GCR One Services Sales Excellence Lead

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The Sales Enablement & Operations (SE&O) team plays an essential role in translating Microsoft’s Commercial Strategy to a local execution plan and driving operational excellence to achieve the greatest results possible. Our team drives cross-Region, cross-Area and cross-Subsidiary insight and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale.

You will be part of Greater China Region SE&O org, team that helps businesses achieve their digital transformation and business goals with Microsoft solutions and partners. You will cross-collaborate with other roles to forward-looking performance recommendations of your segment. We are looking for an outcome-driven Sales Excellence (SE) to support the GCR One Services and CSU segment's current and forward-looking business goals, focusing on Unified Support business, ISD Consulting CCCV business, as well as Customer Success Unit Excellence. You will drive a predictable Rhythm of Business (ROB) with cross-functional teams to ensure quality four-quarter (4Q) rolling business outcomes. You will work with One Services and CSU Segment and Sales leaders to instill sales process discipline on pipeline health management, guide Sales Leaders on Microsoft sales methodologies, and collaborate across roles and segments to proactively seek resolution to manage change within your segment.

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.

Required Qualifications (RQs)

• 8+ years experience with active participation in sales, support business, consulting business, 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.
• 5+ years of experience managing relationships with stakeholders, clients, and/or customers

Preferred Qualifications (PQs)

• Bachelor's Degree in a related field.
• 5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience

• Sales Management Trusted Advisor: Enable the organization to prioritize the right areas of focus, identifying key opportunities and challenges to allocate resources effectively and maximize impact. Coach sales managers to embed effective sales orchestration, ensuring they have the tools and strategies to lead their teams towards achieving sales 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 consistently delivering value: anticipate needs, offer practical solutions, and bring a strategic lens to every interaction; Identify and amplify what’s working and share across teams to drive org success.

• One Sales Execution: Be the Sales Excellence Owner and Leader of Greater China Region One Services org, including Unified Support sales, ISD Consulting Business CCCV business, as well as Customer Success Uniti delivery excellence. 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 in alignment with Leader RoB. Drive proactive pipeline management by delivering rolling 4Q insights, embedding operational excellence and sales plays always on pipeline creation, reduce hygiene flags below 20%, and no more than 40% stalled pipeline to drive predictable, high-quality growth. Run ROB to improve financial, solution area and cross segment critical indicators of success using standard tools (IAP, MSXI 2.0, MCEM).

• Sales Execution Transformation and Efficiency: Support the rollout of evolving sales strategies and objectives (i.e. emerging pipeline generation programs, acceleration workshops, etc.) to enable sustainable growth and performance.

• Agile Planning Engagement: Support ongoing planning with segments, accounts, and ops leaders by driving always on account, renewal, and consumption planning through enhanced SEL guidance. Provide Sales Excellence leadership in operating model design, planning, and tooling to drive scalable growth and execution readiness.