SE&O Asia Sales Excellence Lead
5 days ago
Overview
Microsoft's Sales Enablement & Operations (SE&O) team translates the Commercial Strategy into local execution plans and drives operational excellence to deliver business impact at scale. You will support the One Services goals by establishing a predictable Rhythm of Business (ROB) with cross-functional teams to achieve five-quarter (5Q) rolling business outcomes. You will work with Sales leaders to instill sales process discipline on pipeline health management and coach on Microsoft sales methodologies, collaborating across roles and segments as a trusted advisor. As part of Microsoft's AI transformation journey, you will identify and scale opportunities to embed AI-driven insights and automation into sales processes to enable more predictive, data-informed decision-making and efficiency across the business.
Microsoft's mission is to empower every person and organization on the planet to achieve more. Our culture is built on respect, integrity, accountability, and a commitment to inclusion where everyone can thrive at work and beyond.
Responsibilities
Sales Management Trusted Advisor: Enable the organization to prioritize areas of focus, identify opportunities and challenges to allocate resources effectively, and coach sales managers to embed effective sales orchestration and lead teams toward targets.
Business Health and Management: Partner with leaders to coach on pipeline management/hygiene to drive revenue growth, forecast accuracy, and reliability aligned with MCEM, IAP Excellence, and AI initiatives. Build trust by delivering value, anticipating needs, offering practical solutions, and sharing learnings across teams to drive organizational success.
One Sales Execution: Drive consistent Sales Excellence, governance, and partner execution translating insights to outcomes on pipeline, top of funnel, and usage through IAP, MCEM, and weekly ROB activation. Deliver rolling 4Q insights, embed operational excellence and sales plays for pipeline creation, maintain hygiene flags below 20%, and limit stalled pipeline to no more than 40% to drive predictable, high-quality growth. Run ROB to improve key indicators using standard tools (IAP, MSXI 2.0, MCEM).
Sales Execution Transformation and Efficiency: Support the rollout of evolving sales strategies and objectives (e.g., pipeline generation programs, acceleration workshops) to enable sustainable growth and performance.
Agile Planning Engagement: Support ongoing planning with segments, accounts, and ops leaders by driving always-on
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