Manager, Sales Excellence & Strategy, Global Partner Service Team

11 - 15 years experience  •  Software

Salary depends on experience
Posted on 08/10/17
Bellevue, WA
11 - 15 years experience
Salary depends on experience
Posted on 08/10/17

Microsoft is the destination for experienced, collaborative, and passionate digital advertising professionals seeking a rewarding career and lifestyle. We offer a compelling portfolio of advertising products, innovative solutions and the opportunity to engage with some of the brightest minds in the digital industry.

Microsoft Search Advertising & Post-Sales Monetization is a worldwide Sales, Marketing and Services organization on the cutting edge of the digital advertising industry. We are the engine that powers the buying and selling of digital advertising across all aspects of our digitalportfolio including our high-growth search engine, Bing.

The Global Partner Service Team (GPST) is focused on building, strengthening and scaling our business via partnerships with leading publishers, syndication sources, Agency Holding Companies and internal Microsoft innovation centers. In an effort to build a professional, scaled and long-term oriented organization, we are seeking top performing Sales Excellence & Strategy manager with experience in digital advertising to drive our sales excellence framework, ROB and business analytics approach as a competitive differentiator and driver of growth.

This role will own our Sales Excellence model, ongoing ROB, and business analytics approach, as well as our agency execution framework, and will ensure we build with an eye toward long term goals and that we are highly effective in driving a business rhythm of learning, experimentation, collaboration and ultimately delivery of business impact. This role will deliver a balance of leading, doing and influencing, in partnership and close collaboration with the GPST LT, Finance, Global Sales Excellence, Search Business Team, Field Sales, and more.

•Drive iteration of the sales and service model and organizational blueprint for our Global Partner Service team, optimizing for partner experience and financial performance (in partnership with GPST LT and Global Sales Excellence).

•Delivery of an effective and predictable business planning and accountability rhythm including preparation for, and participation in, the Monthly, Quarterly and Annual Rhythm-of-the-Business (RoB) activities.

•Leadership and ongoing management of the incentive compensation and quota management activities for the RBI employees within GPST.

•Own the Accountability Framework strategy, inputs and delivery for GPST, across all functions

•Drive reporting capabilities which enable visibility into revenue, forecast and attainment for various cuts of the team (ICs, Managers, Leaders, Partners), in partnership with Finance and Global Operations.

•Partner with Supply leadership to drive systemic support of / connection to supply segmentation within GPST and connected implementations in partner teams (ENG, Global Support, etc.).

•Drive scale Agency framework and foundational structure to support consistency across the Global Agency Leads and scale engagement with Sales; own agency analytics function and mapping process in partnership with Global Ops

•Manage agency analytics team including establishment of core reporting needs, ad hoc processes, and clarity of expectations from finance

•Support and partner with GPSTLT on development, consistency, communication and best practices of core clarity drivers including account planning, account teaming, playbooks and roles and responsibilities. Share best practices across the wider partner ecosystem.

•Develop and maintain strong relationships and influence with GPST leaders and managers and key partner teams.

•Ensure GPST leverages common processes and tools developed for the wider Search business.

•Support GPSTLT in execution of their Learning & Development plans to increase the productivity and effectiveness of our people.

The ideal candidate will have:

•Strong knowledge of digital media and ideally search advertising / Bing Ads

•7+ years of some combination of Sales, Operations, Service, Analytics, and / or Sales Excellence

•Comfortable with the ambiguity, risk taking, failure and iteration at high rates of speed that is required to build a new business approach

•Experience acting as a trusted advisor to senior leadership; Experience overcoming objections and driving results through influence

•Ability to move easily and constantly across functions (Sales, Ops, Strategy) and partner sets (BD, Finance, Sales, SBT…)

•Proven track record of exceptional performance, high productivity and meeting deadlines

•Strong analytical thinker with experience participating in and influencing strategy decisions

•Positive, can-do spirit and proactive problem solver

•Organizational agility/savvy and ability to work across organizational boundaries to build alignment at multiple levels of leadership and drive closure on issues

•Strong communicator and active listener who has successfully established open and bi-directional feedback mechanisms and who actively seeks constructive feedback

•Effective manager of FTE or vendor analyst resources with experience participating in the interview process, ramping new resources

•High integrity partner who seeks win-win and broader organizational benefit while driving toward own goals.  

•Strong self-discipline and time management abilities; capable of switching easily and regularly between strategic and tactical work.

•High personal accountability for self and others

•Experience in a global role preferred

•BS/BA from an accredited college/university preferred, MBA valued; or at least 10+ years of relevant professional experience

20% + travelrequired

Required Competencies

•Adaptability: Demonstrates curiosity and actively explores options. Responds efficiently to changing demands and circumstances. Functions effectively in ambiguous situations. Maintains a constructive attitude in times of stress.

•Analytical Problem Solving: Uses relevant information to identify trends and inconsistencies in data. Offers practical and effective solutions to simple and complex problems.

•Collaboration: Drives alignment and teamwork within a team, department, or across organizational boundaries. Combines resources and joins efforts to achieve company-wide goals.

•Customer Focus: Anticipates customer needs, and proactively meets and exceeds customer expectations. Recognizes the issues that customers want to resolve, and creates, or facilitates the creation of, products and services to address customer needs.

•Drive for Results: Tenaciously pursues positive outcomes by using effective approaches to solve problems. Delivers on commitments and seeks increasingly challenging work. Takes responsibility and holds others accountable for actions, decisions, and goals.

•Executive Maturity: Effectively manages self and relationships under stress. Leads at scale and drives the leadership agenda through others. Applies a variety of approaches, as appropriate, for varied situations. Displays an executive presence.

•Influencing for Impact: Communicates and networks effectively. Successfully persuades and influences others.

•Judgement: Effectively scopes problems. Builds and applies a job-relevant knowledge base. Makes decisions with conviction.

•Partnership: Demonstrates a deep understanding of the customer/partner/client's business and organization, and works collaboratively to achieve solutions. Displays creative and reflective thinking and insight.

•Planning, Organizing and Executing: Creates and drives plans for the implementation of individual projects and programs. Drives alignment across program stakeholders via effective communication, measurement, organization, and leadership.

•Sales Team Leadership: Generates excitement and gains commitment from individuals to participate in potential opportunities, regardless of formal reporting relationships. Delegates appropriate resources and drives the team to a desired objective or vision. Successfully aligns individual commitments with those of Microsoft, while constructively resolving conflicts.

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