Sales Excellence Manager

The Northeast Enterprise Operating Unit (OU) emphasizes teamwork and collaboration and encourages everyone to bring their unique skills and perspectives. Our culture is customer-focused, innovative, and creative, always welcoming new ideas and thought leadership. We pride ourselves on being committed yet supportive, inclusive and diverse, authentic and transparent, and emphasized by grit and perseverance. This vibrant and driven environment fosters a positive and engaging work atmosphere committed to both internal and external success. 

We are looking for an outcome-driven Sales Excellence Manager (SE) to join our team in the Northeast Enterprise operating unit (OU). This role specifically will focus on Modern Work and Security.  

The role requires working East Coast hours, is 100% remote, and can be located anywhere within the Eastern or Central time zones. 

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. 

• Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality. Contributes to reinforcement and review of quality plans within the segment/region. 

• Advises and contributes to sales teams on sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture). Contributes to operationalizing prioritized sales plays and industry solutions. Identifies opportunities to generate new business and accelerate the closing of existing opportunities. 

• Drives sales growth through account or business planning. Analyzes the outlook and leverages business insights to benchmark performance and make suggestions on current and future actions based on key drivers, opportunities, and/or risks. Supports the integration, alignment, and/or execution on the defined actions within the segment/region. 

Driving Sales Process Discipline 

• Instills sales process discipline, adherence to standards and excellence in execution, or pipeline health. 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, 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. 

Sales Coaching for Growth and Transformation 

• Improves awareness and clarity of programs among sales teams and managers. Intakes and contributes to adopting plans to create new habits among sales teams or partners. 

• Partners with Americas Sales Enablement and Operations teams to remove sales roadblocks, drive utilizations of investment, increase customer/partner-facing time, and enhance seller/partner capability and effectiveness. Provides input to sales teams to anticipate and mitigate risks. Captures and integrates feedback on sales challenges or blockers. Communicates feedback to relevant teams through the appropriate channel. 

• 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. 

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. 

We are looking for a team player who is analytical, curious, and well-organized. The proficient candidate will have experience in project management, financial analysis, sales process and pipeline management, and change management. Keen problem solving and clear communication skills are essential, as you will be working across a broad range of stakeholders and closely with our sales team to drive growth and optimize processes. If you are passionate about making a difference and thrive in a collaborative environment, we would love to hear from you. 

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 

• Bachelor's Degree in a related field.  

• Project / Change Management Experience  

• 4+ 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 $103,800 - $200,300 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 $133,700 - $219,200 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

Microsoft will accept applications for the role until March 31, 2025. 

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.  We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. 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.