The Sales Excellence Lead turns commercial strategy into actionable regional plans for the small and midsize business (SMB) segment across Education and Nonprofit customers. Working closely with sales leadership, partners, marketing, and finance, this role improves business performance, strengthens sales operations, and supports sustainable growth.

A key measure of success is helping the regional SMB sales leader understand business performance and make informed decisions about investments, staffing, coverage, and priorities.

Requirements: Prior Microsoft experience and availability to work East Coast hours are mandatory.

Key Responsibilities

Business Insights & Leadership Support

- Serve as a strategic advisor to the regional SMB sales leader, translating business data into clear recommendations
- Identify performance trends, growth opportunities, risks, and areas requiring leadership action
- Provide decision support for investment priorities, resource allocation, and sales coverage

Sales Performance & Growth

- Monitor segment performance across Education and Nonprofit, including partner-led revenue, cloud usage, customer acquisition, and renewals.
- Develop scorecards and reporting that explain performance against goals and highlight corrective actions.
- Balance revenue reporting with forward-looking measures such as upcoming renewals, partner readiness, customer engagement, and demand generation.

Business Operations & Reviews

- Establish and manage a consistent schedule of weekly, monthly, and quarterly business reviews.
- Lead monthly performance and forecast reviews across industries, regional business units, and solution portfolios.
- Prepare clear, data-driven presentations that explain results, identify key issues, and recommend next steps.
- Track follow-through on decisions and action items while simplifying reporting and review processes.

Partner Strategy & Execution





- Integrate partner-led selling into regional sales plans and day-to-day operations.
- Analyze partner performance and collaborate with partner managers, sales specialists, and marketing teams to improve joint selling, renewals, and customer acquisition.
- Identify opportunities to strengthen reseller and distributor performance, expand customer reach, and improve conversion.
- Align marketing campaigns and partner activities with regional growth priorities.

Business Planning & Sales Transformation

- Represent the SMB segment in annual planning, bringing regional market insights and performance data into strategic decisions.
- Advise on customer segmentation, territory design, account coverage, sales targets, and resource allocation.
- Support changes to sales strategies, renewal processes, and partner-led purchasing models.
- Use indicators such as customer growth potential, share of customer spending, and cost to serve to inform planning recommendations.

Cross-Functional Collaboration

- Partner with sales, marketing, finance, business operations, and channel teams to align priorities and improve execution.
- Share effective practices across regions and contribute to planning sessions and operational working groups.
- Build consistency in reporting, accountability, and business review practices.

Measures of Success

- Leadership receives timely, actionable insights that improve business decisions.
- The segment progresses toward revenue, cloud usage, customer acquisition, and renewal goals.
- Partners contribute more effectively to sales growth, customer engagement, and retention.
- Business reviews produce clear decisions, accountable owners, and timely follow-through.
- Planning decisions reflect market opportunities, customer needs, and efficient resource allocation.

Mandatory Requirements

- Prior experience working at Microsoft.
- Availability to work East Coast hours.

📌 Sales Excellence Lead (México)
🏢 Affirma
📍 México