Microsoft Corporation Sales Operation Program Manager in Kuala Lumpur, Malaysia
The Sales Operations Program Manager – SMB role adds value to Microsoft by ensuring subsidiary sales processes and operations execute against the Sales Excellence strategy and plan to help achieve segment business growth. Success is measured by:
Corporate and subsidiary quality standards met or exceeded for growth planning, territory planning, pipeline management, and business management.
Rhythm of Business (ROB) reporting and reviews, (including the Monthly Business Update - MBU, Quarterly Business Update - QBU, Mid-year Review (MYR) process) executed to plan with high quality in the subsidiary.
ROB reporting is up-to-date. CRM/GSX data and key measurement are accurate and complete.
Quota and segmentation process and communication management during the planning cycle.
The Sales Operations Program Manager – SMB role adds value by:
Landing the Segment Plan, measuring its execution and ensuring operational excellence in a subsidiary
Supporting seamless subsidiary business execution through end-to-end management of operational processes and tools across SMB, including Partner, BG, DR, SAM&C, open renewals.
Enabling, measuring and reporting sales productivity
Implementing, enabling, institutionalizing processes and discipline cross-functionally
Managing the execution of continual organizational change and improvement
Implementing three core processes and associated operational infrastructure in support of Opportunity Management (account planning, CoS), Relationship Management (MSSP sales process, discipline around pipeline management), and Business Management (ROB)
Providing timely, relevant subsidiary communications within the Segment
Performing as an intelligence channel between worldwide and subsidiary, enabling a continuous feedback loop from the subsidiary to OM, RM, and BM Leads and vice versa.
Executing any new process, tools and systems initiatives in the subsidiary
The Sales Operations Program Manager – SMB role is unique in its:
Orientation of process, tools and systems in support of sales activity
Focus on quality control and adherence to sales operational processes
Conduit position as a center of intelligence, funnelling information from the subsidiary to corporate and vice versa
Cross-group collaboration with finance and data management teams
Ability to manage perpetual change
The key initiatives and challenges facing the Sales Operations Program Manager – SMB role are:
To institutionalize performance management process discipline
To successfully support deployment of new systems, tools and processes that have worldwide impact on sales team; examples include Customer Relationship Management (CRM) system and MSX
To effectively land initiatives given varying levels of executive support and adoption in the field
To manage high change while maintaining productivity
8-10 years of related professional experience
Bachelor’s Degree Required; MBA Preferred
Preferred Degrees: Economics, Finance, Administration, Organizational Management, Operations Management
Professional Training and Certification: Six Sigma Black-Belt training/certification is a plus
Comparable Jobs: Business Manager, Business Analyst, Operations Manager or Analyst, Sales Operations Manager, Sales Strategy Manager, Sales, Financial and business operations, Sales Process and/or Sales Management
Strong analytical thinker with attention to detail in reports and financial/operational analyses.
Strong ability to collaborate internally with people across sales and corporate responsibilities.
Can clearly state in simple business terms the meaning and consequences of complex process, operations and financial reports.
Strong project management and implementation experience that involves non-reporting stakeholders.
Simplifies business operations within the context of corporate and local requirements and guidance.
Strategic and pragmatic thinker who has balanced many factors (local business performance, resource constraints, characteristics of customer base and external market conditions) to influence leaders about what changes are appropriate for the business.
Strong implementer of adoption success and modifies/enhances adoption approach to achieve desired results.
Knows when to leverage his/her personal credibility and respect to appropriately influence change efforts.
Ability to connect pragmatic operational issues with the strategic “big picture’.
Education, knowledge and experience in broad-based business management.
A passion for systems and processes that are effective and run efficiently.
Organizational agility and attributes of leadership.
Drive for results no matter what barriers exist.
Sales experience or a former Sales Operations for an Enterprise Software business or multi-channel B2B/B2C business
Business programs & operations