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Overview

The Sales Enablement & Operations (SE&O) team plays an essential role in translating Microsoft’s Commercial Strategy to a local execution plan and driving operational excellence to achieve the greatest results possible. Our team drives cross-Region, cross-Area and cross-Subsidiary insight and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale.

As **Senior Sales Excellence Manager for Vendor Digital Sales** in the Small, Medium Business (SMB) space you play a strategic role than enables and drives consistent sales excellence practices to achieve cloud transformation and growth objectives. As trusted advisor to the Vendor Digital Sales (VDS) SMB leadership team, the focus of the role is to be a driver of sales discipline and execution excellence, as well as a sales coach, accelerating business growth by translating insights into actions. The successful candidate will gain an understanding of the SMB Vendor Digital Sales operating model, digital culture, and be part of a dynamic, fast-paced and quickly evolving customer success organization. This role will work with leaders, managers and individual contributiors across the SMB segment, Sales Excellence & Operations, Finance, Business Programs, Strategy and other key corporate stakeholders.

You will be part of SME&C (Small, Medium and Corporate) Team that helps businesses achieve their digital transformation and business goals with Microsoft solutions and partners. Whether your segment is Customer or Partner focused, key to the role is the ability to drive actionable outcomes, guide and optimize the sales process Segment and sales leaders. You will cross-collaborate with other roles to forward-looking performance recommendations of your segment.

We are looking for an outcome-driven Sales Excellence (SE) Manager to support the SMB segment's current and forward-looking business goals. You will drive a predictable Rhythm of Business (ROB) with cross-functional teams to ensure quality five-quarter (5Q) rolling business outcomes. You will work with Segment and Sales leaders to instill sales process discipline on pipeline health management, coach Sales Leaders on Microsoft sales methodologies, and collaborate across roles and segments as a coach and trusted advisor.

As part of Microsoft’s AI transformation journey, you will also play a key role in identifying and scaling opportunities to embed AI-driven insights and automation into sales processes, enabling more predictive, data-informed decision-making and operational efficiency across the business.

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

+ **Business Partnership and Support** - Maintains and/or defines a predictable rhythm of the connection (RoC) in collaboration with peers and/or leadership. Contributes to RoC activities to enforce great discipline and ensure quality outcome delivery. Provides business insights and recommendations to effect positive changes. Identifies opportunities to streamline and improve the RoC cadence within the supported segment/region. Advises and contributes to sales teams on sales motions/strategies for opportunity management (e.g., expansion, retention). Contributes to operationalizing prioritized sales plays and industry solutions. Identifies opportunities to generate new business and accelerate the closing of existing opportunities. Advises segment leads or partners, or collaborates with peers to develop segment strategy for segmentation, territory planning, and quota setting. Shares feedback on proposed segmentation changes based on local business knowledge. Aligns with Business and Sales Operations (BSO) on quota distribution strategy and timeline for the Area. Leverages segment knowledge to provide input on judgment/adjustments prior to quota decisions. Participates in sales leader and manager briefings to share quotas and rationale where needed.

+ **Sales Execution** – You will orchestrate a coordinated MCEM rhythm of business that aligns segments, solution areas, and roles with key partners for seamless execution and accountability and equip sales managers to operationalize core sales principles and strategy guiding quarterly activations around pipeline, top of funnel, and usage, while harnessing using SMB Analytical Framework, Microsoft Sales Experience Insight (MSXI) 2.0, Microsoft Customer Engagement Methodology (MCEM) methodology.

+ **Sales Execution Transformation** – You will support the landing of emerging updates sales strategies, processes, and objectives to drive sustainable growth and improved sales performance and drive efficiencies. 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. 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, employee satisfaction, and collaborative selling efforts. May contribute to coaching on large deal pursuit.

+ **Driving Sales Process Discipline** - Instills sales process discipline, adherence to standards and excellence in execution, or pipeline health. 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. Contributes to analytics on key revenue drivers (e.g. by channel, by product/workload, by geo). 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

+ **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.

+ **Agile Planning –** You will ssupport execution of always on planning activities in partnership with segment, accounts and operational leadership, driving account planning, with enhanced SEL guidance and enabled motion.

Qualifications

Required/minimum qualifications

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

+ 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.

Additional or preferred qualifications

+ Expertise with data management, BI, preferred Power BI, Analytics tools.

+ 3+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.

Sales Excellence IC4 - The typical base pay range for this role across the U.S. is USD $106,400 - $203,600 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 $137,600 - $222,600 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. (https://careers.microsoft.com/v2/global/en/accessibility.html)