Delivery Partner Program Manager - Small, Medium Business

at Microsoft Corporation in Chicago, Illinois, United States

Job Description

Microsoft Advertising (MSA) empowers the largest advertisers around the world to reach their maximum potential through digital advertising solutions on the Microsoft Advertising platform. We are seeking a Delivery Partner Program Manager in the Small, Medium Business (SMB) team to drive core initiatives such as acquisition, onboarding, retention, and growth throughout our SMB advertising business. The Delivery Partner Program Manager in the Small, Medium Business plays a pivotal role in shaping and executing Microsoft Advertising’s SMB operational strategy to drive acquisition, retention, and growth of SMB advertisers at scale.

The SMB sales motions are supported by outsourced delivery partners and this position will coordinate a cross-functional team to ensure quality outcome delivery from the vendor teams. This role will drive alignment on core metrics to evaluate performance and define and maintain the predictable rhythm of connection to drive accountability and continuous improvement. The Delivery Partner PM will drive change management efforts to optimize sales processes and capabilities. They will manage feedback mechanisms to identify and address sales blockers and inform sales plans and execution. They will drive the selection and onboarding of new delivery partners as needed.

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.

In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

By applying to this U.S. based position, while remote work is possible, relocation does not apply/is not provided for the role.

Responsibilities

Sales Operations is dedicated to enhancing executive capacity and serving as a strategic advocate for the segment (as the Chief Operating Officer/extension for the segment leadership). It ensures a consistent and high-quality Rhythm of Business (RoB) with cross-functional teams, enforces sales process discipline, and drives execution excellence. The role involves coaching sales teams, fostering new habits, and aligning business priorities, while also collaborating on segment strategies, territory planning, and change management initiatives. It advocates for rigorous system and tool usage, generates business insights for strategy development, and addresses sales challenges proactively.

Business Partnership and Support

+ Drives sales growth through account or business planning. Analyzes the outlook and leverages business insights to benchmark performance and make suggestions on current and future actions based on key drivers, opportunities, and/or risks. Supports the integration, alignment, and/or execution on the defined actions within the Delivery Partner supported motions.

+ Partners closely with partners on Delivery Partner fiscal planning. Advises segment leads or partners to develop segment strategy for segmentation, territory planning. Contributes to reinforcement and review of quality plans within the segment/region.

+ Defines and maintains an effective and predictable rhythm of the connection (RoC) with Delivery Partner in collaboration with peers and leadership. Ensures coordination across MSA functions and leverages RoB to drive quality outcome delivery. Feeds Delivery Partner metrics into existing MSA RoB and communications in partnership with Business Manager. Identifies opportunities to streamline and improve the RoB cadence within SMB.

+ Activates evolution of Delivery Partner Operating model across MSA and ensures accountabilities are delivered across enablement teams. Provides business insights and recommendations to effect positive changes.

+ Advises and contributes to sales teams on sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture). Contributes to operationalizing prioritized sales plays and industry solutions. Identifies opportunities to generate new business and accelerate the closing of existing opportunities.

Sales Coaching for Growth and Transformation

+ Coaches and builds relationships with sales team on executing key priorities. Engages sales team to become more effective coaches to their sellers. Helps sales team achieve increased individual and team capability, and collaborative selling efforts.

+ Drive consistency & best practice sharing for Cross Service motion activations. Intakes and contributes to adopting plans to create new habits among sales teams or partners.

+ Contributes to optimizing sales team processes and capabilities within the supported segment. Assesses customer/partner needs and applies methodologies and resources to transform seller capabilities, sales processes, and/or partner engagement processes.

+ Partners with Sales Leads and Operations partners to remove sales roadblocks, drive utilizations of investment, increase customer/partner-facing time, and enhance seller/partner capability and effectiveness. Provides input to sales teams to anticipate and mitigate risks. Captures and integrates feedback from the Delivery Partner on sales challenges or blockers. Communicates feedback to relevant teams through the appropriate channels.

Driving Sales Process Discipline

+ Contributes to analytics on key revenue drivers (e.g. by channel, by product, by geography). Integrates findings from data analysis. Leverages reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.

+ Instills sales process discipline, adherence to standards and excellence in execution with our Delivery Partner. Holds sales managers accountable for account plan quality and completeness. Helps ensure consistency and excellence in the sales process within the segment/region. Shares best practices within their team.

+ Acts as a subject matter expert to advocate and support effective and rigorous usage of common and/or new processes and tools developed for the wider business to improve internal and external communications and engagements. Consolidates input from the supported area into the feedback loop. Communicates feedback to engineer/partner teams on tools.

Supporting Executive Capacity

+ Supports segment leader capacity as a senior leader. Advises on and contributes to various aspects of business management (e.g., employee engagement, resource allocation, change management, building high-performing teams) in collaboration with leadership and cross-functional teams. Represents the segment as an internal advocate and an extension of the segment leadership.

Other

+ Embody our culture and values

Qualifications

Required Qualifications :

+ 4+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field

+ 3+ years of experience using data to drive business outcomes or inform business decisions.

+ 3+ years of experience managing relationships with stakeholders, clients, and/or customers.

Preferred Qualifications:

+ Bachelor’s Degree in a related field and 6+ years experience in Advertising sales operations/management, program management, business development, marketing, consulting, or a related field

+ 4+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.

+ 4+ years working with an outsourced vendor delivery partner on sales or services contracts.

+ Experience working with search and/or display advertising technolog