Director, Revenue Strategy Commercial Transformation Lead Job at Microsoft Corporation (Multiple Locations)

Job Description

The Engineering Enablement & Operations (EEO) team enables the Microsoft commercial business to better serve every person and organization’s transformation and economic success. How? We design, build, and manage the levers that accelerate commercial growth—including compensation, business performance and insights, planning, skilling, and tooling and engineering. The EEO Revenue Strategy team plays an important role in empowering every person in MCAPS to serve customers by activating and innovating Microsoft’s commercial engine. We are passionate about this mission, and we are looking for a leader to lead a team of Commercial Transformation Business Architects (BA). This team is charged with leading multi-year transformation of our commercial sales model and processes to accelerate growth, improve efficiency, and leverage the best of AI to serve customers. The ideal candidate will be structured, analytical, entrepreneurial, curious, & excited to apply their passion to defining the right field model to accelerate our ability to deliver Microsoft commercial ambitions. This BA team will innovate in how we work with and serve customers, will be a visible advocate for the field, and will be counted on to represent its voice and customers across our corporate functions.

Job Responsibility

Manages key points of contact with internal teams (e.g., Finance, Marketing, Engineering, Field Sales)
Manages and cultivates relationships with external stakeholders and senior internal leaders (e.g., Directors, General Manager [GM] level, and higher)
Acts as an advisor to senior leadership as a domain expert within Strategy team and greater Microsoft, leveraging organizational context, and market awareness to guide less experienced colleagues and inform strategic business decisions
Demonstrates influences through partners across multiple divisions
Provides career mentorship to less experienced colleagues outside of Strategy function and is sought out by others for guidance and education
Identifies compelling projects and positions the team to carry them out
Managers deliver success through empowerment and accountability by modeling, coaching, and caring
Synthesizes findings into insights across sales projects, including implications that inform sales go-to-market objectives, leveraging executive presence to influence decisions and proactively identifying expansive ideas for field and partner sales strategy
Leverages insights to develop recommendations and seeks to provide thought leadership (e.g., sales trend identification, implications of competitor moves, solution area gaps) around potential future growth opportunities and strategic issues for Microsoft sales processes
Creates frameworks and methodologies to drive problem solving and insights
Assists others with identifying and synthesizing sales research insights
Maintains responsibility for Horizon 1, 2, and/or 3 initiatives
Shares best practices with peers
Collaborates with business, platform, and tools experts to provide updates and report key metrics needed to assist sales and partner teams to drive the sales business forward
Addresses any tools, platform, or business escalations when needed
Oversees the tools catalogue and the Microsoft Data Dictionary
Collaborates with key stakeholders across Microsoft (e.g., Marketing & Operations [M&O], Go to Market [GTM], Worldwide Commercial Business [WCB]) to update the platforms and tools
Provides insights into the Sales market and acts as a business conduit to broader internal and external stakeholders
Provides support success measurements based on data from tools and platforms
Communicates with field sales on business updates and plans within multiple regions, and manages others to ensure Sales Planning strategies are cascaded downwards
Oversees innovating tool capabilities to align with business strategies
Shares best practices with peers
Acts as a subject matter expert and defines landing strategies across various Microsoft sales and planning activities (e.g., Consulting Sales Strategy, Sales Model, Pre-Sales Model, Account and Territory Planning)
Collaborates with Field and Corporate leaders to identify planning focus areas and cases for change
Integrates change management communicated by senior level stakeholders, and ensures others are compliant
Leads, manages, and adjusts plans and plays to achieve desired business outcomes
Ensures continuous improvement by providing feedback to product team
Shares best practices with peers
Coaches and guides others in collecting and interpreting market-based research (e.g., product reports, previous sales revenue, geographic sales data, stakeholder feedback, expert calls) including researching existing business and identifying new spaces for Microsoft sales strategies and solution areas
Conducts analyses (e.g., financial modeling, product consumption forecasting, competitor trends) and leverages analyses of others to synthesize information
Creates initial framing for strategic sales questions with limited input and delivers structured output from analyses
Assists less experienced colleagues with framing as needed
Develops, drives, and executes multiple Sales Strategy projects/programs and teams across organizational boundaries as a project lead through defining plans, goals, deliverables, feedback, resource balancing, and timing expectations
Proactively identifies complex roadblocks and addresses them
Initiates and drives multiple projects and topic areas including project plans, recommendations, impact, and syndication across groups
Leads cross-company initiatives as a lead member of virtual teams, demonstrating impact across numerous divisions
Identifies, evaluates, and proposes new project work/deals based on unmet needs
Advises others to lead projects

Requirements

4+ years experience in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance
Bachelor's Degree in Business Administration, Marketing, Finance, Engineering or related field AND 5+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, engineering or a related field OR equivalent experience
Master's Degree in Business Administration or related field AND 5+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience OR Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 7+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience OR equivalent experience
3+ years people management experience

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Director, Revenue Strategy Commercial Transformation Lead

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