collaborate across roles and segments to drive business outcomes.
This role is open in multilocation and the candidate can be located in any of the ASEAN Countries

Responsibilities

Business Partnership and Support

• Drive a predictable rhythm of the connection (RoC). Leads end-to-end RoC activities to enforce great discipline and ensure quality outcome delivery. Provides in-depth business insights and recommendations to effect positive changes. Leads efforts to streamline and improve the RoC cadence within the supported segment/country
• 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 accelerate the closing of existing opportunities.
• Drives sales growth through mid to long term account or business planning. Oversees the analysis of the outlook, guiding team to generate 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 the supported segment(s)/region(s).

Driving Sales Process Discipline

• Drives sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales managers. Drives consistency and excellence in the sales process across the segment(s)/region(s). Shares best practices, fosters collaboration, and provides thought leadership across teams.
• Drives 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. Shares subject matter expertise on the tools with team, sales leaders, and/or partners. Manages consolidated input from the supported areas.

Sales Coaching for Growth and Transformation

• Modelsl optimization and improvement in sales team processes and capabilities across the supported/country(ies) by assessing and anticipating customer/partner needs, coaching and developing methodologies, and providing 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. Identifies where coaching may be needed based on data-driven insights. 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.

Qualifications

Required/minimum qualifications

• 5+ years of experience managing relationships with stakeholders, clients, and/or customers.
• 5+ years of experience using data to drive business outcomes or inform business decisions.
• 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.

Additional or preferred qualifications

• 5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.
• Bachelor's Degree in a related field.

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.