Senior Sales Excellence Manager

Senior Sales Excellence Manager for Vendor Digital Sales

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 that 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 contributors 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 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

Sales Execution Transformation

Driving Sales Process Discipline

Supporting Executive Capacity

Agile Planning

Qualifications

Required / minimum qualifications

Additional or preferred qualifications

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.