Sales Operations Program Manager - Microsoft India

Arun Bhardwaj

-->> Rule-Breaker <<--
Sales Operations Program Manager
Gurgaon, Haryana, India
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  • Job number715300
  • Travel0-25 %
  • ProfessionBusiness Programs & Operations
  • Role typeIndividual Contributor
  • Employment typeFull-Time
As a company our mission is to empower every person and every organization on the planet to achieve more. As an employer, we
empower our own people to achieve more and make a difference in the world. Join us and be one who empowers billions!
· Reach – Microsoft’s resources and scale empowers employees to utilize their skills for lasting impact.
· Freedom –Microsoft values each individual’s talent and skillset and provides the freedom to explore and enhance them.
· Inspiration – Inspiration can be found through our products and how they can improve our customers’ lives.

The Business & Sales Operations (BSO) group is the business center of excellence for cross-business execution performance,
planning, and subsidiary operations. The team helps scale execution and drives clear business and market insights that result in
Microsoft achieving its business objectives.

This role reports to the Business & Sales Operations Lead (BSO) who manages the BSO team and thus is responsible for leading,
creating, and orchestrating processes across all business groups within a Subsidiary. The Sales Operations Program Manager assists
the BSO to execute the following:

1. Develops highly scaled and efficient operational services & support
2. Drives standardized sales operations & processes § Drives adoption of standardized tools and reporting § Supports yearly planning locally
3. Accelerates the landing of Empowering Digital Success (EDS) efforts
4. The SOPM is expected to raise sales efficiency, sales productivity and process compliance locally by means of consulting with the sales teams and implementing best practice sales operations processes. The SOPM partners with the BSO lead and aligns with the Segment Sales Excellence Lead, Business Program Manager, Area Capability Lead, Area Transformation Lead, Finance, and Inside Sales. They scale by driving standard platforms & tools, streamlining business and sales processes, and delivering Subsidiary & Segment level analytics. The SOPM delivers reports and provides business insights that enable a “One Microsoft” approach, agility, and results aligned with business priorities.

Key Outcomes
  • Contributes to Area performance across Solution Areas for Customer Adds, Consumption and compete.
  • Regarded by the stakeholders as en expert, driving execution, growth & deep insights
  • Improve sales discipline and coaching culture via operational excellence and within the frame of Empowering
  • Digital Success

The following categories represent the different types of SOPM roles and responsibilities. With each role containing the
responsibilities of the general category.

  • Leverage and drive standardized reporting to improve local execution (25%)
  • Partner with Corporate stakeholders, Segment, Area Transformation Lead, Area Capability Lead, and Sales Excellence teams
  • to drive sales process enablement, insight, and execution locally (65%)
  • Team responsibilities, learning, and development (10%)

Role Specific Responsibilities:
Consumption Management
Deliver accurate and timely area/sub consumption reports and insights § Monitor Azure Consumption Pipeline management

Annuity Management
Deliver Enterprise Agreement (EA) & renewals reporting § In Quarter Renewal Recapture (IQRR) & Reconciliation § Annuity management

Relationship Management
Account, Territory, and Partner Planning § Drive the account transitions/red carpet process § Segmentation/MAL § Land and drive segment planning with the Sales Excellence Leads § Complete, land, and ensure quality quota § Work with the Area Transformation Lead and support Sales Excellence Leads to accelerate Empowering Digital Success (EDS) landing and support locally

Opportunity Management
Manage and deliver win/loss reporting § Pipeline & leads management support § Set up and run pipeline clinics § Deliver standard forcasting reports § Assist with partner co-selling § Support and provide insight into opportunity management and sales execution

Segmentation Management
Work with the Sales Excellence Lead to drive Segmentation/MAL § Work with the Sales Excellence Lead to drive Partner Segmentation/MPL § Global Relationship Survey (GRS)/Enterprise Customer Survey (ECS) sampling
Complete, land, and ensure quality quota

EDS – BI & Tools
Drive adoption and landing of Empowering Digital Success (EDS) tools § Deliver MSX Insights reporting for sellers, managers, and leader § Drive adoption and deliver standard Corp & Segment reporting § Pipeline Insights § Win / Loss Insights § Provide leads insights § Manage the Segments scorecard § Deliver scenario-based analytics


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.

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

Experience Required
15+ years related experience
Experience and deep knowledge within Sales Excellence, Business Planning, Sales Operations, and/or Finance
Executive exposure and cross-functional stakeholder management
Focus on providing process optimization by understanding the desired business outcome
Deliver end-to-end deep data analysis and actionable strategic insights
History of driving rigor and sales discipline
Innovate to deliver standards which enable speed, efficiency and scale in the business
Proven communication and collaboration skills
Experience Preferred
Familiar with financials, pipeline, scorecarding, and other internal measurement tools
Functional (Partner, Services, Sales, Marketing) knowledge
Bachelor's degree (B.S./B.A.) required and/or experience in relevant fields eg: business, marketing, information technology,
operations, finance. Master's degree beneficial.

Benefits and Perks
  • Industry leading healthcare
  • Savings and investments
  • Giving programs
  • Educational resources
  • Maternity and paternity leave
  • Opportunities to network and connect
  • Discounts on products and services
  • Generous time away