The Sales Excellence team plays an essential role in translating Microsoft’s Commercial Strategy to a local execution plan and driving operational excellence to achieve the greatest results possible. Our team drives cross-Region, cross-Area and cross-Subsidiary insight and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale.

We are looking for an outcome-driven Sales Excellence Leader (SEL) to support the Healthcare segment's current and forward-looking business goals. You will be managing a team of Sales Excellence managers who 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.

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

Business Partnership and Support

• Oversees team to define and drive a predictable rhythm of the connection (RoC). Leads end-to-end RoC activities to enforce great discipline and ensure quality outcome delivery. Provides in-depth business insights and recommendations to effect positive changes. Leads efforts to streamline and improve the RoC cadence within the supported segment/region(s).

• Guides sales teams/leadership on sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture) as a subject matter expert. Clarifies accountabilities and operationalizes the prioritized sales plays and industry solutions. Guides sales teams/leadership to generate new business and accelerate the closing of existing opportunities.

• Drives sales growth through mid to long term account or business planning. Oversees the analysis of the outlook, guiding team to generate business insights to benchmark performance and/or define sales/organizational/partner strategies. Contributes to integrating strategy components (e.g., programs, blueprints), cascading, aligning, and executing the defined strategy across the supported segment(s)/region(s).

• Oversees team to orchestrate the Account/Portfolio Partner Business Plan and drive the activation of sponsorship within segment leaders. Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality. Guides team and improves the process of reinforcement and review of quality plans across regions.

• Oversees team to guide segment leads and partners or collaborate with peers to develop segment strategy for segmentation, territory planning, and quota setting. Guides and improves the process of sharing feedback, gaining alignment with Business and Sales Operations (BSO), and reviewing quota decisions.

Driving Sales Process Discipline

• Guides team to instill sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales managers. Drives consistency and excellence in the sales process across the segment(s)/region(s). Shares best practices, fosters collaboration, and provides thought leadership across teams.

• Guides the approach and leads team on conducting analytics and generating data-based insights. Guides team to leverage and develop reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.

• Guides 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 leaders, and/or partners. Manages consolidated input from the supported areas.

Sales Coaching for Growth and Transformation

• Guides team to model optimization and improvement in sales team processes and capabilities across the supported/region(s) by assessing and anticipating customer/partner needs, coaching and developing methodologies, and providing resources to transform seller capabilities, sales processes, and/or partner engagement processes. Models transformation to a coaching culture.

• Coaches and builds relationships with sales managers on executing key priorities. Identifies where coaching may be needed based on data-driven insights. Influences sales managers to become more effective coaches to their teams. Guides sales managers to achieve increased individual and team capability, employee satisfaction, and collaborative selling efforts. May coach and guide large deal pursuit.

• Oversees the partnership with Area Transformation Leads, Area Capability Leads, and Business and Sales Operations (BSO) to remove sales roadblocks, drive utilizations of investment, increase customer/partner-facing time, and enhance seller/partner capability and effectiveness. Guides team to share insights and influence sales managers' strategies to anticipate and mitigate risks. Guides team to review and develop actions based on feedback on sales challenges or blockers.

• Oversees team to drive awareness and clarity of Corporate or TimeZone programs. Guides team to intake and adopt plans to create new habits among sales teams or partners.

Supporting Executive Capacity

• Supports segment leader capacity as a senior leader. Advises on and contributes to various aspects of business management (e.g., employee engagement, resource allocation, change management, building high-performing teams) in collaboration with leadership and cross-functional teams. Represents the segment as an internal advocate and an extension of the segment leadership.

Qualifications

Required/Minimum Qualifications

• 8+ years experience with active participation in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field

• OR equivalent experience.

• 5+ years of experience using data to drive business outcomes or inform business decisions.

• 5+ years of experience managing relationships with stakeholders, clients, and/or customers.

• 3+ years people management experience.

Additional or Preferred Qualifications

• Bachelor's Degree in a related field.

• 5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.

Sales Excellence M5 - The typical base pay range for this role across the U.S. is USD $129,200 - $248,800 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 $162,000 - $268,900 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: US corporate pay information | Microsoft Careers (https://careers.microsoft.com/v2/global/en/us-corporate-pay.html)

Microsoft will accept applications for the role until March 3, 2025.

Microsoft is an equal opportunity employer. Consistent with applicable law, 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 (https://careers.microsoft.com/v2/global/en/accessibility.html) .