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Microsoft Corporation Industry Sales Operations Program Manager in Overland Park, Kansas

The Business & Sales Operations (BSO) group is the business center of excellence for marketing and sales execution performance, planning, and subsidiary operations. The team helps scale execution, drives clear business & market insights that result in Microsoft achieving its business objectives. BSO is part of the US Marketing & Operations group.

US Marketing & Operations (USM&O) is the ‘Marketing and COO’ function for Microsoft North America (MSNA), also known as the NA Subsidiary. USM&O executes company strategy and priorities that enable us to achieve our business goals with a focus on B2B customer engagement by developing and executing go-to-market programs (GTMs), Marketing Campaigns, and a Field Operating Model. Driving a common operating model across the NA subsidiary ensures consistent, measurable execution and landing of priorities. Driving alignment with our internal corporate business partners in organizations including Product Marketing, Marketing & Consumer Business (MCB), Worldwide Commercial Business (WCB), Engineering, and Field Leadership is also critical to our collective success, as is continuing to listen, learn and respond via rapid feedback loops.

The Industry Sales Operations Program Manager reports to the Director of Enterprise Commercial Sales Operations and leads a team of Industry Sales Operations Program Managers (8 direct reports) responsible for excellence in Sales Operations through orchestrating and improving key processes across their segment within the US Subsidiary. This role is a key business partner for the Enterprise Commercial Industry Operating Units (4) and effectively scales by utilizing standard platforms and processes. The successful candidate will be a strong people leader who is solution oriented, enjoys problem solving and develops strong partnerships across Sales Managers, Sales Excellence, US BSO Program Leads, Finance, and Incentive Compensation teams to support execution.

Responsibilities

People Management

  • Managers deliver success through empowerment and accountability by modeling, coaching, and caring.

  • Model - Live our culture; Embody our values; Practice our leadership principles.

  • Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.

  • Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

Supporting Sales Discipline and Pipeline

  • Partners with sales teams, owners, and other operational groups to drive success. Manages the aligned segment sales operations programs and ensures compliance of execution support using tools, processes, and information related to Allocation/Disputes, Consumption, and Customer Adds across the area/subsidiary. Manages performance against sales plans and refines courses of action to influence sales teams.

  • Manages the use of local knowledge of sales teams to augment insights and drive returns of capital across the area/subsidiary. Reviews improvement recommendations from sales execution to empower success and provides insights related to sales operations improvements, internal time savings, and performance blockers across the business to senior stakeholders. Leverages knowledge about and directly influences the resources that support tracking and monitoring, as well as performance of pipelines, scorecards, and sales plays. Leads annuity management and revenue excellence processes. May identify growth opportunities of investments and maximizes impact on customers.

Sales Operations

  • Leads execution excellence for sales operations fundamentals and innovation in the sales operations function across segments. Leverages qualitative and quantitative methods across Segmentation, Territory Management, Employee Assignment, Revenue Excellence, Quota Management, Awards Management, Sales Incentives, and/or Blueprint to drive sales operations fundamentals across segments. Collaborates with and manages relevant stakeholders and team members (e.g., Corporate, Segment Leaders, Sales Excellence, Finance, Human Resources [HR]) to align, refine, and improve sales operations planning and execution. Communicates risk and growth opportunities throughout the planning process, and provides detailed recommendations for improvement to senior-level stakeholders across the area/subsidiary. Contributes to best practices of sales operations planning and guides others in their adherence.

Nurture Seller Transformation

  • Acts as subject matter expert and leads landing and field adoption of processes to the team to empower success. Enables the adoption and integration of process and tools by sellers, managers, and leaders across the area or subsidiary through key insights. Proactively ensures team members land new seller capabilities (learn/understand new processes and tool capabilities) to nurture new habits and drive consumption.

Specialty Responsibilities

  • Manages complex partner segmentation, quota, planning, co-selling, and transitions across teams. May lead partnership and identify key individuals from partners such as One Commercial Partner to create and roll out new sales operations strategies for partner management. Ensures team members understand and adhere to best practices. Empowers partners for success with training on tools and data processing.*

  • Manages the cadence and rhythms for churn prevention and win back plans. Drives plans and ensures team compliance for report tracking consumption and customer adds to influence seller outcomes across the organization through Azure, Modern Work, and Business Applications, and communicates to corporate stakeholders and other teams. Oversees standardization of consumption management execution, identifies reporting gaps, and creates reports that fill those gaps.*

  • Leads the standardization of processes and tools across the subsidiary or area to enhance sales productivity. Encourages others and drives continuous improvement programs within reporting, Business Intelligence (BI) and sales operations fundamentals by providing feedback to corporate teams and developing local capabilities. Leads collaboration with field partners to improve tools and identify processes to increase efficiency, remove blockers, reduce redundancies, reduce manual work, or to save time within Sales Programs. Synthesizes feedback and provides recommendations to senior stakeholders. Acts as center of excellence by owning best practices and cascading these to the team.*

  • Acts as subject matter expert on the Support Sales business. Provides support for monthly forecasting, pipeline management and standard pipeline/reporting views. Oversees Revenue Excellence proactive audits and ensures accurate revenue landing and deal flow per RevRecon guidelines. Partners with other members of Business Sales Operations (BSO) to oversee the successful landing and execution of Sales Operations Planning Process (e.g., Quota Distribution, Territory Management, Seller Assignments, Employee Data Management) for Support Sales. Serves as the orchestration lead for shared operations teams (e.g., Global Sales Operations [GSO], Service Center, Support Sales Enablement). Advocates for standard Business Intelligence (BI) tools to increase usage/adoption with Support Sales teams to reduce ad-hoc, manual efforts. Oversees a team providing Lead To Order (L2O) tools support (e.g., Calc, MSX, CompassOne) to Support Sales teams.

Other

  • Embody our culture and values

Qualifications

Required/Minimum Qualifications

  • Bachelor's Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences, or related field AND 10+ years experience in or leading sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field

  • OR equivalent experience.

Additional or Preferred Qualifications

  • Bachelor's Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences, or related field AND 10+ years experience in or leading sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field

  • OR Master's Degree in Business Administration, Organizational Design, Finance, Information Systems or related field AND 10+ years experience in or leading sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field.

  • 3+ years people management experience.

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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