About this role

Overview Purpose. The Sales Excellence Lead turns Indonesia’s growth strategy into disciplined field execution. Embedded in the subsidiary, you are the trusted advisor to the sales leaders, connecting priorities to a healthy four-quarter pipeline, high-quality account plans, manager coaching, and clear actions that improve business predictability.Urgency. Indonesia’s AI and cloud opportunity demands greater speed, precision, and accountability. The business needs an execution leader who can convert ambition into visible opportunities, accurate sales-system data, credible close plans, and coordinated action across Enterprise Commercial, Public Sector, solution teams, customer success, partners, Marketing, Finance, and regional SE&O.Impact. You will help leaders anticipate risk, focus resources on the highest-value opportunities, accelerate pipeline creation and progression, and reduce friction for sellers. Success means stronger execution habits, faster decisions, healthier pipeline, reliable business views, and more time focused on customers. <div align="center"><table class="MsoNormalTable" style="border-collapse: collapse;" border="0" cellspacing="0" cellpadding="0"><tbody><tr style="page-break-inside: avoid;"><td style="background-color: #1f3864; padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Pillar</td><td style="background-color: #1f3864; padding: 4.0pt 4.5pt 4.0pt 4.5pt;">What it means</td></tr><tr style="page-break-inside: avoid;"><td style="background-color: #d9eaf7; padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Sales Execution Leadership</td><td style="padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Translate country priorities and growth plans into practical field actions and measurable outcomes.</td></tr><tr style="page-break-inside: avoid;"><td style="background-color: #d9eaf7; padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Pipeline Health & Velocity</td><td style="padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Maintain a forward-looking four-quarter view and improve pipeline quality, coverage, progression, and conversion.</td></tr><tr style="page-break-inside: avoid;"><td style="background-color: #d9eaf7; padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Manager & Seller Coaching</td><td style="padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Build durable execution habits through coaching on account planning, opportunity management, close plans, and sales methodology.</td></tr><tr style="page-break-inside: avoid;"><td style="background-color: #d9eaf7; padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Rhythm of Business</td><td style="padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Run focused, decision-oriented execution rhythms that surface risk, clarify ownership, unblock deals, and track actions to closure.</td></tr><tr style="page-break-inside: avoid;"><td style="background-color: #d9eaf7; padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Connected GTM Execution</td><td style="padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Close the loop from marketing, partner and solution-area motions to seller follow-through, customer engagement, and pipeline impact.</td></tr></tbody></table></div> Responsibilities <div align="center"><table class="MsoNormalTable" style="border-collapse: collapse;" border="0" cellspacing="0" cellpadding="0"><tbody><tr style="page-break-inside: avoid;"><td style="background-color: #1f3864; padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Accountability</td><td style="background-color: #1f3864; padding: 4.0pt 4.5pt 4.0pt 4.5pt;">What it means & why it matters</td></tr><tr style="page-break-inside: avoid;"><td style="background-color: #d9eaf7; padding: 4.0pt 4.5pt 4.0pt 4.5pt;">A. Trusted Advisor to Sales Leaders</td><td style="padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Partner with the Country SE&O Lead and sales leaders to translate strategy into a clear execution agenda. Bring an independent, data-led point of view on performance, risks, trade-offs, and required interventions.</td></tr><tr style="page-break-inside: avoid;"><td style="background-color: #d9eaf7; padding: 4.0pt 4.5pt 4.0pt 4.5pt;">B. Four-Quarter Pipeline Health & Management</td><td style="padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Own the execution discipline behind a credible rolling four-quarter pipeline. Drive pipeline creation, qualification, progression, quantity and timing accuracy, partner and marketing follow-through, and consistent fidelity aligned with Microsoft sales methodology and standards.</td></tr><tr style="page-break-inside: avoid;"><td style="background-color: #d9eaf7; padding: 4.0pt 4.5pt 4.0pt 4.5pt;">C. Sales Execution Rhythm & Accountability</td><td style="padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Enable sales-execution cadences. Ensure reviews focus on decisions, actions, business impact, blockers, and ownership rather than status reporting. Track commitments to closure and escalate systemic risks early.</td></tr><tr style="page-break-inside: avoid;"><td style="background-color: #d9eaf7; padding: 4.0pt 4.5pt 4.0pt 4.5pt;">D. Manager Coaching & Sales Fundamentals</td><td style="padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Coach sales managers and account teams on account planning, opportunity management, customer decision processes, milestone quality, close plans, renewal and upsell motions, and use of sales insights. Hold a high bar for plan quality and reinforce consistent execution habits.</td></tr><tr style="page-break-inside: avoid;"><td style="background-color: #d9eaf7; padding: 4.0pt 4.5pt 4.0pt 4.5pt;">E. Insights to Action</td><td style="padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Use sales, customer, partner, usage, marketing, and competitive signals to identify white space, diagnose performance gaps, and recommend targeted actions. Simplify complex data into a clear business narrative that leaders and sellers can act on.</td></tr><tr style="page-break-inside: avoid;"><td style="background-color: #d9eaf7; padding: 4.0pt 4.5pt 4.0pt 4.5pt;">F. Transformation, Simplicity & Change</td><td style="padding: 4.0pt 4.5pt 4.0pt 4.5pt;">Land evolving tools, and processes with a seller-centric mindset. Use data and AI to reduce manual effort, improve visibility, and scale best practices while preserving clear accountability across Sales Excellence, SE&O, Finance, and sales leadership.</td></tr></tbody></table></div> Qualifications Required Qualifications<ul style="margin-top: 0cm; margin-bottom: 3.0pt;"><li style="margin: 0cm 0cm 3pt 0px; line-height: normal; font-size: 9pt; font-family: Aptos, sans-serif;">Experience - 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.</li><li style="margin: 0cm 0cm 3pt 0px; line-height: normal; font-size: 9pt; font-family: Aptos, sans-serif;">Data-led decision making - 5+ years of experience using data to drive business outcomes or inform business decisions.</li><li style="margin: 0cm 0cm 3pt 0px; line-height: normal; font-size: 9pt; font-family: Aptos, sans-serif;">Stakeholder leadership - 5+ years of experience managing relationships with stakeholders, clients, and/or customers.</li></ul>Preferred Qualifications<ul style="margin-top: 0cm; margin-bottom: 3.0pt;"><li style="margin: 0cm 0cm 3pt 0px; line-height: normal; font-size: 9pt; font-family: Aptos, sans-serif;">Education - Bachelor’s Degree in a related field.</li><li style="margin: 0cm 0cm 3pt 0px; line-height: normal; font-size: 9pt; font-family: Aptos, sans-serif;">Transformation delivery - 5+ years managing projects, including planning, managing timelines, tracking progress, and/or change management experience.</li><li style="margin: 0cm 0cm 3pt 0px; line-height: normal; font-size: 9pt; font-family: Aptos, sans-serif;">Business acumen - Experience in a complex, matrixed technology or professional-services environment, with strong commercial judgment and the ability to influence without direct authority.</li><li style="margin: 0cm 0cm 3pt 0px; line-height: normal; font-size: 9pt; font-family: Aptos, sans-serif;">Communication and analytics - Strong analytical, storytelling, facilitation, and executive communication skills, with the ability to simplify ambiguity into priorities, actions, owners, and outcomes. Professional fluency in English is preferred; Bahasa Indonesia capability is advantageous for local stakeholder engagement.</li></ul> This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. <hr> 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 <a href="https://careers.microsoft.com/v2/global/en/accessibility.html">requesting accommodations.</a>