Overview
Sales Excellence Lead (SEL) for Public Sector serve as the Chief Operating Officer (COO) of the Public Sector segment, partnering closely with business leadership to operationalize strategy into disciplined execution that transforms and grows the business. SEL is the catalyst for growth. Acting as trusted advisors to sales leadership, SELs drive the operating rigor, execution rhythm, and performance accountability required to exceed budget, take market share, and deliver sustained business health. By maintaining a close, insight‑driven view of the business, SELs enable leaders to anticipate risk, activate the right motions, and translate priorities into predictable outcomes.
- Drives sales growth through mid- to long-term account or business planning.
- Defines and drives a predictable rhythm of the business (ROB) in collaboration with peers and/or leadership. Drives sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales leaders.
- Guides segment leads or partners, or collaborates with peers to develop segment strategy for segmentation, territory planning, and quota setting.
- Guides sales teams/leadership on sales motions/strategies for opportunity management as a subject matter expert.
- Leads optimization and improvement in sales team processes and capabilities across the organization.
- Coaches and builds relationships with sales leaders on executing key priorities.
- Drives awareness and clarity of Corporate or TimeZone programs.
- Identifies trends on sales challenges or blockers. Integrates the feedback and escalate it to Corporate or TimeZone.
- Supports segment leader capacity as a senior leader.
Responsibilities
- **Business Partnership and Support: **Drives business partnership and planning as the primary orchestrator of segment strategies, activating leadership sponsorship and ensuring high-quality execution across regions. Advises and guides sales teams on opportunity management (e.g., upsell, cross-sell, renewal) and accelerates new business and deal closure. Develops mid- to long-term growth strategies based on business insights, aligning execution across teams. Leads a consistent rhythm of business (ROB), ensuring disciplined execution, actionable insights, and continuous improvement. Supports segmentation, territory planning, and quota setting in alignment with BSO and leadership.
- **Driving Sales Process Discipline: **Drives sales process excellence, pipeline health, and accountability through data-driven insights and best practice sharing. Drives adoption of tools, analytics, and reporting to improve visibility and performance.
- **Sales Coaching for Growth and Transformation: **Leads sales capability transformation by coaching managers, enhancing processes, and strengthening partner engagement. Collaborates across teams to remove blockers, improve efficiency, and increase customer-facing impact. Drives adoption of corporate programs and new ways of working.
- **Supporting Executive Capacity: **Acts as a senior advisor to segment leadership, contributing to business management, organizational effectiveness, and high-performing team development.
Qualifications
**Required/minimum qualifications: **
- 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.
- 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.
**Additional or preferred qualifications: **
- Bachelor's Degree in a related field.
- 5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.
** Capability & Skill**
- Communicating with Impact: Articulating with internal and external business stakeholders in a clear and concise manner, ensuring mutual objectives and priorities are presented to and understood by audiences to drive successful outcomes in sales engagements.
- **Fostering Meaningful Relationships: **Cultivating and nurturing strong connections with cross-functional teams, customers, partners, and stakeholder. Aligning the company's efforts to deliver exceptional value, ultimately building trust and loyalty with them for long-term success.
- **Identifying Solutions through an Analytical Lens: **Distilling complex data into actionable insights, fostering problem-solving that align with strategic business objectives.
- **Leveraging Tactics to Drive Sales Outcomes: **Implementing sales tactics and methodologies to drive sales outcomes that exceed targets through a strategic and value-based selling approach.
- **Managing Projects to Ensure Quality: **Managing projects and ensuring high-quality deliverables through strategic planning, execution, resource alignment, and quality control practices.
- **Maximizing Business Opportunities: **Utilizing an understanding of business needs and opportunities across market, industry, and competition to effectively manage and prioritize business development opportunities.
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.**