Sales Excellence Manager

Last updated 13 days ago
Location:United States
Job Type:Full Time

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

Microsoft Federal

Microsoft Federal delivers a single unified organization centered around our customer: All critical customer functions are brought under the same organizational umbrella. Bringing together the breadth and depth in our space with a razor sharp focus on serving the U.S. Government. Our federal customers expectations of how to contract, interact, and partner with us are changing, and they need to evolve at the pace of the private sector. Launching a nimble, empowered organization with comprehensive resources allows us to work hand in hand with our customers to accelerate their technology innovation, whether through R&D or through direct contracting.

Microsoft Federal serves the U.S. Government (USG), allowing Microsoft to support the growing government business. The organization supports the capabilities and requirements to service USG through direct sales, contracting, and billing with the USG. Microsoft Federal entity will meet obligations of manage contracts with the USG through six business teams and three enablement teams.

We are committed to empowering our teams, building upon our strategic investments, and delivering the technology to achieve federal missions. As our federal customers pursue their work, from defending the nation, to serving its citizens in challenging times, they look to Microsoft to help them innovate, and they expect end-to-end engagement tailored to their needs.

Microsoft has been committed to and continues to heavily invest in supporting our Federal Government. Microsoft Federal offers our full spectrum of products and services, including hardware, software, online products, and consulting and services.

Join us and be one who helps to empower the US government! That’s incredible reach. When you combine that with your own inspiration, plus the freedom and support to make your ideas happen, you can make a huge impact.

The Federal Marketing & Operations Group (Fed M&O) is the center of excellence for cross-business execution across Microsoft Federal. The Fed M&O team drives helps scale execution and drives clear business and market insights that result in Microsoft Federal achieving its business objectives.


As critical member of sales leadership team, drive forecasting reliability and cross-organization integration.

  • Establish and drive a well-defined, predictable rhythm of the business (RoC), that enforces great discipline
    in sales and consumption processes and delivers over-achievement of business results through core sales
    and consumption motions
  • Coach and advise on sales motions/strategies for up-sell and co-sell opportunities. Drive awareness to
    product mix needed to meet targets, meet with customers and partners to generate new business and
    accelerate the close of existing opportunities

As a Sales Leader Coaching for Growth

  • Coach and Support Sales Managers on executing our key priorities
  • Increase the ease of doing business with Microsoft by escalating, and solving for, customer/partner issues
    that impede product adoption/growth
  • Leverage business insights and transformational leading indicators (TLIs) to benchmark performance and
    define current and future actions needed to grow the business faster than the overall market

As a Transformational Leader

  • Partner with Area Transformation Leads, Area Capability Leads and Business and Sales Operations Team
    to remove selling time roadblocks and increase seller capability and effectiveness
  • Lead shaping, testing, and implementation of new sales toolsets across the business
  • Role model the internal transformation from an inspection to coaching culture. Leading sales managers to
    become more effective coaches to their sellers resulting in increased individual and team capability,
    employee satisfaction and collaborative selling efforts
  • Coach sales managers to drive new Digital Transformation projects through business outcome selling

As a Driver of Sales Process Discipline

  • Instilling sales process discipline, adherence to standards and excellence in execution while holding sales
    managers accountable to quality and accuracy
  • Ensure successful account transitions to mitigate CPE & revenue risks. Drive integrated customer planning
    to exceed cloud growth targets and hold sales managers accountable for account plan quality and
  • Coach pipeline discipline leading to healthy coverage and infuse the proper forecast rigor, accuracy and accountability


Core Competencies
Organizational Leadership, Strong Business Acumen, Strategic Insights, Trusted Advisor, Strategic Sales Planning, Sales Team Leadership, experiences in change management and tools deployments

Professional Competencies
Adaptability, Customer Focus, Drive for Results, Influencing Impact, Judgement, Collaboration, Executive Maturity/Presence, Value Selling, Analytical Problem Solving, Organized & Disciplined, Initiates/Embraces Change

8+ years of related experience in: Senior Sales or Channel Management/Leadership Roles, Business Transformation, Coaching Solution Sales, Strategic Sales Planning, Strong Business Analysis Skills (understands financials, sales processes, scorecards and key performance indicators)

Bachelor’s degree or equivalent work experience

Travel and Re-location
Some travel may be required

The successful candidate must be a U.S. Citizen.

Citizenship Verification: This position requires verification of US Citizenship to meet federal government security requirements.

Cloud Screening: Candidates must be able to successfully complete and pass a Microsoft Cloud background screening. Required Cloud Screenings will be administered on a recurring bi-annual basis.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.