Sales Excellence Manager Job at Microsoft Corporation (Greater Toronto)

Job Description

The Americas Markets & Industries ("AMI") Sales Excellence Manager for Canada is a strategic role that enables and drives consistent Sales Excellence practices across the Canada OU sales business to achieve revenue and growth objectives. The successful candidate will develop a deep understanding of the Microsoft commercial operating model, forecasting and pipeline governance, and executive business rhythm — and will join a team that is actively transforming how Sales Excellence work gets done through AI-enabled tooling, automation, and agent-driven workflows. This role is a strategic contributor who operationalizes strategy, drives pipeline rigor, increases seller productivity, and accelerates cultural transformation. The Sales Excellence Manager will partner directly with Canada OU Sales Leadership and will interface broadly with Finance, Operations, and other key stakeholders across the AMI business. This person will also collaborate closely with Sales Excellence peers supporting the other six AMI OUs fostering cross-OU knowledge sharing and consistency in execution standards. 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.

Job Responsibility

Maintains and/or defines a predictable rhythm of the business (ROB) in collaboration with peers and/or leadership
Contributes to ROB activities to enforce great discipline and ensure quality outcome delivery
Provides business insights and recommendations to effect positive changes
Identifies opportunities to streamline and improve the RoC cadence within the supported segment/region
As primary orchestrator of the Account/Portfolio Partner Business Plan, contributes to activating sponsorship within segment leaders
Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality
Contributes to reinforcement and review of quality plans within the segment/region
Advises and contributes to sales teams on sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture)
Contributes to operationalizing prioritized sales plays and industry solutions
Identifies opportunities to generate new business and accelerate the closing of existing opportunities
Advises segment leads or partners, or collaborates with peers to develop segment strategy for segmentation, territory planning, and quota setting
Shares feedback on proposed segmentation changes based on local business knowledge
Aligns with Business and Sales Operations (BSO) on quota distribution strategy and timeline for the Area
Leverages segment knowledge to provide input on judgment/adjustments prior to quota decisions
Participates in sales leader and manager briefings to share quotas and rationale where needed
Drives sales growth through account or business planning
Analyzes the outlook and leverages business insights to benchmark performance and make suggestions on current and future actions based on key drivers, opportunities, and/or risks
Supports the integration, alignment, and/or execution on the defined actions within the segment/region
Instills sales process discipline, adherence to standards and excellence in execution, or pipeline health
Holds sales managers accountable for account plan quality and completeness
Helps ensure consistency and excellence in the sales process within the segment/region
Shares best practices within their team
Acts as a subject matter expert to advocate and support 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
Consolidates input from the supported area into the feedback loop
Communicates feedback to engineer/partner teams on tools
Contributes to analytics on key revenue drivers (e.g. by channel, by product, by geo)
Integrates findings from data analysis
Leverages reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners
Improves awareness and clarity of Corporate or TimeZone programs among sales teams and managers
Intakes and contributes to adopting plans to create new habits among sales teams or partners
Partners with SE&O, BSO, Finance and Operations to remove sales roadblocks, drive utilizations of investment, increase customer/partner-facing time, and enhance seller/partner capability and effectiveness
Provides input to sales teams to anticipate and mitigate risks
Captures and integrates feedback on sales challenges or blockers
Communicates feedback to relevant teams through the appropriate channel
Contributes to optimizing sales team processes and capabilities within the supported segment
Assesses customer/partner needs and applies methodologies and resources to transform seller capabilities, sales processes, and/or partner engagement processes
Coaches and builds relationships with sales team on executing key priorities
Engages sales team to become more effective coaches to their sellers
Helps sales team achieve increased individual and team capability, employee satisfaction, and collaborative selling efforts
May contribute to coaching on large deal pursuit
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

Requirements

10+ 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
7+ years of experience managing relationships with stakeholders, clients, and/or customers
Bachelor's Degree in a related field
7+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience
Experience in a matrixed sales organization with exposure to executive business review cycles
Demonstrated ability to synthesize complex data into actionable insights for executive audiences
Familiarity with AI-enabled productivity tools and a growth mindset toward leveraging automation to enhance sales processes

Nice to have

Bachelor's Degree in a related field
7+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience
Experience in a matrixed sales organization with exposure to executive business review cycles
Demonstrated ability to synthesize complex data into actionable insights for executive audiences
Familiarity with AI-enabled productivity tools and a growth mindset toward leveraging automation to enhance sales processes

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Sales Excellence Manager

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