Sr Sales Excellence Manager – Cloud & AI Platforms

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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, 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 execution at scale, and transforming SME&C into the world’s leading AI frontier salesforce.

As a Cloud & AI Platforms Sr. Sales Excellence Manager, you will be a strategic partner to Cloud & AI sales leadership for a Sales Unit 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 & AI Platforms business.

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.

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

Preferred Qualifications

• Bachelor’s Degree in a related field.

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

• Experience in cloud sales, AI solution enablement, consumption forecasting, or partner orchestration.
• Familiarity with Microsoft's MCAPS framework, Cloud and AI Consumed Revenue (ACR), Net New Revenue(NNR) metrics, and sales execution engines.

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

Microsoft will accept applications and process offers for this role until October 26, 2025

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.
• Stakeholder Orchestration – Collaborate with marketing, partner, and technical teams aligned to Cloud and AI to ensure execution plans drive business impact.
• 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