Sales Strategy and Operations Director

Redmond, WA, United States

The Microsoft Strategic Missions and Technologies (SMT) division focuses on next-generation technology solutions, including specialized teams empowering telecommunications providers; engineering teams who are helping to carry out challenging missions and connecting the cloud to satellites in space; worldwide research teams leading the way to scalable, accessible quantum computing; and the key technology partner to the U.S. Federal government for achieving their diverse organizations’ missions through digital transformation.

The SMT Growth Innovation and Strategy (GIS) team led by SMT Chief Operating Officer is responsible for delivering inspirational experiences, visionary thought leadership, high value scenarios, sales/marketing programs and operations that will lead to new business categories and revenue streams for Microsoft.

We: The Growth Operations team within SMT Growth Innovation and Strategy is chartered with providing best in class customer experiences, growth strategies, and revenue acceleration through cutting edge sales and marketing operations, demand generation, data insights, and scalable tools. The Sales Strategy and Operations Director, part of Sales operations team, has a charter to empower our sellers to overall success of SMT by driving sales discipline and improving productivity to reach maximum business impact.

The Sales Strategy and Operations Director is expected to raise sales efficiency, sales productivity, and process compliance by means of consulting with the sales excellence teams across SMT business units and implementing best practice sales operations processes. They partner with growth strategy leadership, field sales excellence, sales leaders, and business stakeholders to: Drive the SMT sales planning process for the fiscal year to maximize performance.

Provide detailed revenue attainment inspection and pipeline analysis to identify attainment risks and growth whitespace areas.

Coach business unit (BU) sales leaders and excellence teams with growth opportunities and help them forecast revenue and consumption.

Lead, coach and prepare the rhythm of business (ROB) plan and execution for Federal, Azure for Telecom Operators, Quantum, and space businesses with SMT executives and leadership teams to review strategy, compete and revenue insights on a weekly and monthly basis.

Work with GIS sales analytics team to build sales KPIs (Key Performance Indicators) and account driven scorecards, and high-quality, backend support (tools, processes, information).

Lead standardization of processes and tools and drive continuous improvement to optimize productivity. Drive business discipline and enable new habits to help business teams achieve targets.

By applying to this U.S. based position, while remote work is possible, relocation does not apply/is not provided for the role. Responsibilities Outcomes Revenue and consumption attainment for SMT businesses

Detailed revenue and consumption inspection, whitespace and compete analysis in partnership with BU teams.

Continuously raise and improve sales discipline and coaching culture via operational excellence.

Planning Contribute to fiscal year, and business operations planning.

Inspect and ensure quality targets.

Collaborate with local and corporate stakeholders to align and refine planning and execution steps.

Sales Discipline Drive high-quality sales programs and execution support (tools, processes, information)

Regularly review and monitor performance against plans to refine course of action.

Provide data-driven insights into sales execution, based on standard reporting, to help address performance blockers.

Productivity Improvement Lead standardization of processes and tools across Area to enhance sales productivity.

Drive continuous improvements in reporting and BI.

Drive adoption and deliver standard Corp & Segment reporting.

Land new seller capabilities to support new habits that drive consumption and customer adds.

In general, this role spends about 40% of the time in business insights and reporting, 30% of the time in driving business planning, sales process enablement and execution, 20% of the time coaching sales top executives and leaders with whitespace and opportunities and 10% in learning and development

Qualifications Required/Minimum Qualifications: Bachelor's Degree in Business, Operations, Finance or related field AND 8+ years work experience in Sales Operations, Business Planning, Sales Excellence and/or Finance OR equivalent experience.

6+ years of driving sales and/or sales excellence teams in an enterprise company

6+ years of experience in managing key sales metrics for coverage, velocity, close rates etc., and outcomes including the scorecard

Other Qualifications:

Ability to meet Microsoft, customer and/or government security screening requirements are required for this role. These requirements include but are not limited to the following specialized security screenings:

Microsoft Cloud Background Check: This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter.

Citizenship & Citizenship Verification: This position requires verification of U.S. citizenship due to citizenship-based legal restrictions. Specifically, this position supports United States federal, state, and/or local [or applicable country] government agency customers and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport.

Additional/Preferred Qualifications:

Functional (Partner, Services, Sales, Marketing) knowledge

Technology industry experience

Change management experience

People and organizational leadership

Process improvement and quality management experience (Six Sigma, etc.)

Enterprise sales operations experience is preferred.

Occasional travel may be required

Business Program Management IC6 - The typical base pay range for this role across the U.S. is USD $124,800 - $266,800 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $159,000 - $292,200 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

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.

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