Are you energized by turning go-to-market strategy into precise, reliable execution at global scale? Microsoft Elevate is dedicated to serving Education and Nonprofit customers, with a mission to widen the circle of opportunity by strengthening education, social impact, and workforce systems so people can thrive in the AI economy. As the Global Sales Operations Program Manager, you keep the operational engine behind that mission running - making sure revenue is attributed correctly, accounts are segmented and parented to the right coverage model, and sellers are aligned to the right customers, all year round.
This is a global, individual-contributor role with primary accountability for Revenue Excellence, Future-Year Segmentation Strategy, and In-Year Segmentation Execution across the Americas, EMEA, and Asia. You set the worldwide business rules, standards, and rhythms that govern segmentation, parenting, allocations, quota, and territory operations for Elevate - and you provide escalation, quality oversight, and direction for the Sales Operations vendor team that executes against them.
Your ability to translate strategy into disciplined execution - while protecting revenue integrity, advancing operational rigor, and delivering trustworthy performance insights - is central to helping Elevate teams realize the full value of Microsoft's solutions for Education and Nonprofit customers. You partner closely with Sales Excellence, Finance, HR, the Global Sales Operations Center (GSOC), WWIC, Corporate, and segment leaders to align business priorities with actionable insights and to drive clean, accurate, on-time outcomes worldwide.
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
Revenue Excellence (Primary)
Owns global revenue integrity for Elevate, ensuring revenue is recognized and attributed to the correct segment, account, and seller.
Drives proactive revenue sweeps and forensics to identify, correct, and prevent misattributed or at-risk revenue across the Education and Nonprofit segments.
Owns Manual Revenue Adjustment (MRA) governance, routing, and resolution, ensuring adjustments are accurate, well-documented, and policy-compliant.
Manages GSOC escalations and routing, serving as the global point of orchestration for complex revenue, allocation, and parenting cases.
Oversees allocation and dispute resolution, including escalations and stakeholder communications, to protect seller trust and reporting accuracy.
Establishes the controls, audits, and cadences that sustain revenue accuracy and operational compliance throughout the fiscal year.
Determines quota shift calculations for segmentation and parenting changes in partnership with GSOC, ensuring downstream quota and coverage impacts are understood and planned.
Future-Year Segmentation Strategy (Primary)
Owns the fiscal-year segmentation strategy for Elevate, translating business priorities and company policy into a coherent, executable coverage model.
Defines the future-year segmentation and parenting strategy in alignment with leadership team (LT) priorities, business goals, and company policy.
Drives LT communication and alignment on segmentation strategy, trade-offs, risks, and recommendations.
Owns and implements the in-year parenting change process end to end — capturing proposed changes from sellers; reviewing, validating, and approving proposals; proposing, validating, and approving cross-org parenting changes between MCAPS and Elevate in partnership with MCAPS and Area BSO teams; and partnering with DMS to leverage their tools and resources for proactive parenting recommendations and data quality clean-up Partners with the broader Business Sales Operations (BSO) and planning community to land segmentation as part of the integrated FY planning process (segmentation, territory, quota, account planning, and blueprint).
Assesses the downstream quota, blueprint, and coverage impacts of proposed segmentation changes so they are understood.
In-Year Segmentation & Parenting Execution (Primary)
Governs the global in-year segmentation and parenting process - an ongoing, year-round motion - setting standards and overseeing vendor execution to clean closure.
Owns alignment to the global business rules, quality bar, and SLAs for in-year segmentation and parenting requests across the Americas, EMEA, and Asia. Reviews and confirms GSOC-calculated quota shifts for in-year segmentation and parenting changes, safeguarding accurate movement of quota and attainment with each account
Tracks in-year requests that fall outside current policy and therefore cannot be executed in-year, ensuring they are validated, documented, and carried forward for execution during the fiscal planning process.
Holds approval and decision authority on segmentation and parenting outcomes, with vendor partners preparing and driving requests to submission readiness.
Ensures accurate, timely segmentation and parenting so revenue is attributed to the right segment, sellers are aligned to the right accounts, and customers are served by the right coverage model.
Drives global consistency in business-rules interpretation, reporting standards, and communication across all regions.
Employee Assignment & Territory Management
Owns employee assignment business rules and SPM (Sales Performance Management) configuration for Elevate.
Drives proactive audits, including the plan participation report (in partnership with WWIC), territory assignments, and seller taxonomy.
Leads territory design, ATU Group setup in SPM, and Sales Group Hierarchy setup.
Delivers analytics and balancing of territories against blueprint to ensure equitable, well-structured coverage.
Vendor Team Leadership & Oversight
Provides escalation, quality oversight, and direction for the Sales Operations vendor team executing in-year allocations, parenting, employee data management, quota submission/tracking, revenue sweeps, SMB sweeps, and analytics.
Sets standards, prioritization, and quality controls; reviews vendor output and resolves complex, high-impact, or disputed cases.
Partners with the regional vendor leads (Americas, International, SMB, and Analytics & Operations) to ensure global alignment, consistency, and shared best practices.
Coaches and uplifts vendor capability, embedding continuous-improvement practices across intake, execution, reporting, and communication.
Insights, Reporting & Continuous Improvement
Delivers trustworthy program reporting and analytics on pipeline health, revenue trends, segmentation/parenting status, and operational risk.
Supports weekly and monthly Rhythm of Business (RoB) and In-Application Reporting (IAR) data views for leadership.
Proactively identifies and implements process improvements across intake, execution, reporting, and communication.
Champions adoption of tools and capabilities (e.g., Copilot, Power BI, SPM, Excel, SharePoint) to drive efficiency and data quality.
Stakeholder Engagement & Orchestration
Partners with Sales Excellence, Finance, HR, GSOC, WWIC, Corporate, and segment leaders to align priorities and execution.
Owns a consistent communication cadence of clear, business-ready updates on status, actions, risks, and decisions needed across regions.
Acts as the connective tissue between strategy and field execution, ensuring sellers and leaders can rely on accurate operations.
Other
Embody our culture and values.
Provide ad hoc sales, market, and business analysis or strategy as required.
Qualifications
Required/minimum qualifications
- Bachelor's Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences, or related field AND 8+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field
- OR equivalent experience.
Additional or preferred qualifications
- Master's Degree in Business Administration, Organizational Design, or related field, or related field.
- OR Bachelor's Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences, or related field AND 10+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field.
- Experience operating across multiple regions and time zones (Americas, EMEA, Asia) and driving global consistency.
- Hands-on proficiency with sales operations tooling and data, including SPM / MINT Studio, Power BI, Excel, SharePoint, and Copilot.
- Demonstrated experience in segmentation / parenting, account and territory data, quota operations, and revenue excellence.
- Experience providing oversight to, or coordinating delivery through, a vendor or extended team.
#CELA
Sales Operations IC5 - The typical base pay range for this role across the U.S. is USD $116,900 - $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 $148,400 - $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.
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