Sales Excellence Manager - Americas Markets & Industries, Brazil OU

The Americas Markets & Industries (“AMI”) Sales Excellence Manager for Brazil is a strategic role that enables and drives consistent Sales Excellence practices across the Brazil sales business to achieve revenue and growth objectives. The successful candidate will develop a deep understanding of the Microsoft commercial operating model, forecasting and pipeline governance, and executive business rhythm — and will join a team that is actively transforming how Sales Excellence work gets done through AI-enabled tooling, automation, and agent-driven workflows.

This role is a strategic contributor who operationalizes strategy, drives pipeline rigor, increases seller productivity, and accelerates cultural transformation. The Sales Excellence Manager will partner directly with Brazil Sales Leadership and will interface broadly with Finance, Operations, and other key stakeholders across the AMI business. This person will also collaborate closely with Sales Excellence peers supporting the other AMI OUs fostering cross-OU knowledge sharing and consistency in execution standards.

Business Partnership and Support

• Maintains and defines a predictable rhythm of the business (ROB) in collaboration with OU leadership and cross-functional peers. Drives ROB activities to enforce operational discipline and ensure quality outcome delivery. Provides business insights and recommendations to effect positive change.
• Identifies opportunities to streamline and improve the ROB cadence within the supported OU, removing friction and increasing the signal-to-noise ratio in executive reviews (MBRs, IARs, DWRs).
• Serves as primary orchestrator of Portfolio Business Plans, contributing to activating sponsorship within OU leaders. Coaches managers and managers of managers on business planning fundamentals, habits, and plan quality.
• Contributes to reinforcement and review of quality plans within the OU. Advises and contributes to sales teams on sales motions and strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture).
• Contributes to operationalizing prioritized sales plays and industry solutions. Identifies opportunities to generate new business and accelerate the closing of existing opportunities.
• Advises OU leaders and collaborates with the Chief of Staff to develop strategy for segmentation, territory planning, and quota setting. Shares feedback on proposed segmentation changes based on local business knowledge.
• Drives sales growth through account and business planning. Analyzes the outlook and leverages business insights to benchmark performance and make recommendations on current and future actions based on key drivers, opportunities, and risks.

Driving Sales Process Discipline

• Instills sales process discipline, adherence to standards, and excellence in execution across pipeline health, forecast accuracy, and deal qualification. Holds sales management accountable for account plan quality and completeness.
• Ensures consistency and excellence in the sales process within the OU. Shares best practices across the team and the broader AMI Sales Excellence community.
• Acts as a subject matter expert to advocate for effective and rigorous usage of common and new processes, tools, and AI-enabled workflows developed for the wider business. Consolidates input from the OU into the feedback loop and communicates feedback to engineering and partner teams on tooling.
• Contributes to analytics on key revenue drivers. Integrates findings from data analysis. Leverages reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers, leaders, and partners.
• Supports quarter-close rhythms within the OU in partnership with the Commercial Executives (CE) and team and Operations, driving deal progression visibility, close-plan discipline, and forecast lock accuracy through the final weeks of each quarter.

Sales Coaching for Growth and Transformation

• Improves awareness and clarity of Corporate and Regional programs among sales teams and managers. Contributes to adopting plans that create new habits among sales teams and partners.
• Partners with SE&O, BSO, Finance, and Operations to remove sales roadblocks, drive utilization of investments, increase customer-facing time, and enhance seller and partner capability and effectiveness. Captures and integrates feedback on sales challenges or blockers and communicates to relevant teams.
• Contributes to optimizing sales team processes and capabilities within the OU. Assesses customer and partner needs and applies methodologies and resources to transform seller capabilities, sales processes, and partner engagement processes.
• Coaches and builds relationships with the sales team on executing key priorities. Engages the sales team to become more effective coaches to their sellers. Helps the team achieve increased individual and team capability, employee satisfaction, and collaborative selling efforts. May contribute to coaching on large deal pursuit.

Supporting Executive Capacity

• Supports OU leader capacity as a senior advisor, contributing to key aspects of sales performance — pipeline health, forecast accuracy, seller productivity, deal velocity, and revenue attainment — in close collaboration with OU leadership, the Chief of Staff, and cross-functional partners.
• Represents the OU as an internal advocate and an extension of OU leadership across the AMI organization.

Required/minimum qualifications

• Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 10+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience.
• 5+ years experience using data to drive business outcomes or inform business decisions.
• 7+ years experience managing relationships with stakeholders, clients, and/or customers.
• This role requires proficiency in written, reading, and conversational Brazilian Portuguese and English.

Additional or preferred qualifications

• Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 15+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience.
• 7+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.
• Experience in a matrixed sales organization with exposure to executive business review cycles.
• Demonstrated ability to synthesize complex data into actionable insights for executive audiences.
• Familiarity with AI-enabled productivity tools and a growth mindset toward leveraging automation to enhance sales processes.

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.