Sales Excellence Lead - SMC

The Sales Excellence Lead for SMC & Digital Sales is a strategic role that enables and drives consistent Sales Excellence practices throughout the SMC EMEA sales business to achieve sales objectives.

The successful candidate will gain a deep understanding of Digital Sales operating model, digital culture, and be part of a dynamic, fast-paced and quickly evolving sales organization. This position is a strategic contributor operationalizing strategy, driving growth, increasing seller productivity and driving cultural transformation.

This role will partner with the SMC Area Lead, the Sales Directors and whole management team, and will interface with a broad network of sales management and other key stakeholders supporting the EMEA business.

This person will also work closely with Sales Excellence peers supporting the Americas and Asia. This position is based in either Dubai, UAE, or Dublin, Ireland, or Cairo, Egypt.

Responsibilities

As a Transformational Leader

• Partner with sales leaders and stakeholders to increase selling time, remove roadblocks and increase seller capability and effectiveness.
• Role model the internal transformation from an inspection to coaching culture. Leading sales managers to become more effective coaches to their sellers resulting in increased individual and team capability, employee satisfaction and collaborative selling efforts.
  
  

As a Partner to the Small, Medium & Corporate Sales Lead the Business

• Establish and drive a well-defined, predictable rhythm of the business (RoB), that enforces great discipline in sales and consumption processes and delivers over-achievement of business results through leveraging the key SMC engines & resources.
• Leverage business insights to benchmark performance and define current and future actions needed to address key challenges. Drive the v-teams spanning across roles, SMC engines, resources and Subsidiary executing on the defined actions.
  
  

As a Sales Leader Coaching for Growth

• Coach and advise on sales motions/strategies for up-sell and co-sell driving Digital Transformation at our existing and new Customers. Drive awareness to product/solution mix needed to meet targets.
• Obtain first-hand insights on Customer/Partner issues and aspirations through targeted engagements.
  
  

As a Driver of Sales Process Discipline

• Instilling sales process discipline, adherence to standards, and excellence in execution while holding sales managers accountable to quality and accuracy.
  
  

Qualifications

• Core Competencies: Organizational Leadership, Strong Business Acumen, Strategic Insights, Trusted Advisor, Strategic Sales Planning, Sales Team Leadership
• Professional Competencies: Adaptability, Customer Focus, Drive for Results, Influencing Impact, Judgement, Collaboration, Executive Maturity/Presence, Value Selling, Analytical Problem Solving, Organized & Disciplined, Initiates/Embraces Change
• Experience: Extensive related experience in: Senior Sales or Channel Management/Leadership Roles, Business Transformation, Coaching Solution Sales, Strategic Sales Planning, Inside Sales, Digital Marketing, Business Analysis Skills (understands financials, pipeline, scorecards etc)
• Education: Bachelor, MBA/Masters a plus with focus on economics, marketing, finance, organizational management, business management
• Knowledge of CEMA (=CEE and MEA) markets a plus
  
  

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.