Sales Excellence Lead, Cloud and AI Platform

Small Medium Enterprises and Channel (SME&C) is part of Microsoft Customer and Partner Solutions (MCAPS), focused on 400M small and medium enterprise customers. Small Medium Enterprises and Channel 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 Small Medium Enterprises and Channel 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. 

The US Industry Sales Excellence Lead for Cloud & AI Platform (CAIP) will be part of a select Small Medium Enterprises and Channel team that helps businesses achieve their digital transformation and business goals with Microsoft solutions and partners. Whether your segment is Customer or Partner focused, key to the role is the ability to drive actionable outcomes, guide and optimize the sales process for Segment and sales leaders aligned to Cloud & AI Platform for the Americas region. You will cross-collaborate with other roles to deliver forward-looking performance recommendations of your segment. 

We are looking for an outcome-driven sales excellence expert 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. This is an individual contributor position designed for someone who operates at a highly strategic level, builds credibility with senior leaders, influences complex decisions, and brings clarity and direction in ambiguous environments. 

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.

• Pipeline Health and Management - You will support execution of predictable revenue and consumption growth by segment / solution area and aligned with Microsoft sales methodology standards. 

• Sales Execution - You will drive and guide consistent sales excellence discipline, governance and partner insights within and across Enterprise, Global Partner Solutions, and SME&C. 

• Sales Execution Transformation - You will implement evolving and new Microsoft Sales strategies, processes and objectives to drive sustainable growth and improved sales performance. 

• Planning Engagement - You will partner with segment leads, Finance, Business and Sales Operations (BSO/SOPM) on fiscal year planning workstreams requiring sales excellence support. 

Additional or preferred qualifications

• Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 8+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience.
• 3+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.