Sales Excellence Manager

Vor 7 Tagen

Berlin, Berlin, Deutschland Microsoft Vollzeit
Overview

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is anchored on embracing a growth mindset, where anyone can change, learn, and grow.

Who We Are

The German Business Sales Operations and Sales Excellence Team is responsible for empowering the business to be successful and achieve more for our customers and partners by breaking down strategic vision into operational impact. We land, translate, and operationalize strategy to drive Microsoft Germany's change through Copilot, AI & Security, embracing new practices and holding the subsidiary accountable.

Who We Serve

One of our core stakeholders is the German Public Sector organization, which is on a mission to support the digital transformation of our customers and clients with the aim of creating economic, social, and ecological benefits for the benefit of Germany's society and abroad.

Responsibilities
  • Holder and orchestrator of the annual Go-To-Market plan discussion agreed upon with Delos Cloud GmbH to set business goals for the following fiscal year.
  • Contributes to developing strategy components, such as programs, blueprints, segmentation, territory planning, and quota setting, cascading, aligning, and executing the defined strategy.
  • Aligns with Sales Operations on quota distribution strategy and timeline for the Area, leveraging segment expertise to review and adjust prior to quota decisions.
  • Drives Sales growth of Delos Cloud Services via engaging with Sales Management, strengthening quality of Bridge Plans to achieve targets.
  • Analyzes the outlook, generates, and communicates business insights to benchmark performance on different levels, such as segment, account, portfolio, and GTM motions.
  • As orchestrator of Account Planning, activates sponsorship with segment management, coaches managers on integrated customer planning with regard to Delos Cloud fundamentals, habits, and plan quality, and holds sales managers accountable for account plan quality and completeness.
  • Defines and drives a predictable rhythm of business (RoB) in collaboration with peers and/or leadership, leading end-to-end RoB activities with Delos Cloud GmbH to enforce great discipline and ensure quality outcome delivery.
  • Guides sales teams/leadership on Go-To-Market motions for opportunity management, such as up-sell, cross-sell, renewal, and recapture, as a subject matter expert, clarifying accountabilities and operationalizing prioritized sales plays and industry solutions.
  • Drives sales process discipline, adherence to standards, and excellence in execution, or pipeline health in collaboration with sales managers, ensuring consistency and excellence in the sales process, sharing best practices, and providing thought leadership across teams.
  • 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, providing feedback to influence improving tools.
  • Contributes to adjusting and creating Delos-specific Go-To-Market and Sales material, in strong alignment with Marketing, Communications, and CELA, to support all customer-facing units in developing future business opportunities.
Benefits

Industry-leading healthcare, educational resources, discounts on products and services, savings and investments, maternity and paternity leave, generous time away, giving programs, and opportunities to network and connect.

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