Sales Operations Program Manager

Job description

**Overview** The Sales Operations Manager (SOPM) will lead and modernize core Sales Operations planning and execution across the assigned Region or Area, ensuring on-time, on-strategy delivery of segmentation, territory planning, quota, employee data management, Blueprint, non-financial metrics, and FY planning deliverables. The role is accountable for translating MCAPS strategy into disciplined execution, enabling business leaders with actionable insights, and driving operational excellence through standardized tools, governance, automation, and AI-enabled ways of working. The role partners closely with Regional, Area, and Sub leadership, SE&O leaders, Segment Leads, Sales Excellence, Finance, HR, Marketing, Transformation, AI Transformation, Core E&O stakeholders, and Global Sales Operations to simplify processes, improve decision quality, and scale consistent operating practices across Asia. **Responsibilities** #### 1. Lead Sales Operations Planning and In-Year Management - Lead end-to-end planning and execution of segmentation, territory, quota, employee data, Blueprint, non-financial metrics, and FY planning milestones. - Ensure planning deliverables are completed on time, aligned to MCAPS guidance, and executed with strong governance across all key milestones. - Manage planning timelines, resource alignment, FastStart execution, and communication rhythms to reinforce accountability and execution discipline. - Partner with Corporate Transformation, Finance, Sales Excellence, HR, Segment leaders, and local leadership to identify risks, address execution gaps, and ensure alignment to business priorities #### 2. Drive Quota, Territory, Segmentation, and Resource Planning Excellence - Drive accurate quota setting and quota distribution across financial and non-financial metrics, reinforcing seller focus, accountability, and alignment to growth priorities. - Modernize resource planning by shifting from reactive to proactive, data-driven decisions that improve coverage accuracy and business alignment. - Lead quota modernization through automation, machine learning adoption, input fidelity, proactive scrub checks, and reduced change windows. - Manage resource allocation, Blueprint, and Employee Data Management in partnership with HR, Finance, Segments, and Area leaders, including governance of in-year changes. #### 3. Accelerate Business Performance with Insights - Deliver timely, actionable insights that support Area/OU Leader Rhythm of Business discussions, strategic decision-making, and planning execution. - Use standardized reporting, MSXi, AI-enabled analytics, and local business context to identify trends, surface risks early, and drive accountability through leadership action plans. - Improve performance visibility through consistent adoption of enterprise reporting and a single source of truth across Region and Area forums - Translate data into practical recommendations that improve quota attainment, territory coverage, planning quality, execution consistency, and resource alignment. #### 4. Modernize Sales Operations through AI, Automation, and Tool Simplification - Identify and automate repetitive workflows across Sales Operations planning and execution processes. - Partner with AI Transformation, RevOps, GSOC, and relevant governance teams to integrate scalable AI agents and capabilities into priority workflows. - Support tool simplification by adopting standard toolsets, reducing redundant manual work, and retiring local reports or tools where appropriate. - Drive adoption of MCAPS Help, GSOC services, MSXi reporting, and standardized processes to improve efficiency, scalability, quality, and operational consistency. #### 5. Strengthen Governance, Stakeholder Partnership, and Execution Rhythm - Establish and maintain disciplined planning rhythms, leadership RoBs, operating cadences, and cross-functional governance forums. - Serve as a trusted partner to Regional, Area, and Sub leadership by connecting strategy to execution and escalating risks with data-driven recommendations. - Capture field feedback, represent Area and Region voice in global processes, and contribute to continuous improvement of tools, reporting, and sales operations services. - Embed security, compliance, and quality standards into planning and execution processes. **Qualifications** ### Key Outcomes / Measures of Success - On-time and on-strategy delivery of segmentation, territory planning, quota, employee data, Blueprint, non-financial metrics, and FY planning deliverables. - Completion of FastStart accountabilities and improved readiness for Q1 execution. - Improved coverage accuracy, quota predictability, and alignment of resources to growth priorities. - Increased adoption and usage of standardized MSXi reporting, IAP for Managers, MCAPS Help, GSOC services, and AI-powered tools. - Measurable reduction in manual work through AI and automation, with demonstrated efficiency gains in planning and operational processes. - Timely business insights that support leader RoBs, improve decision quality, and drive accountability for execution. - Positive stakeholder and employee signals reflecting stronger role clarity, operational effectiveness, and business partnership. ### Required Skills and Capabilities - Strong understanding of sales operations, business planning, segmentation, territory management, quota management, Blueprint, employee data, and revenue excellence processes. - Ability to translate business strategy into clear execution plans, governance rhythms, and operational outcomes. - Strong analytical capability with experience using standard reporting, MSXi, BI tools, and data-driven insights to support leadership decisions. - Proven stakeholder management skills across senior leaders, Finance, HR, Sales Excellence, Segment teams, Core E&O, Transformation, and global operations teams. - Ability to drive simplification, standardization, automation, and adoption of scalable operating models. - Strong communication skills, including the ability to simplify complex operational topics and influence cross-functional partners. - Growth mindset, inclusive leadership behaviors, learning agility, and comfort operating in a fast-changing, matrixed environment. ### Preferred Experience - Experience in Sales Operations, Business Operations, Sales Excellence, Strategy & Operations, or similar roles supporting regional or area sales organizations. - Experience managing planning motions such as segmentation, territory, quota, resource planning, Blueprint, employee data, and FastStart. - Experience working with senior business leaders and cross-functional stakeholders to drive governance, planning, reporting, and performance management. - Familiarity with AI-enabled transformation, automation, standardized reporting, and operational service models such as GSOC or MCAPS Help. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. --- Microsoft is an equal opportunity employer. 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 with religious accommodations 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)