Sales Excellence Specialist

As a Sales Excellence Specialist for Cloud & AI Platforms, you will play a pivotal role in driving sales excellence by enabling strategies, tools, and insights that accelerate adoption and growth of Microsoft’s Cloud and AI solutions.

In this role, you will:

• Shape Strategic Growth: Drive mid- to long-term account and business planning, guiding segment leads and partners on segmentation, territory planning, and quota setting.
• Orchestrate Business Plans: Act as the primary owner of the Account/Portfolio Partner Business Plan, activating sponsorship and alignment with segment leadership.
• Enable Sales Execution: Define and lead a predictable rhythm of connection (ROC) with peers and leaders, providing guidance on sales motions and opportunity management as a subject matter expert.
• Coach and Influence Leaders: Build strong relationships with sales leadership, coaching them to execute key priorities and optimise processes across the organisation.
• Innovate and Optimise: Identify trends, remove blockers, and lead innovations in analytics to improve revenue drivers, pipeline health, and adherence to sales standards.
• Drive Continuous Improvement: Integrate feedback to enhance tools and processes, supporting segment leaders and enabling excellence in execution.

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.

Qualifications Required/Minimum Qualifications (RQs/MQs):

• Extensive experience with active participation in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field.
• Solid experience using data to drive business outcomes or inform business decisions.
• Solid experience managing relationships with stakeholders, clients, and/or customers.

Additional or Preferred Qualifications (PQs):

• Bachelor's Degree in a related field.
• Solid experience managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.

Responsibilities:

• Sales Management Coaching & Enablement: Act as a trusted advisor to sales managers (M1–M3), embedding effective sales orchestration and coaching on account/portfolio/partner planning fundamentals. Drive reinforcement and quality reviews of plans across regions to ensure prioritisation and consistent execution.
• Business Health & Pipeline Management: Partner with leaders to improve pipeline hygiene and forecast accuracy, delivering rolling 4Q insights and reducing stalled pipeline. Embed operational excellence and sales plays for predictable, high-quality growth aligned with MCEM, IAP, and AI initiatives.
• Sales Execution & Governance: Lead adoption of MCAPS sales execution initiatives and drive consistent governance through IAP, MCEM, and weekly Rhythm of Business (RoB). Define and enforce a predictable cadence of connection (RoC) to ensure discipline, quality outcomes, and alignment with leader RoB.
• Strategic Planning & Transformation: Support agile planning across segments, accounts, and operations leaders, enabling always-on renewal and consumption planning. Guide segmentation, territory planning, and quota setting in collaboration with BSO. Drive rollout of evolving sales strategies, pipeline generation programmes, and acceleration workshops to enable sustainable growth.
• Analytics & Insights: Lead analytics on key revenue drivers and generate actionable insights to benchmark performance and inform strategy. Develop reporting capabilities to improve visibility into revenue, forecast, and pipeline health. Identify trends and blockers, integrating feedback to enhance tools and processes.
• Sales Process Discipline & Tool Adoption: Drive adherence to sales standards and excellence in execution. Promote rigorous usage of tools and processes, acting as a subject matter expert to convey value and influence improvements through feedback loops with engineering and partner teams.
• Capability Building & Coaching Culture: Optimise sales team processes and capabilities, modelling a coaching culture. Build relationships with sales leaders to execute key priorities, improve team effectiveness, and enhance collaborative selling efforts. Partner with transformation and capability leads to remove roadblocks and increase customer-facing time.
• Executive Support & Business Partnership: Support segment leader capacity as a senior advisor on business management, resource allocation, and change management. Represent the segment as an internal advocate and contribute to operating model design, planning, and tooling for scalable growth.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work:

• Industry leading healthcare
• Educational resources
• Discounts on products and services
• Savings and investments
• Maternity and paternity leave
• Generous time away
• Giving programs
• Opportunities to network and connect

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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.