Sales Excellence Manager - Americas Markets & Industries

Overview

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.

Responsibilities

Business Partnership and Support

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.

Driving Sales Process Discipline

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.

Sales Coaching for Growth and Transformation

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.

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

• 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.

Additional Or Preferred Qualifications

• 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.

Sales Excellence IC6 - The typical base pay range for this role across Canada is CAD $165,000 - CAD $313,300 per year.

Find Additional Pay Information Here

https://careers.microsoft.com/v2/global/en/canada-pay-information.html

Sales Excellence IC6 - L'échelle salariale de base typique pour ce rôle dans l'ensemble du Canada est de 165,000 $ CAD à 313,300 $ CAD par année.

Pour plus d'information au sujet de la rémunération, veuillez cliquer ici:

https://careers.microsoft.com/v2/global/en/canada-pay-information.html

Ce poste sera ouvert pendant au moins cinq jours et les candidatures seront acceptées de façon continue jusqu’à ce que le poste soit pourvu.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft est un employeur offrant l’égalité d’accès à l’emploi. Tous les candidats qualifiés seront pris en considération pour l’emploi, sans égard à l’âge, à l’ascendance, à la citoyenneté, à la couleur, aux congés médicaux ou familiaux, à l’identité ou à l’expression de genre, aux renseignements génétiques, à l’état d’immigration, à l’état matrimonial, à l’état de santé, à l’origine nationale, à un éventuel handicap physique ou mental, à l’affiliation politique, au statut de vétéran protégé ou au statut militaire, à la race, à l’ethnie, à la religion, au sexe (y compris la grossesse), à l’orientation sexuelle ou à toute autre caractéristique protégée par les lois, ordonnances et règlements locaux applicables. Si vous avez besoin d’aide avec des accommodements religieux et/ou d’un accommodement raisonnable en raison d’un handicap pendant le processus de candidature, apprenez-en plus sur la demande d’accommodement.

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