Sales Operations Program Manager – NORTHEAST Operating Unit

Our Americas Business & Sales Operations (BSO) is the center of excellence for cross-business execution performance, strategy & planning, and sales operations. The team helps scale execution, operationalize business & sales programs, drive business strategy, sales, and partner transformation that accelerate Microsoft’s business objectives locally across the Enterprise Business supporting Leaders, Managers, and Sellers.

We are hiring a Sales Operations Program Manager (SOPM) to support and partner with the US NORTHEAST Operating Unit (OU) comprised of the Enterprise Customer Sales teams. This role reports to the Segment SOPM Manager and focuses on leading excellence in Sales Operations through orchestrating and improving processes across their operating unit within the Americas. One of the most important core priorities for the Sales Operations Program Manager is to enable end to end annual Quota distribution together with subsequent quarterly updates alongside with escalations on quota and compensation.

As a key business partner for the Enterprise Operating Unit, you will utilize standard platforms and processes to scale effectively. You will need to be solution-oriented, enjoy problem-solving, and develop effective partnerships with Sales Managers, Sales Excellence, Chief of Staff, Americas BSO Program Leads, Finance, and Incentive Compensation teams to support execution. Your goal will be to optimize the experience for our field stakeholders in the NORTHEAST OU with a core accountability around quota distribution, and escalation management associated with it (both annual distribution as well as quarterly adjustments and rebalances). In this role, it will be critical to coordinate and drive resolution of incentive compensation escalations with different programs teams. 

By applying to this U.S. based position, relocation is not provided for the role.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

Required/Minimum Qualifications

• Bachelor's Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences or related field AND 5+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field
  • OR equivalent experience.
• 4+ years of experience distributing annual quotas to managers and sales teams, including incentive compensation, quota escalations, and orchestrating adjustments and also providing insights and reports. 
• 5+ years of experience in ANY combination of the following:  lead, drive, execute sales process enablement, sales excellence, sales field reporting, sales operations programs, including but not limited to Quota Distribution, Quota Management, Revenue Excellence, Segmentation & Account Management, Employee Assignment, Territory Modeling and Annual Planning.

• 4+ years of technical experience in data-related modeling/display solutions, including but not limited to Power BI, Excel, Tableau, or related

Preferred Qualifications

• Bachelor's Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences, or related field AND 8+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field
  • OR Master's Degree in Business Administration, Organizational Design, or related field.
• 3+ years of experience supporting a sales organization preferred.
• Demonstrated experience building business partner relationships.
• Understanding of business management and analysis for Sales Orgs.
• Ability to use data & insight with PowerBi, Excel, etc. to support business outcomes.
• Ability to effectively prioritize and meet deadlines, adaptability during execution.
• Advanced conceptual, analytical, and problem-solving abilities.
• Ability to deal with ambiguity and changing business environments.

Sales Operations IC4 - The typical base pay range for this role across the U.S. is USD $94,600 - $183,800 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $122,000 - $200,500 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay   

Microsoft will accept applications for the role until January 28, 2025.

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.  We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

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

#SEO

The Sales Operations Program Manager engages in the following areas to optimize the experience for our field stakeholders in the South Enterprise Commecial business segment:

• Annual Sales Quota and Incentive Compensation Management:  Prepare, manage, and distribute annual sales quotas to managers and sales teams, including incentive compensation, quota escalations, and orchestrating adjustments and also providing insights and reports.
• Drive Excellence in Core Sales Operations - Lead and drive sales process enablement, insight, and execution locally to achieve excellence in sales operations programs - Quota Distribution, Quota Management, Revenue Excellence, Segmentation & Account Management, Employee Assignment, Territory Modeling and Annual Planning. Partner with OU Leadership and Sales Excellence Lead (SEL).
• Manage Field Escalations - Be an advocate and drive resolution for field escalations. Advise and provide recommendations to support policy/compliance, keep field informed on escalation status and outcomes through closure (scorecard, revenue, international accounts, compensation, tools)
• Enable Business Insight - Provide data-driven insights for sales execution, based on standard reporting, to address business goals.
• Empower Success - Partner with Organization Sales Leads to leverage standard reports to improve local execution and sales discipline. Drive adoption and usage of MSX Insights (our BI platform) as the standardized sales field reporting tool.  Identify and represent field for iterative tool/reporting/process simplification and refinement with BI team.
• Lead in Sales transformation - Contribute ideas for Americas BSO to give time back to field, improve our workflow, influence WorldWide Teams, and enable continuous improvement for sales operations processes. Innovate to deliver standards which enable speed, efficiency, and scale in the business and for the assigned operating unit (OU).
• Influence Team Culture - Actively contribute to our culture of inclusion, peer learning, and fostering collaborative cross team partnerships.

• Other

  • Embody our Culture and Values