Sales Operations and Excellence Director ( COO )
Job Description
The Sales Enablement & Operations (SE&O) team plays a critical role in translating Microsoft’s Commercial Strategy into actionable local execution plans and fostering operational excellence to maximise results.We are seeking a highly motivated SE&O Lead for Sweden, reporting directly to the Swedish General Manager and serving as a member of the Swedish Leadership Team. This individual will also participate actively on the Europe North SE&O extended leadership team.The SE&O Lead will be responsible for the Swedish market but must possess a strong understanding of cross-region, cross-area, and cross-subsidiary business insights and best practices. The successful candidate will bring strategy and priorities to life by accelerating transformation and empowering Microsoft to deliver business impact at scale. This role collaborates across the market, operating unit, and region to unify Microsoft’s strengths for our customers, partners, and internal teams, thereby driving exceptional market growth.Embedded at the heart of the business, the SE&O Lead works closely with the North MCC leadership team to enhance business performance and achieve both financial and strategic objectives. Microsoft’s mission is to empower every person and organization on the planet to achieve more. As employees, we embrace a growth mindset, innovate to elevate others, and collaborate to fulfill our shared goals. Every day, we build on our values of respect, integrity, and accountability to nurture an inclusive culture where everyone can thrive in their careers and beyond.
Locations
- Stockholm, Stockholm, Sweden, Stockholm, Stockholm, Sweden
Salary
Salary not disclosed
Responsibilities
- BUSINESS LEADERSHIP AND RESULTS: Operate as a trusted advisor to the General Manager and Subsidiary Leadership Team in driving Sales Enablement and Operations in the Market. Drives subsidiary performance, business planning and operations, organization capability and sales transformation in the country. The primary responsibility of the SE&O lead is to ensure excellence in Account/Territory planning (including white-space and heat-map acquisition by territory) to drive sales execution and sustained business results, in alignment with Company priorities and rolling 4Q qualified pipe coverage. The role scope includes providing coaching to sales as needed, providing performance insights, understanding of execution plans and active leadership in driving acceleration or back to green plans as needed. The SE&O lead leverages key market insights, trends and compete intelligence to coach leaders and sellers on market opportunity, mitigating both compete and market risks for Microsoft. Connects execution to partners, ISD and other motions to win and increase deal size. Provides active feedback on subsidiary’s requirements to OU to be reflected into core EMEA & Global RoB. Works to identify systemic and non-systemic issues to unblock to drive results.
- CONNECTED SALES AND MARKETING: executes marketing strategy in partnership with regional CMO and leveraging core GDC teams, ensures subsidiary’s specific needs are elevated to the Area SE&O leadership for inclusion in the EMEA strategy. Actively work with -pinned go-to-market and marketing teams to understand the full scope of growth programs, and initiatives across Solution Areas and Sales Plays, playing a key role in actively landing them with seller communities, coaching sales teams for comprehensive solution play landing to drive FRA and share performance. Accountable for execution of marketing plans and budget management, in alignment with compliance and trust Company standard. Sponsor Digital Signals Conversion and feedback loop. Leverages compete Win Rooms, deal clinics and battle cards to win versus market competitors.
- SALES ENABLEMENT: Enables local execution of regional marketing plan and oversees execution of standardized solution plays in partnership with regional go to market and marketing teams and area teams to drive FRA and share performance. Field and Partner activation MCEM execution and accountabilities, Seller2Seller engagement. Drives IAP landing, adoption and usage
- BUSINESS AND SALES OPERATIONS: Guides and Coaches subsidiary LT team to translate strategy into local execution, owns and execute rhythms of the business, business planning, and all elements of running the business on the ground in collaboration and alignment with EMEA framework. Lands FY strategies with local teams to support continued business growth, runs ROB to improve financial, solution area and cross segment critical indicators of success Provide business and management support for landing core business processes (i.e segmentation, coverage model, quota, blueprint) which will be managed centrally through a shared service at regional level. Supports upskilling and coaching of sellers or trainers on account/portfolio/partner business planning fundamentals, habits, and plan quality through sales excellence function at OU level.
- ORGANIZATION CAPABILITY AND TRANSFORMATION: builds effective, inclusive teams that embody Microsoft culture & values, managing by influence and coordinating teams across functions to ensure performance of the business in their market. Transforms behaviors & embeds new ways of working. Provide feedback early in the cycle and help influence the design of strategy and programs.
- DIVERSITY AND INCLUSION PRIORITY: At Microsoft, we build on our values of respect, integrity, and accountability every day, to create a culture where everyone can thrive at
- COMPLIANCE PRIORITY: Personally, commit to generate and protect Microsoft trust by living Microsoft’s values, culture, and Trust Code in every decision. Identify risks proactively inherent to the role and escalate concerns in time.
Travel Requirements
4 days / week in-office
