Job Description

• The Sales Excellence Lead for the Microsoft Elevate Scale business translates the organization's commercial strategy into actionable regional execution, driving operational excellence across Education & Nonprofit. In SMB, the role works through partners, marketing, and sales leaders to drive business outcomes. A primary measure of success is enabling the regional SMB sales leader to understand the business deeply and make informed decisions on investments, resourcing and priorities.

Accountabilities

• Strategic business insight & decision support – serve as a trusted advisor to the regional SMB sales leader by providing data-driven insights so they can make decisions on investments, resource allocation and priorities.

• SMB segment revenue and growth outcomes – oversee overall segment performance, driving partner-led revenue, cloud consumption and customer acquisition across Education and Nonprofit

• Rhythm-of-Business (ROB) & IAR governance – establish and run the regional Elevate SMB ROB (weekly/monthly/quarterly cadence) and manage monthly IARs that review business health and forecast by industry, OU and solution area.

• Partner business integration – embed partner-led sales motions into core operations based on data insights, ensuring CSP channel growth, partner renewals and co-sell execution are part of the SMB growth strategy.

• Strategic planning representation – represent the SMB Elevate segment in fiscal year planning, advising on segmentation, coverage model, blueprint decisions and quota setting based on local business signals.

Priorities

• Enable leadership decision making – deliver actionable business intelligence emphasizing metrics like NPSA growth, partner attach rates, CSP renewal and recapture rates, Reach/Frequency/Yield (RFY), partner contribution and marketing-sourced demand.

• Run the business with operational excellence – maintain a disciplined ROB and IAR process to keep the Microsoft Elevate sale business on track and drive continuous improvement.
• Drive partner ecosystem success – increase CSP channel performance and partner attach by tracking RFY metrics, improving partner renewal execution and aligning marketing campaigns to partner growth.

• Shift toward leading indicators – transform reporting culture by focusing on leading indicators like renewal schedules, RFY metrics and partner readiness rather than lagging revenue alone.

• Execute sales transformation & efficiency – land updated strategies such as renewal execution, EA-to-CSP acceleration and territory planning with partners, enabling simplified ROB structure.

• Support agile planning engagement – ensure the SMB business is represented in planning using data signals such as growth propensity, wallet share and cost to serve; this helps align strategy, resources and incentives.

Activities

• Business review leadership & IAR preparation – orchestrate all critical ROB meetings, prepare and lead monthly IARs with a data-driven storyline covering NPSA, RFY, CSP performance and partner analysis. Each section is grounded on results and focuses on key issues and partner actions.

• Performance analysis, metrics & reporting – continuously monitor and analyze metrics that matter (NPSA, CSP renewals, RFY, partner attach, marketing-sourced demand), producing SMB scorecards and commentary.

• Partner business activities – analyze partner performance and work with PDMs, PSS and marketing to drive co-sell execution, renewals and partner-led demand; track CSP renewal execution and deliver insights to resellers and distributors to improve reach, frequency and yield.

• Business planning & strategy – contribute to fiscal year planning, provide market intelligence and influence decisions on segmentation and coverage, ensuring that the SMB segment is well represented and aligned with growth signals.

• Cross-functional collaboration – collaborate closely with marketing, finance, BSO and partner teams; share best practices across OUs and support community calls to drive consistency and execution quality.