Sales Operations Program Manager

Job Description


Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

As a company our mission is to empower every person and every organization on the planet to achieve more. As an employer, we empower our own people to achieve more and make a difference in the world. Join us and be one who empowers billions!

Reach Microsoft s resources and scale empowers employees to utilize their skills for lasting impact.
Freedom Microsoft values each individual s talent and skillset and provides the freedom to explore and enhance them.
Inspiration Inspiration can be found through our products and how they can improve our customers lives.

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

This role reports to the SOPM Manager who manages the Sales Operations team and thus is responsible for leading sales planning, driving sales discipline and improving productivity to enable sales teams to reach maximum impact, in line with company/Area strategy. The Sales Operations Program Manager (SOPM) assists the SOPM Manager to execute the following:

Drives the process for sales operations planning for the fiscal year across all segments to maximize Area performance.
Drives sales discipline and enables new habits to help sales teams achieve targets. Provide high-quality, backend support (tools, processes, information) coupled with timely data-driven insights.
Leads standardization of processes and tools and drive continuous improvement to optimize productivity.

The SOPM is expected to raise sales efficiency, sales productivity and process compliance locally by means of consulting with the sales teams and implementing best practice sales operations processes.
The SOPM partners with the BSO Lead and aligns with the Segment Sales Excellence Lead, Business Program Manager, Area Capability Lead, Area Transformation Lead, Finance, and Human Resources. They scale by driving standard platforms and tools, streamlining business and sales processes, and delivering Subsidiary & Segment level analytics. The SOPM delivers reports and provides business insights that enable a One Microsoft approach, agility and results aligned with business priorities.

The following categories represent the different types of SOPM roles and responsibilities, with each role containing the responsibilities of the General category.

Leverage and drive standardized reporting to improve local execution (25%)

Partner with local Segment, Sales Excellence Lead, Area Transformation Lead, Area Capability Lead, Finance and HR teams and Corporate stakeholders to drive sales planning, sales process enablement, data-driven insights and successful execution locally (65%)

Team responsibilities, learning and development (10%)

Role Specific Responsibilities
Process Excellence

Territory planning process: upload territory assignments into tool, assign sellers, manage exceptions/escalations

Complete, land and ensure quality quota

Drive segmentation across segments, facilitate alignment

Segment planning, in partnership with Sales Excellence Leads

Account transitions and Red Carpet

Sales Discipline & Pipeline

Pipeline & leads management support

Support and provide insight into opportunity management and sales execution

Deliver Enterprise Agreement (EA) & renewals reporting

In Quarter Renewal Recapture (IQRR) & Reconciliation

Annuity management

Account/Portfolio planning

GPS Management

Planning motions such as Partner segmentation, Managed Partner List and GPS Quota

Support Partner planning with great data integrity and analytics/data insights

Partner co-selling policy/tools/process adoption (referrals, deal registration, ECIF)

Partner transitions and Red Carpet

Consumption Management

Set cadence and reporting rhythm to support churn prevention and win back planning

Monitor and report out consumption and customer adds to influence seller outcomes (Azure and Modern Work)

Insights & New Capabilities

Land new seller capabilities (e.g., MSX Insights, MSX Content) to support new habits that drive consumption and customer adds

Drive adoption and landing of Empower Success program

Drive adoption and deliver standard Corp & Segment reporting

Readiness and onboarding

Support services

Planning operations for PCB/Unified (territory management, quota distribution, revenue excellence, segmentation, quota relief)

Advocate the use and adoption of standard tools (Compass One, MSX) and processes (Lead to order, Premiere contract set up)

Share data-driven insights to support account planning and pipeline management

Orchestration contact for shared services (ROC, Services center)
Required Experience & Skills

3-5 years related experience

Experience and deep knowledge within Sales Operations, Business Planning, Sales Excellence and/or Finance

History of driving rigor and sales discipline

Deliver end-to-end deep data analysis and actionable strategic insights

Focus on providing process optimization by understanding the desired business outcome

Innovate to deliver standards which enable speed, efficiency and scale in the business

Proven communication and collaboration skills

Preferred Experience & Skills

Familiar with financials, pipeline, scorecards and other internal measurement tools

Functional (Partner, Services, Sales, Marketing) knowledge

Understanding of key sales management metrics for process (coverage, velocity, close rate, etc.) and outcomes (scorecard metrics, etc.)

Executive exposure and cross-functional stakeholder management

Technology industry experience

Change management experience

People and organizational leadership

Data Analytics and BI experience

Governance and program management experience

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


Bachelor's degree (B.S./B.A.) required and/or experience in relevant fields eg: business, marketing, information technology, operations, finance. Master's degree beneficial.

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.

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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