Americas Sales Excellence Leader- Small Medium Enterprises & Channel

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.

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.
• 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 proce