About this role
<b>Overview</b><br><div><p>Small Medium Enterprises and Channel (SME&C) is part of Microsoft Customer and Partner Solutions (MCAPS), focused on 400M small and medium enterprise customers. SME&C serves these customers through digital sales managed accounts, field specialist teams, demand response motions, and a broad partner network. The mission of Global Sales Enablement & Operations (GS&O) within SME&C is to accelerate our customers' AI transformation and growth by delivering excellence in global GTM strategy & execution, driving customer success, fostering exceptional execution at scale, and transforming SME&C into the world's leading AI frontier salesforce.</p><p> </p></div><div><p>The <strong>LATAM Sales Excellence Lead for Cloud & AI Platform (CAIP) / ABS</strong> will be part of a select SME&C team that helps businesses across Latin America achieve their digital transformation and business goals with Microsoft solutions and partners. Key to the role is the ability to drive actionable outcomes and guide and optimize the sales process for segment and sales leaders aligned to Cloud & AI Platform across LATAM. You will collaborate across countries, areas, and functions to deliver forward-looking performance recommendations, identify opportunities and risks, and enable consistent execution across the region.</p><p> </p></div><div><p>We are looking for an outcome-driven sales excellence expert to support SME&C's current and forward-looking business goals across LATAM. You will drive a predictable Rhythm of Business (ROB) with regional, area, country, and cross-functional teams to ensure quality four-quarter (4Q) rolling business outcomes. You will work with segment and sales leaders to instill sales process discipline in pipeline health management, guide leaders on Microsoft sales methodologies, and collaborate across roles and geographies to proactively resolve execution challenges and manage change. This is an individual contributor position designed for someone who operates at a highly strategic level, builds credibility with senior leaders, influences complex decisions, and brings clarity and direction in a diverse and ambiguous regional environment.</p></div><br><br><b>Responsibilities</b><br><div><ul><li>Pipeline Health and Management - You will support predictable revenue and consumption growth across LATAM by country, segment, and solution area, aligned with Microsoft sales methodology standards. </li></ul></div><div><ul style="list-style-type: disc;"><li><p>Sales Execution - You will drive consistent sales excellence discipline, governance, and partner insights across LATAM, working across countries and with Enterprise, Global Partner Solutions, and SME&C stakeholders. </p></li></ul></div><div><ul style="list-style-type: disc;"><li><p>Sales Execution Transformation - You will implement evolving Microsoft sales strategies, processes, and objectives across LATAM, translating global priorities into locally relevant execution to drive sustainable growth and improved sales performance. </p></li></ul></div><div><ul style="list-style-type: disc;"><li><p>Planning Engagement - You will partner with LATAM segment and sales leaders, country teams, Finance, and Business and Sales Operations (BSO/SOPM) on fiscal-year planning workstreams requiring sales excellence support. </p></li></ul></div><div><ul style="list-style-type: disc;"><li><p>Other - Embody our <a href="https://careers.microsoft.com/us/en/culture" target="_blank" rel="noreferrer noopener">Culture</a> and <a href="https://www.microsoft.com/en-us/about/corporate-values" target="_blank" rel="noreferrer noopener">Values</a>. </p></li></ul></div><br><br><b>Qualifications</b><br><div><div><p><strong>Required Qualifications:</strong></p></div><div><ul style="list-style-type: disc;"><li><p>Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 7+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field</p><ul style="list-style-type: disc;"><li><p>OR equivalent experience. </p></li></ul></li></ul></div><div><ul style="list-style-type: disc;"><li><p>5+ years experience using data to drive business outcomes or inform business decisions. </p></li></ul></div><div><ul style="list-style-type: disc;"><li><p>5+ years experience managing relationships with stakeholders, clients, and/or customers.</p></li><li>Global collaboration is integral to our work at Microsoft, and proficiency in English is essential for effective communication in this role.</li></ul><p> </p></div><div><p><strong>Preferred Qualifications:</strong></p></div><div><ul style="list-style-type: disc;"><li><p>Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 12+ years experience in a related field. </p></li></ul></div><div><ul style="list-style-type: disc;"><li><p>5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience. </p></li></ul></div></div><div><div><ul style="list-style-type: disc;"><li><p>Experience selling or driving adoption of AI-powered productivity, collaboration, or workforce transformation solutions. </p></li></ul></div><div><ul style="list-style-type: disc;"><li><p>Demonstrated success with Cloud & AI Platform (e.g. Azure Infrastructure, Microsoft Fabric, Data & AI, and Digital & App Innovation). </p></li></ul></div></div> <br><p>This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.</p><br><hr><br><p>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"><b><u>requesting accommodations.</u></b></a></p>