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Sr. Alliance Manager
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Apply Position : Sr. Alliance Manager |
Salary : RMB 500 - 1M |
JobRef : 732745 |
Date : 14 January 2012 |
|
Minimum Language Requirements :
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Location : Beijing |
Why does the Sales Excellence Program Manager role exist?
The Sales Excellence Program Manager role adds value to the company by designing, driving and measuring the success of specific Sales Excellence programs of significant strategy and operational impact, designed to change sales and operational behavior, drive cross-group collaboration, and land priorities with partners and customers.
Success is measured by:
Meeting or exceeding corporate and subsidiary standards for specific programmatic initiatives determined as a priority by the Sales Excellence Manager, driving metrics managed by the Sales Excellence Operations Manager, with support on specific analyses from the Sales Excellence Business Analyst(s).
How does the Sales Excellence Program Manager role add value?
The Sales Excellence Program Manager role adds value by driving specific programmatic initiatives most relevant to the business, as determined by the Sales Excellence Manager and with guidance from the Sales Excellence Operations Manager. Examples of programmatic initiatives may include, but are not limited to:
Driving successful segmentation from design to execution to measurement of success.
Driving Segment-Services integration, including engaging partners and customers as needed to identify root causes and land improvements.
Drive CPE changes based on design of a programmatic approach to resolving CPE issues identified via customer surveys.
Land World Class Selling (WCS) capabilities and behaviours, i.e., a special focus on WCS skills as it relates to execution on process and tools.
Drive optimization in tools utilization, including leading an effort around a new tools launch, testing and adoption - e.g., Forecasting, Account Planning outsourcing.
Programmatically identify root causes for underperformance, leveraging a six sigma analytical approach where applicable.
Launch new investments in BIF (if applicable) that drive Sales Excellence priorities, including designing appropriate ROI measurement and processes to ensure adequate deal review.
How is the Sales Excellence Program Manager role unique from other roles?
The Sales Excellence Program Manager role is unique in its:
1. Ability to identify root causes of problems with sales revenue, processes and tools
2. Ability to formulate a strategy to address root causes of problems or seize new opportunities
3. Ability to create and execute a program to pilot, revise and implement the strategy
4. Ability to engage with sales leads, partners and customers in a consultative manner
5. Ability to frame analyses to support a strategic supposition - analyses that a Sales Excellence Business Analyst can execute on.
6. Cross-group collaboration with other Segments, executive leads, and their representatives.
7. Ability to manage competing views and resolve into an agreed strategy.
What are the key initiatives and challenges facing the Sales Excellence Program Manager role over the next 6 months to 3 years?
The key initiatives and challenges facing the Sales Excellence Program Manager role are:
1. Land segmentation and drive productivity gains from segmentation
2. Drive cross-group collaboration and integration (EPG-CS-PS-Servivces-SMS&P)
3. Drive Wolrd Class Selling skills that enable solution selling and platform optimization selling
4. Drive revenue allocations project execution
5. Help optimize outsourcing around process and tools
6. Drive role elevation and skills building
Summary of Role in Microsoft’s Business Processes
1.Results
What business results is this role accountable for?
The Sales Excellence Program Manager role is responsible for landing success related to specific strategic or operational programs relevant to the WW Segment Sales Model, as prioritized by Sales Excellence Manager.
How does the Sales Excellence Program Manager role drive toward these results?
The Sales Excellence Program Manager role drives towards these results by:
Defining a discrete scope of work that addresses specific pain points or opportunities in the subsidiary execution of the WW Segement Sales Excellence initiatives
Defining a framework for effectively engaging other resources to contribute analyses, cross-group insight and executive review
Driving cross-group decisions and assessing the impact of decisions
Communicating status of implementation, best practices and suggested improvements to Sales Excellence Managers and other executives as appropriate.
2.Position Scope
The Sales Excellence Program Manager role affects the company at the Segment sales organization level within a specified region or subsidiary. The Sales Excellence Program Manager role lands and measures programmatic engagements related to Sales Excellence priorities, leveraging cross-sector and cross-segment strategy, processes, systems, tools, organizational issues, financial, communications, and customer and partner insight on sales activities.
The Sales Excellence teams are considered to be the change leaders, providing business management expertise and driving sales productivity. This team functions as the execution engine in the field, which means they touch all levels of people and groups throughout the business. This role provides the Segment project vision, planning and leadership needed to execute top Sales Excellence project priorities.
3.Decision-Making
The key decisions made by the Sales Excellence Program Manager role are:
Understanding the best way to implement strategic and operational priorities in a way that ensures programmatic success
Identifying the right resources to leverage during design, planning and execution on key Sales Excellence programmatic priorities
Engaging with customers and partners where needed, as well as internal leads, to ensure optimal requirements and deliver maximum effectiveness
Delivering results on key Sales Excellence initiatives that are measurable and drive best practices and improvements through the subsidiary
4.Strategy and Development
The Sales Excellence Program Manager role executes and measures strategies developed by Segment and Sales Excellence leadership. This role is also required to incorporate results into subsidiary Sales Excellence planning to drive improvements in current and future years.
5.Communication/ Business Relationships
What other internal communication/business relationships does this role have with management, direct reports, peers and positions outside immediate work group? What is the purpose/type of communication: data collection, negotiation, status reports, etc.?
The Sales Excellence Program Manager role works with the following internal resources:
1. Sales Excellence Manager (for leadership and escalations)
2. Sales Excellence team members (for analysis and development and execution of strategies and plans).
3. Segment Lead
4. Segment Sales Leads, Specialist Leads Partner Leads and Industry Unit Leads (if applicable) (for communications and landing of sales processes, systems and tools discipline)
5. Finance (for all processes and data related to budgeting, Cost of Sales (CoS), compensation management and forecasting)
6. DMO (for determining data needs)
7. BMO (for determining fiscal year Sales Priorities and investment requirements)
What type of external communication/business relationships does this position have with vendors, partners, press and etc.?
Potentially external communication and business relationships with vendors who provide support on program planning and implementation, data analysis, and other supporting functions. May also have external communication with customers and partners.
What key stakeholders (roles, departments, and business functions) does this role rely on to achieve its goals? What key stakeholders does this role impact?
The Sales Excellence Program Manager role relies on and impacts all of the roles listed above to achieve its goals and objectives. These roles also rely on the Sales Excellence Program Manager role to achieve their goals and objectives.
Qualification
5-8 years of related experience
Bachelor’s Degree required,MBA/Master’s Degree is a plus
The company is an equal opportunity employer and supports workforce diversity.
The Sales Excellence Program Manager role adds value to the company by designing, driving and measuring the success of specific Sales Excellence programs of significant strategy and operational impact, designed to change sales and operational behavior, drive cross-group collaboration, and land priorities with partners and customers.
Success is measured by:
Meeting or exceeding corporate and subsidiary standards for specific programmatic initiatives determined as a priority by the Sales Excellence Manager, driving metrics managed by the Sales Excellence Operations Manager, with support on specific analyses from the Sales Excellence Business Analyst(s).
How does the Sales Excellence Program Manager role add value?
The Sales Excellence Program Manager role adds value by driving specific programmatic initiatives most relevant to the business, as determined by the Sales Excellence Manager and with guidance from the Sales Excellence Operations Manager. Examples of programmatic initiatives may include, but are not limited to:
Driving successful segmentation from design to execution to measurement of success.
Driving Segment-Services integration, including engaging partners and customers as needed to identify root causes and land improvements.
Drive CPE changes based on design of a programmatic approach to resolving CPE issues identified via customer surveys.
Land World Class Selling (WCS) capabilities and behaviours, i.e., a special focus on WCS skills as it relates to execution on process and tools.
Drive optimization in tools utilization, including leading an effort around a new tools launch, testing and adoption - e.g., Forecasting, Account Planning outsourcing.
Programmatically identify root causes for underperformance, leveraging a six sigma analytical approach where applicable.
Launch new investments in BIF (if applicable) that drive Sales Excellence priorities, including designing appropriate ROI measurement and processes to ensure adequate deal review.
How is the Sales Excellence Program Manager role unique from other roles?
The Sales Excellence Program Manager role is unique in its:
1. Ability to identify root causes of problems with sales revenue, processes and tools
2. Ability to formulate a strategy to address root causes of problems or seize new opportunities
3. Ability to create and execute a program to pilot, revise and implement the strategy
4. Ability to engage with sales leads, partners and customers in a consultative manner
5. Ability to frame analyses to support a strategic supposition - analyses that a Sales Excellence Business Analyst can execute on.
6. Cross-group collaboration with other Segments, executive leads, and their representatives.
7. Ability to manage competing views and resolve into an agreed strategy.
What are the key initiatives and challenges facing the Sales Excellence Program Manager role over the next 6 months to 3 years?
The key initiatives and challenges facing the Sales Excellence Program Manager role are:
1. Land segmentation and drive productivity gains from segmentation
2. Drive cross-group collaboration and integration (EPG-CS-PS-Servivces-SMS&P)
3. Drive Wolrd Class Selling skills that enable solution selling and platform optimization selling
4. Drive revenue allocations project execution
5. Help optimize outsourcing around process and tools
6. Drive role elevation and skills building
Summary of Role in Microsoft’s Business Processes
1.Results
What business results is this role accountable for?
The Sales Excellence Program Manager role is responsible for landing success related to specific strategic or operational programs relevant to the WW Segment Sales Model, as prioritized by Sales Excellence Manager.
How does the Sales Excellence Program Manager role drive toward these results?
The Sales Excellence Program Manager role drives towards these results by:
Defining a discrete scope of work that addresses specific pain points or opportunities in the subsidiary execution of the WW Segement Sales Excellence initiatives
Defining a framework for effectively engaging other resources to contribute analyses, cross-group insight and executive review
Driving cross-group decisions and assessing the impact of decisions
Communicating status of implementation, best practices and suggested improvements to Sales Excellence Managers and other executives as appropriate.
2.Position Scope
The Sales Excellence Program Manager role affects the company at the Segment sales organization level within a specified region or subsidiary. The Sales Excellence Program Manager role lands and measures programmatic engagements related to Sales Excellence priorities, leveraging cross-sector and cross-segment strategy, processes, systems, tools, organizational issues, financial, communications, and customer and partner insight on sales activities.
The Sales Excellence teams are considered to be the change leaders, providing business management expertise and driving sales productivity. This team functions as the execution engine in the field, which means they touch all levels of people and groups throughout the business. This role provides the Segment project vision, planning and leadership needed to execute top Sales Excellence project priorities.
3.Decision-Making
The key decisions made by the Sales Excellence Program Manager role are:
Understanding the best way to implement strategic and operational priorities in a way that ensures programmatic success
Identifying the right resources to leverage during design, planning and execution on key Sales Excellence programmatic priorities
Engaging with customers and partners where needed, as well as internal leads, to ensure optimal requirements and deliver maximum effectiveness
Delivering results on key Sales Excellence initiatives that are measurable and drive best practices and improvements through the subsidiary
4.Strategy and Development
The Sales Excellence Program Manager role executes and measures strategies developed by Segment and Sales Excellence leadership. This role is also required to incorporate results into subsidiary Sales Excellence planning to drive improvements in current and future years.
5.Communication/ Business Relationships
What other internal communication/business relationships does this role have with management, direct reports, peers and positions outside immediate work group? What is the purpose/type of communication: data collection, negotiation, status reports, etc.?
The Sales Excellence Program Manager role works with the following internal resources:
1. Sales Excellence Manager (for leadership and escalations)
2. Sales Excellence team members (for analysis and development and execution of strategies and plans).
3. Segment Lead
4. Segment Sales Leads, Specialist Leads Partner Leads and Industry Unit Leads (if applicable) (for communications and landing of sales processes, systems and tools discipline)
5. Finance (for all processes and data related to budgeting, Cost of Sales (CoS), compensation management and forecasting)
6. DMO (for determining data needs)
7. BMO (for determining fiscal year Sales Priorities and investment requirements)
What type of external communication/business relationships does this position have with vendors, partners, press and etc.?
Potentially external communication and business relationships with vendors who provide support on program planning and implementation, data analysis, and other supporting functions. May also have external communication with customers and partners.
What key stakeholders (roles, departments, and business functions) does this role rely on to achieve its goals? What key stakeholders does this role impact?
The Sales Excellence Program Manager role relies on and impacts all of the roles listed above to achieve its goals and objectives. These roles also rely on the Sales Excellence Program Manager role to achieve their goals and objectives.
Qualification
5-8 years of related experience
Bachelor’s Degree required,MBA/Master’s Degree is a plus
The company is an equal opportunity employer and supports workforce diversity.
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