Sales Excellence Manager | Public Sector | DELOS Cloud

Overview

Who we are

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is anchored on embracing a growth mindset, where anyone can change, learn, and grow.

The Mission of the German Business Sales Operations and Sales Excellence Team is to empower the business to be successful and achieve more for our customers and partners by breaking down strategic vision into operational impact.

We land, translate and operationalize strategy to drive Microsoft Germany’s change through Copilot, AI & Security embracing new practices and holding the subsidiary accountable.

We are the change agent landing and driving the change management with the end-to-end accountability for operationalized growth strategy.

By joining ourSales Excellence team, you will be part of our Business Sales Operations and Excellence (BSO&E) organization We are playing a pivotal role in our growth ambition and transformation in the German market.

Who we serve

One of our core stakeholders is the German Public Sector organization which is on a mission to support the digital transformation of our customers and clients with the aim of creating economic, social and ecological benefits for the benefit of Germany’s society and abroad.

The Cloud Team Public Sector (CTPS) is responsible for successful positioning of cloud platforms (sovereign to public) to enable complex digitization projects in all segments of Microsoft Germany’s Public Sector : Government, Healthcare & Life Science, Education, Defense & Intelligence.

Our responsibility is to define and implement a Public Sector cloud strategy in market entry, portfolio development and partner management.

As part of the further implementation of the Delos Cloud as a BSI-certified sovereign cloud offering for government clients in the public sector, we are assembling a GTM team that will explicitly handle the introduction of Delos Cloud services in Germany.

The position of the Delos Sales Excellence will be organizationally placed in the Business Sales Operations and Excellence (BSO&E) team with functional management carried out in joint coordination with the Cloud Lead Public Sector.

Why We Need You

We are looking for highly motivated individual and outcome-driven Sales Excellence Manager (SEM) with a focus on Delos Cloud to support our 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 in strong collaboration with our counterparts at Delos Cloud GmbH.

You will engage with our Public Sector Management and Delos Cloud GmbH to drive growth, drive pipeline health, instill discipline on pipeline hygiene, guide Managers on Microsoft methodologies, and foster collaboration based on MCEM.

This opportunity will allow you to accelerate your career growth and deepen your knowledge of how to run the business.

Qualifications

Qualifications

Required / Minimum Qualifications

• Bachelor’s Degree in business, finance, economics, engineering, or related fields
• Strong experience - including active participation - in sales, sales operations / management, customer success, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience.
• Many years' experience using data to generate insights and drive business outcomes

or inform business decisions

• Several years of project / or program management with experience in large-scale implementations with proven track record of leading complex deliverables in a highly matrixed, regionally dispersed organizational structure
• Experience with Public Sector business in Germany
• Demonstrated leadership skills and experience working with large, diverse teams
• Experience in managing relationships with stakeholders and / or customers
• Strategic thinker and problem solver with excellent analytical and reporting skills
• Ability to work in a flexible, fast-paced environment.

Responsibilities

Responsibilities

• Holder and orchestrator of the annual Go-To-Market plan discussion agreed upon with Delos Cloud GmbH to set business goals for the following fiscal year.
• Contributes to developing strategy components (e.g. programs, blueprints, segmentation, territory planning and quota setting), cascading, aligning, and executing the defined strategy
• Aligns with Sales Operations on quota distribution strategy and timeline for the Area. Leverages segment expertise to review on judgement / adjustments prior to quota decisions.

Participates in sales leader and manager briefings to share quotas and rationale where needed.

• Drives Sales growth of Delos Cloud Services via engaging with Sales Management. Strengthen quality of Bridge Plans to (over-)achieve targets.
• Analyzes the outlook, generates and communicates business insights to benchmark performance on different levels (segment, account, portfolio, GTM motions)
• As orchestrator of Account Planning, activates sponsorship with segment management. Coaches managers on integrated customer planning with regard to Delos Cloud fundamentals, habits, and plan quality.

Holds sales managers accountable for account plan quality and completeness.

Defines and drives a predictable rhythm of business (RoB) in collaboration with peers and / or leadership. Leads end-to-end RoB activities with Delos Cloud GmbH to enforce great discipline and ensure quality outcome delivery.

Provides in-depth business insights and recommendations to effect positive changes. Leads efforts and coaches less experienced team members to streamline and improve the RoB cadence

Guides sales teams / leadership on Go To Market motions for opportunity management (e.g., up-sell, cross-sell, renewal, recapture) as a subject matter expert.

Clarifies accountabilities and operationalizes the prioritized sales plays and industry solutions. Guides sales managers to generate new business and accelerates the closing of existing opportunities.

Drives sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales managers.

Helps ensure consistency and excellence in the sales process. Shares best practices and provides thought leadership across teams.

Acts as a subject matter expert to convey the value of tools and drive the effective and rigorous usage of common and / or new processes and tools developed for the wider business to improve internal and external communications and engagements.

Provides feedback to influence improving tools.

Contribute to adjust and create Delos-specific Go-To-Market and Sales material in strong alignment with Marketing, Communications and CELA to support all customer facing units in developing future business opportunities.

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

Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect