Overview
We are seeking a Sales Excellence Manager who is passionate about combining strategic planning, analytical acumen, and tactical execution to maximize the effectiveness of our Small & Medium Business (SMB) Advertising Sales team. In this role, you will be a trusted advisor to both the General Manager and Operations Leader of SMB Sales and will need to understand all aspects of their business, including the industry and competitive landscape in their verticals, the playbook for winning market and mindshare, and the resources needed to drive this plan. This role enables Sales with programs, tools, processes, and insights as a competitive differentiator and driver of growth. This opportunity will allow you to balance leading, doing, and influencing, in close partnership with a matrixed partner set. This is a unique position from which to drive thought-leadership, connection, and executional excellence to our key stakeholders. Sales Excellence Managers are adaptive, balance big-picture thinking with a keen eye for details, are energized by inclusive collaboration, and continually raise the bar with world-class operational excellence. 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.
Starting January 26, 2026, Microsoft AI (MAI) employees who live within a 50- mile commute of a designated Microsoft office in the U.S. or 25-mile commute of a non-U.S., country-specific location are expected to work from the office at least four days per week. This expectation is subject to local law and may vary by jurisdiction.
Responsibilities
Business Partnership and Enablement
Drives sales growth through business and portfolio planning. Analyzes the market outlook and leverages business insights that benchmark performance and makes suggestions on current and future actions based on key drivers, opportunities, and/or risks. Supports the integration, alignment, and execution of the actions defined in plans.
Enables Sales Motion Strategy
Enables sales teams to execute on strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture). Contributes to operationalizing prioritized sales plans and industry solutions. Identifies opportunities to generate new business and accelerate the closing of existing opportunities.
Sales Coaching for Growth and Success
Coaches and builds relationships with sales team on executing key priorities. Engages sales managers to become more effective coaches to front-line sellers. Helps sales team achieve increased individual and team knowledge, sales capability, and collaborative selling efforts.
Also contributes to optimizing sales team processes and utilization of sales tools and reporting.
Leverages Insights & Reporting
Contributes to analytics on key revenue drivers (e.g., by vertical/product/geo). Leverages reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers, leaders, and partners.
Driving Sales Process Discipline
Instills process discipline, consistency, adherence to standards and excellence in execution, and shares best practices within their team.
Holds sales managers accountable for account plan quality, completeness, and pipeline health.
Extending Executive Capacity
Represents as an internal advocate and an extension of Sales leadership. 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.
Program Management
Leads and/or participates in the design, build, launch and run of global strategic programs.
Culture & Values
Embody and promote Microsoft's culture and values.
Qualifications
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.
Solid understanding of the online advertising ecosystem.
4+ years managing programs across a matrixed stakeholder set, including planning, managing timelines, tracking progress, and change management experience.
4+ years of experience with data-based storytelling that has impacted organizational strategy.
4+ years of experience in strategic business planning, including market analysis, resource modeling, and service level definition.
3+ years of experience developing incentive or performance acceleration programs with measurable uplift in key metrics.
#MicrosoftAI #MicrosoftAdvertising 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
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
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.