The Global Partner Solutions (GPS) team is a sales organization accountable for the commercial partner business at Microsoft, and the mission is to build and sell Microsoft Cloud applications, services and devices with partners, empowering people and organizations to achieve more.

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As part of GPS, the Device Partner Sales (DPS) plays a critical role in achieving this mission. We build, market and sell intelligent edge and intelligent cloud devices and solutions with partners, including OEMs, device distribution channels, original design manufacturers, and Silicon providers. We work closely with our device ecosystem and internal business groups to build devices that consume our cloud, innovate with device partners, and transform how we sell devices and services with partners.

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Opportunities in DPS are expansive because we span the entire product lifecycle -- from incubation, prototyping, and portfolio planning to the design-in, sell-in, and sell-through motions that help our partners engage consumers, students, and businesses worldwide. As a member of our team, you’ll be part of growing a multi-billion-dollar business, charting new areas of innovation, and contributing to our partnership engagements that build, market and launch devices and solutions worldwide. You will also be part of a people-first culture leading with inclusion and values that supports a growth mindset, diversity, and inclusion. If that appeals to you, it’s an exciting time to be here in DPS.

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The Principal Sales Excellence Leader - Devices is a crucial role at Microsoft to help enable the sale of windows devices & services through business planning and optimization, metrics tracking and analysis, and as an overall team advocate. The role requires an understanding and alignment to the rhythm of the business, financial accountability, market insights, partner marketing, training and compliance and serving as a trusted leadership advisor to the Region or Subregion Lead. This role is flexible in that you can work up to 100% from home.

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Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

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Responsibilities

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Business Partnership and Support

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• 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).
• Guides segment leads or partners, or collaborates with peers to develop segment strategy for segmentation, territory planning, and quota setting. Shares feedback on proposed segmentation changes based on local business knowledge. 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.
• As primary orchestrator of the Account/Portfolio Partner Business Plan, activates sponsorship within segment leaders. Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality. Drives reinforcement and review of quality plans across region(s).
• Defines and drives a predictable rhythm of the connection (RoC) in collaboration with peers and/or leadership. 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 and coaches less experienced team members to streamline and improve the RoC cadence across region(s).
• 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.

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Sales Coaching for Growth and Transformation

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• 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. May coach and guide large deal pursuit.
• Drives awareness and clarity of Corporate or TimeZone programs. Intakes and drives the adoption of plans to create new habits among sales teams or partners.
• 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.
• 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. Integrates feedback on sales challenges or blockers. Guides relevant teams to develop actions based on the feedback.

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Driving Sales Process Discipline

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• Leads analytics on key revenue drivers (e.g. by channel, by product, by geo) 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.
• 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 segment(s)/region(s). Shares best practices and provides 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. Owns consolidated input from the supported area into the feedback loop. Leverages the feedback to influence engineer/partner teams on improving tools.

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Supporting Executive Capacity

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• Supports segment leader capacity as a senior leader. Advises on and contributes to various aspects of business management (e.g., employee engagement, resource allocation, change management, building high-performing teams) in collaboration with leadership and cross-functional teams. Represents the segment as an internal advocate and an extension of the segment leadership.

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Other

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• Embody our culture and values

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Qualifications

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Required/Minimum Qualifications

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• 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.
• 5+ years experience in Enterprise Device sales. 
• 5+ years experience within the Microsoft Channel Partner ecosystem.
• 5+ years experience in Sales Enablement and Sales Operation Planning.

Preferred Qualifications

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• 7-10 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
• 4+ 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.
• 3+ years of experience using data to drive business outcomes or inform business decisions.
• 3+ years of experience managing relationships with stakeholders, clients, and/or customers.
• Bachelor's Degree in a related field.
• Entrepreneurial Growth Mindset: ability to navigate through ambiguity and be a self-starter
• Challenge with positive intent, demonstrating empathy, strong listening skills, selfless mindset
• 5+ years of experience using data to drive business outcomes or inform business decisions.
• Experience in Sales Strategy management, change management and stakeholder engagement
• Thrive in a fast paced, challenging yet supportive environment
• 5+ years of experience managing relationships with stakeholders, clients, and/or customers.
• Experience identifying compliance, process, program gaps and work with senior stakeholders and process/solution owners across global teams to enable the required change
• Possess a high sense of responsibility and at the same time demonstrate enthusiasm to achieve positive results
• 5 years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.

Sales Excellence IC5 - The typical base pay range for this role across the U.S. is USD $129,200 - $248,800 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 $162,000 - $268,900 per year.

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Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: US corporate pay information | Microsoft Careers

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Microsoft will accept applications for the role until Septmber 11, 2024.

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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.