Do you have a passion for empowering regional sales organizations to succeed? If yes, then you might be the perfect fit for Microsoft's Americas Small, Medium & Corporate (SMC) Team! Join a team that is multi-generational, diverse and customer-focused, and that strives for excellence. Learn and grow your skills with the top experts in technology, marketing and sales in a fun, dynamic sales environment. And above all, pursue your personal goals and career growth whether you want to enhance your sales and consulting skills or leverage your experience to dive into modern cloud.
The Americas (AMS) SMC team is looking for their next Business Program Manager, Strategy & Operations who will play a strategic role supporting the enablement of over 1,000 sellers, leaders, and other support teammates for the United States, Canada, and LATAM geographies. This role will specifically help support the business across two key areas:
Seller-to-seller enablement within the partner ecosystem (partner co-sell activation within our sales teams)
Seller enablement and operations across quarterly investment cycles (variable profit & loss (P&L) management, fiscal planning, and seller readiness program execution)
As a Business Program Manager, you will support Microsoft's go-to-market (GTM) strategy with our best-in-class Partner ecosystem and learn about the SMC operating model and rhythms. You will be a key player in the enablement and success of our Microsoft partners and sellers, acknowledging that they are the ones who empower our customers to achieve more. You will collaborate with the Americas Chief Operations Office (COO), our Global Partner Solution (GPS) teams, our Americas SMC sales leadership, and a diverse group of stakeholders across the Microsoft Customer and Partner Sales (MCAPS) organization. A successful candidate is a systems thinker who is highly cooperative with an innate curiosity to learn and receive feedback from others. You will have deep analytical skills- able to transform feedback and data into insights and actions. And most importantly, know how to enjoy yourself while getting the work done!
Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Responsibilities
Sales Enablement of Partner Sponsorship Program and Co-Sell Rhythms: Work closely with Global Partner Solutions (GPS) teams to:
Orchestrate Seller-to -eller collaboration:
Help manage the partner mapping framework across the Americas- enabling sellers to identify for their territory the partners who they will co-sell with and the partners who will lead the customer engagements, as well as help build across top campaigns propensity lists for partner led campaigns in partnership with the GPS team.
Operationalize Partner Sponsorship and Co-Sell readiness/enablement
Collaborate with GPS to drive consistent utilization of the program resources.
Consolidate trends, insights from sponsor meetings and identify programmatic challenges, best practices, etc.
In collaboration with GPS Channel Sales team, steward the landing and execution of co-sell programs across the Americas.
Consolidate better practices, win/loss insights, and top asks/needs to improve effectiveness of scale execution across the Americas SMC teams.
Partner Investment utilization & special projects
Collectvoice of the sellerfeedback from sponsorship meetings, seller listening sessions etc.
Operationalize the execution of collaborative pilot projects (e.g. Project Bridge, Project Stanley, any future pilots, etc.)
Manage feedback loop on Prioritized and Managed Partners:
Consolidate insights to provide as SMC feedback during Prioritized Partner Governance and MPL selection.
Sales Enablement and Operations: Support the Americas COO Organization to own and drive:
Quarterly investment cycles aligned to Quarterly Business Reviews (QBRs) and Area Empowerment motions ensuring a consolidated process, with ongoing tracking and close loop motions.
Monthly tracking and spend execution management of variable investments
Partner closely with GPS GTM/Channel teams to ensure consistent visibility and surfacing of consumption and return of investments funded by SMC during the year and bringing those insights into leadership forums.
Review end-customer investment funding (ECIF) monthly reports with AMS Leadership and Sales Enablement & Operations (SE&O) stakeholders to maximize compliant consumption of ECIF funds.
Key business point of contact for fiscal planning and landing across seller and partner organizations alongside Finance Controller and Chief of Staff.
Ensures agility in landing and activation of budgets and in-year investments across the Americas SMC segment.
Last mile landing and execution ofSeller readiness and programs activation across the Americas SMC seller teams.
Core Capabilities: Business Program Planning and Design
Performs program landscape research and analysis (e.g., internal and/or external insights) and examines business trends (e.g., customer/partner/seller feedback and expectations) to identify audience program scope. Understands overall business goals, objectives, and strategies, as well as short- and long-term business priorities. Understands and identifies current program risks, impact, and mitigation plans.
Identifies and scopes opportunities to develop new programs and improve current ones. Identifies and provides solutions to root problems (e.g., root-cause analysis), defines the program strategy, gathers program requirements, identifies resource needs, creates the project plan and targets, and works across teams to align on the plan of record. Improves operations of existing programs by applying industry methodology, defining complex program issues, assessing various scenarios, and selecting the optimal scenario to resolve issues. Drives clarity in complex program issues and strives for simplification.
Works with cross-functional (e.g., organizational, product, business) stakeholders to design compliant, complex programs from initiation to delivery with minimal coaching. Produces collateral (e.g., proposals, strategy walking decks) to incorporate stakeholder needs and ensure the business objectives are met.
Defines and tracks the success criteria and performance metrics (e.g., Objectives and Key Results [OKRs] and Key Performance Indicators [KPIs]), such as quality, adoption, usage, impact, effectiveness) for the program.
Core Capabilties: Buisness Program Excellence and Execution
Defines and executes on landing and communication plans, such as the target audience(s) and communication strategy. Leads the rhythm of business (ROB) during plan execution to ensure participants and stakeholders are communicating and responding according to the necessary cadence. Works across teams to ensure all program requirements are understood and can be met.
Evangelizes complex programs to stakeholdersto gain buy in. Leverages data and performance metrics (e.g., Objectives and Key Results [OKRs] and Key Performance Indicators [KPIs]) to demonstrate the value of the program and show business impact. Adapts communication style and storytelling strategy according to audience and business needs.
Core Capabilities: Business Pro gram Management
Contributes to or leads a portfolio of projects including the project plan, timelines, milestones, financial management, performance metrics, and/or resource needs for complex programs. Communicates the program status and risk to relevant stakeholders and holds them accountable for following the established schedule, risk mitigation plans, and processes.
Demonstrates an understanding of mapping or how systems work and impact one another. Works with and leverages other teams to ensure program processes are rigorous and executed efficiently. Develops processes around scope and scheduled changes for programs, and communicates them to stakeholders.
Business Program Evaluation and Improvement
Conducts return on investment [ROI]) analyses to examine performance to value drivers. Contributes to monthly business review (MBR) and runs rhythms regularly to identify what is working and what is not, and makes improvements accordingly.
Collects and evaluates success criteria and performance metrics (e.g., Objectives and Key Results [OKRs] and Key Performance Indicators [KPIs]), such as usage, impact, effectiveness, and customer feedback, and uses dashboards or the like to monitor complex programs and ensure all activities align with business and program objectives. Uses data analytics (e.g., scenario analyses) to derive insights and training that help identify current and future program risks and mitigation plans, as well as opportunities to streamline and optimize programs based on lessons learned.
Utilizes direction and strategy from leadership regarding business area of expertise in order to help create and execute plans that shift current priorities to new organizational initiatives and objectives, and influences others to change behavior accordingly. Defines vision and strategy for change, broad and specific impact, and the flow of communication to the organization. Ensures buy inand adoption of the new program or change by others in the organization. Develops the collateral required to enable key stakeholders and others to be onboard. Contributes to the training, reskilling, and mapping of individuals in partnership with Human Resources (HR).
Other
Qualifications
Required/Minimum Qualifications
Bachelor's Degree in Business, Operations, Finance or related field AND 4+ years work experience in program management, process management, process improvement
OR equivalent experience.
2+ years experience supporting projects/programs for a sales or partner organization.
Business Program Management IC4 - The typical base pay range for this role across the U.S. is USD $91,800 - $178,800 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 $117,900 - $195,000 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 is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .
