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 GTM strategy & execution, driving customer success, fostering exceptional execution at scale, and transforming SME&C into the world’s leading AI frontier salesforce.
As Senior Sales Excellence Manager covering Cloud & AI Platforms solution area (Azure) you will be a strategic partner to Cloud & AI sales leadership in the Americas Operating Unit. Your core responsibilities will be to drive sales execution rigor, pipeline health, and business insights to accelerate solution area growth and customer value realization. This opportunity will allow you to:
- Drive business growth and gain exposure to high-impact Cloud & AI Platforms business rhythms.
- Develop deep business acumen in cloud infrastructure, AI services, and consumption forecasting.
- Deliver data-driven storytelling and strategic orchestration.
You will be part of the Americas Sales Excellence organization in GS&O. Key to the role is your ability to drive actionable outcomes, guide and optimize the Cloud and AI sales process, and influence segment and sales leaders to deliver business outcomes. You will collaborate across multiple stakeholders to deliver forward-looking performance recommendations and drive a predictable Rhythm of Business (ROB) with cross-functional teams to ensure quality four-quarter (4Q) rolling business outcomes. You will instill sales process discipline on pipeline health management, guide Sales Leaders on Microsoft sales methodologies (MCEM), and proactively manage change across the Cloud and AI Platforms business.
Microsoft Culture Statement
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
Primary Responsibilities
Applicable to Cloud and AI Platforms Sales Excellence Manager in SME&C:
Pipeline Health and Management – Drive execution of predictable Cloud and AI revenue and consumption growth by segment and solution area, aligned with Microsoft sales methodology standards.
Sales Execution – Guide consistent Cloud and AI sales excellence discipline, governance, and partner insights.
Sales Execution Transformation – Implement evolving Microsoft Cloud and AI sales strategies, processes, and objectives to drive sustainable growth and improved performance.
Planning Engagement – Partner with Cloud and AI segment leads, Finance, Business and Sales Operations (BSO/SOPM) on fiscal year planning workstreams requiring sales excellence support.
Consumption Forecasting & Milestone Management – Lead Cloud and AI consumption forecasting, milestone tracking, and pipeline hygiene to ensure timely execution and unblock revenue realization.
Insights & Reporting – Deliver data-driven insights and performance narratives to Cloud and AI leadership, enabling informed decision-making and strategic prioritization.
Other Embody our culture and values
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.
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:
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.
Microsoft Mountain View, California, USA Office
1065 La Avenida, Mountain View, CA 94043, Mountain View, United States, 94043
Microsoft Palo Alto, California, USA Office
Palo Alto, United States
Microsoft San Francisco, California, USA Office
835 Market Street, Suite 700, San Francisco, CA 94103, San Francisco, United States, 94103
Microsoft San Jose, California, USA Office
San Jose, United States
Microsoft Sunnyvale, California, USA Office
Sunnyvale, United States
Similar Jobs
What you need to know about the San Francisco Tech Scene
Key Facts About San Francisco Tech
- Number of Tech Workers: 365,500; 13.9% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Google, Apple, Salesforce, Meta
- Key Industries: Artificial intelligence, cloud computing, fintech, consumer technology, software
- Funding Landscape: $50.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Sequoia Capital, Andreessen Horowitz, Bessemer Venture Partners, Greylock Partners, Khosla Ventures, Kleiner Perkins
- Research Centers and Universities: Stanford University; University of California, Berkeley; University of San Francisco; Santa Clara University; Ames Research Center; Center for AI Safety; California Institute for Regenerative Medicine
