Overview

The Sales Enablement & Operations (SE&O) team plays an essential role in translating Microsoft's Commercial Strategy to a local execution plan and driving operational excellence to achieve the greatest results possible. Our team drives cross-Region, cross-Area and cross-Subsidiary insight and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale.

You will be part of the ASEAN Enterprise team that helps businesses achieve their digital transformation and business goals with Microsoft solutions and partners. Key to the role is the ability to drive actionable outcomes, guide and optimize the sales process Segment and sales leaders. You will cross-collaborate with other roles to forward-looking performance recommendations of your segment. We are looking for an outcome-driven Sales Excellence (SE) to support the ASEAN Enterprise team 's current and forward-looking business goals. You will drive a predictable Rhythm of Business (ROB) with cross-functional teams to ensure quality four-quarter (4Q) rolling business outcomes. You will work with Segment and Sales leaders to instill sales process discipline on pipeline health management, guide Sales Leaders on Microsoft sales methodologies, and collaborate across roles and segments to proactively seek resolution to manage change within your segment. You can work from home up to 50% of the time and 0-25% of travel may be required.

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.

Responsibilities

Segment/Industry/Function Sales Excellence:

• Land, operate and run weekly / bi-weekly IAP
• Steward and coach MCEM across teams on cloud billed and consumption motions, with focus on WoW outcomes
• Run, coach and drive a 4-quarter rolling pipeline, mitigating risks and closing DBF / PBO gaps prior to quarter start
• Manage forecast accuracy and pipeline rigor with emphasis on quality, quantity and velocity
• Own landing a FastStart for business, with amplification on exceeding July budget
• Drive rigor and health on Renewals with a T-3 to T-12 discipline
• Coach on attach motions, including Security, Unified and Copilot by quarter
• Help the Industry / Functional lead to run the business

CSA Sales Excellence:

• Support APR, MBR, QBR, IAR, DWR with insights, trending and risks
• Manage and maintain focus, rigor and urgency on QPC, CPC and trending
• Help create, manage and maintain bridge plans for current and next quarters with precision
• Identify opportunities & risks and manage across teams
• Land programs, offerings or promotions to drive pipeline quality, quantity and velocity
• Provide analytical support to ATU / STU to run weekly IAP and drive rigor
• Identify gaps early, manage escalations or ask for recovery (engineering, deal desk, LT, HQ)
• Drive MSX discipline, to maintain pipeline and forecast health and transparency

Sales Execution and Pipeline Management

• Pipeline Health and Management - You will support execution of predictable revenue and consumption growth by segment / solution area and aligned with Microsoft sales methodology standards.
• Sales Execution - You will drive and guide consistent sales excellence discipline, governance and partner insights within and across Enterprise.
• Sales Execution Transformation - You will implement evolving and new Microsoft Sales strategies, processes and objectives to drive sustainable growth and improved sales performance.
• Planning Engagement - You will partner with segment leads, Finance, Business and Asia Sales Operations (BSO/SOPM) on fiscal year planning workstreams requiring sales excellence engagement.

Qualifications

Required Qualifications (RQs)

• 8+ years experience with active participation in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related fieldOR 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

Preferred Qualifications (PQs)

• Bachelor's Degree in a related field.
• 5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience

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. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.