Small Medium Enterprises and Channel (SME&C) is part of Microsoft Customer and Partner Solutions (MCAPS), focused on 400M small and medium enterprise customers. SME&C serves these customers through digital sales managed accounts, field specialist teams, demand response motions, and a broad partner network. The mission of Global Sales Enablement & Operations (GS&O) within SME&C is to accelerate our customers’ AI transformation and growth by delivering excellence in global go-to-market (GTM) strategy & execution, driving customer success, fostering exceptional execution at scale, and transforming SME&C into the world’s leading AI frontier salesforce.
As the Americas Sales Excellence Leader, you will be a strategic partner to the SME&C Americas Sales Leadership Team and other key business stakeholders. Your core responsibilities will be to drive sales execution, pipeline creation, and accelerate solution area growth and customer value realization. You will cross-collaborate with other roles to forward-looking performance recommendations. We are looking for an outcome-driven Sales Excellence (SE) Leader to support the SME&C segment's current and forward-looking business goals. You will drive a predictable Rhythm of Business (ROB) with cross-functional teams to ensure quality four-quarter (4Q) rolling business outcomes. You will work with Segment and Sales leaders to instill sales process discipline on pipeline health management, guide Sales Leaders on Microsoft sales methodologies, and collaborate across roles and segments to proactively seek resolution to manage change within your segment.
Responsibilities
Business Partnership and Support
Empowers team to orchestrate Territory Planning and drive the activation of sponsorship within segment leaders. Coaches managers and sellers on Territory Planning fundamentals, habits, and plan quality, including security practices to enhance plan resilience. Leads team and defines the process of reinforcement and review of quality plans across the organization.
Guides sales leadership on sales strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture) as a trusted advisor. Defines accountabilities and operationalizes the prioritized sales plays and industry solutions. Leads efforts to generate new business and accelerate the closing of existing opportunities.
Empowers team to guide segment leads and partners on segment strategy for fiscal year planning, inclusive of segmentation, territory design, seller assignment, and quota setting. Defines and aligns the process of sharing feedback, consulting with Business and Sales Operations (BSO), and reviewing quota and revenue excellence (e.g., customer revenue allocation [CRA], international clearing program [ICP]) decisions as needed.
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Empowers team to define and drive a predictable rhythm of business (RoB). Leads end-to-end RoB activities to enforce great discipline and ensure quality outcome delivery. Provides in-depth business insights and recommendations to effect positive changes. Leads and coordinates efforts to streamline and improve the RoB cadence within the supported segment and/or across all segments.
Coaches team to serve and be recognized as a trusted advisor to the business' sales leadership with regard to sales strategy, execution and risks/opportunities. Facilitates sales growth by preparing and leading pipeline reviews (inclusive of top-of-funnel through consumption milestones), partner co-sell motions, top deal reviews and account, territory and/or business planning. Drives the analysis of the pipeline at scale, guiding team to generate business insights and a security-first approach to advise and/or partner with the sales leadership team on long-term sales/ organizational/partner strategies. Drives efforts to integrate strategy components (e.g., programs), and cascade, align, and execute strategic programs or initiatives across the organization.
Driving Sales Process Discipline
Establishes strategies to lead team on innovations in analytics. Promotes the process to share data-based best practices. Guides team to develop and capitalize reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.
Empowers team to convey the value of the tools and drive the 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. Shares subject matter expertise on the tools with team, sales executives, and/or partners. Oversees, consolidates, and leverages input from the supported area.
Empowers team to instill sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales leaders. Drives consistency and excellence in the sales process across segments/regions. Develops best practices, fosters collaboration, and provides thought leadership across the organization.
People Management
Managers deliver success through empowerment and accountability by modeling, coaching, and caring. Model: Live our culture. Embody our values. Practice our leadership principles. Coach: Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn. Care: Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others.
Sales Coaching for Growth and Transformation
Leads team to intake and lead change management processes for adopting sales-driven plans, initiatives, and programs to create new habits (e.g., adopting use of artificial intelligence tools) among sales teams or partners. Empowers team to partner with customer solution areas (CSAs) to drive awareness and clarity of Corporate or regional programs.
Coaches and builds relationships with sales executives on executing key priorities. Identifies where coaching may be needed based on data-driven insights. Influences sales executives to become more effective coaches to their teams. Guides and challenges sales leaders to achieve increased individual and team capability, employee productivity, and sales team orchestration.
Empowers team to drive optimization and improvement in sales team processes and capabilities across the organization by assessing and anticipating customer/partner needs, and guiding team on methodologies to transform seller capabilities, sales processes, and/or partner engagement processes, providing resources and sponsorship. Models and influences transformation to a coaching culture.
Empowers the partnership with the business to remove sales roadblocks, drive utilizations of investment, increase customer/partner-facing time, and enhance seller/partner capability and effectiveness. Strengthens team's expertise to help them shepherd sales leaders' strategies to anticipate and mitigate risks. Directs proactive identification of security vulnerabilities in risk assessments, anticipating and removing blockers to drive implementation of mitigation strategies. Enables team to identify and develop actions based on trends on sales challenges or blockers.
Qualifications
Required/minimum qualifications
Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 10+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience.
5+ years experience using data to drive business outcomes or inform business decisions.
7+ years experience managing relationships with stakeholders, clients, and/or customers.
3+ years people management experience.
Additional or preferred qualifications
Experience leading large, geographically dispersed teams in a sales, sales strategy, sales excellence, business operations, or finance organization supporting commercial revenue motions.
Demonstrated ability to interpret complex business data, synthesize insights, and influence decisions through clear recommendations and executive communications.
Experience driving large-scale business rhythms, operational excellence programs, or sales governance frameworks across matrixed organizations.
Experience operating in high-growth, fast-paced commercial businesses that require balancing standardization, scale, and agility.
Background in sales, sales leadership, business management, or finance roles aligned to commercial sales organizations.
Experience with pipeline management, forecasting, territory planning, and sales process optimization.
Experience supporting organizations serving large customer segments at scale, including small medium business (SMB) or volume sales businesses.
Sales Excellence M6 - The typical base pay range for this role across the U.S. is USD $155,800 - $277,200 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 $202,400 - $303,600 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
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.
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