Overview
The Commercial Solution Area and Cloud and AI Platforms (CAIP) Solution Area are pivotal in driving innovation and delivering comprehensive solutions to our customers. Our mission is to empower every person and every organization on the planet to achieve more by providing cutting-edge cloud and AI technologies. We are committed to enhancing customer engagement, optimizing business processes, and fostering a culture of continuous improvement and innovation.
The CAIP Sales Strategy, Planning & Excellence team's mission is to drive world-class sales excellence through strategic planning, operational rigor, and actionable insights, enabling the Field, GTM, and GBB organizations to shape strategy, simplify execution, and accelerate business growth.
As a Sales Excellence Lead, you will be a strategic partner to core Business Architecture, GTM, and sales leadership. Your core responsibilities will be to drive sales execution rigor, pipeline and consumption health, and actionable business insights that accelerate database migration, platform adoption, and customer value realization. This opportunity will allow you to:
Drive business growth and gain exposure to high-impact CAIP priorities and business rhythms.
Develop deep business acumen in database platforms, database migration motions, Azure consumption, and forecasting.
Deliver data-driven storytelling, performance insights, and strategic orchestration.
Lead cross-organizational partnerships with Enterprise, SME&C, solution area, engineering, customer success, partner, and finance stakeholders.
Key to the role is your ability to convert strategy and data into actionable outcomes, optimize GTM motions and sales process, and influence leadership to deliver business results. You will collaborate across sales, finance, GTM, customer success, partner, and operations teams to provide forward-looking recommendations and drive a predictable Rhythm of Business (ROB) with quality four-quarter (4Q) rolling outcomes. You will instill sales process discipline across pipeline, and consumption motions; guide leaders on Microsoft sales methodologies (MCEM); and proactively lead change across the CAIP 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.
Responsibilities
Pipeline Health and Management - Drive predictable revenue and Azure consumption growth across segments, regions, and priority workloads, aligned with Microsoft sales methodology standards.
Sales Execution - Guide consistent execution discipline, governance, and account-level insights across sales motions.
Sales Execution Transformation - Implement evolving strategies, processes, and objectives to accelerate migrations, strengthen customer data estates, and drive sustainable growth.
Planning Engagement - Partner with segment and regional leaders, solution area leadership, Finance, and Business and Sales Operations (BSO/SOPM) on fiscal-year planning.
Consumption Forecasting & Milestone Management - Lead Azure consumption forecasting, milestone tracking, and opportunity hygiene to support timely execution and unblock customer value and revenue realization.
Stakeholder Orchestration - Collaborate across sales, partner, marketing, engineering, finance, and operations teams to ensure execution plans drive measurable business impact.
Insights & Reporting - Deliver data-driven insights and performance narratives to leadership, enabling informed decisions, risk mitigation, and strategic prioritization.
ROB (Rhythm of Business) Leadership - Establish a predictable business rhythm that turns performance data into clear decisions, owners, and actions.
Qualifications
Required/minimum qualifications
Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 7+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field
OR equivalent experience.
5+ years experience using data to drive business outcomes or inform business decisions.
5+ years experience managing relationships with stakeholders, clients, and/or customers.
Additional or preferred qualifications
Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 12+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field
OR equivalent experience.
5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.
8+ 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.
Sales Excellence IC5 - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 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 $165,600 - $272,300 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. (https://careers.microsoft.com/v2/global/en/accessibility.html)
