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.
You will be part of a select Enterprise Sales Excellence Team that helps businesses achieve their digital transformation and business goals with Microsoft solutions and partners. 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) to support the Enterprise 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 – You will guide sales teams/leadership on sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture) as a subject matter expert. You will guide sales teams/leadership to generate new business and accelerates the closing of existing opportunities
- Pipeline Health and Management – You will empower leaders to prioritize strategic pipeline management that strengthens revenue reliability, fuels sustainable growth, and enhances forecasting accuracy and engage field teams with intention and precision to maintain high standards of pipeline hygiene and discipline
- 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 IAP, MSXI 2.0, MCEM
- Sales Execution Transformation – You will support the landing of emerging sales strategies, processes, and objectives to drive sustainable growth and improved sales performance and drive efficiencies.
- Agile Planning – You will support execution of always on planning activities in partnership with segment, accounts and operational leadership, driving account planning, with enhanced SEL guidance and enabled motionss
- Sales Coaching for Growth and Transformation – You will drive optimization and improvement in sales team processes and capabilities across the region(s). Assesses and anticipates customer needs and applies or develops methodologies and resources to transform seller capabilities, sales processes, and/or partner engagement processes. Models transformation to a coaching culture. You will Partner with GTMs and Sales Operations (BSO) to remove sales roadblocks, drive utilizations of investment, increase customer/partner-facing time, and enhance seller/partner capability and effectiveness. Shares insights and influences sales managers' strategies to anticipate and mitigate risks. Integrates feedback on sales challenges or blockers. Guides relevant teams to develop actions based on the feedback.
Qualifications
- Multiple years of experience with active participation in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field or equivalent experience
- Several years of experience using data to drive business outcomes or inform business decisions.
- Numerous years of experience managing relationships with stakeholders, clients, and/or customers
- Bachelor's Degree in a related field.
- Some years of experience in managing projects, including planning, managing timelines, and tracking progress, and/or change management experience
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
