Note: The job is a remote job and is open to candidates in USA. Microsoft is dedicated to empowering every person and organization to achieve more, with Microsoft Elevate serving Education and Nonprofit customers. The Global Sales Operations Program Manager oversees global revenue excellence, segmentation, parenting, quota, territory operations, vendor execution, reporting, and stakeholder alignment across the Americas, EMEA, and Asia.
Responsibilities
- Owns global revenue integrity for Elevate, ensuring revenue is recognized and attributed to the correct segment, account, and seller
- Drives proactive revenue sweeps and forensics to identify, correct, and prevent misattributed or at-risk revenue across the Education and Nonprofit segments
- Owns Manual Revenue Adjustment (MRA) governance, routing, and resolution, ensuring adjustments are accurate, well-documented, and policy-compliant
- Manages GSOC escalations and routing, serving as the global point of orchestration for complex revenue, allocation, and parenting cases
- Oversees allocation and dispute resolution, including escalations and stakeholder communications, to protect seller trust and reporting accuracy
- Establishes the controls, audits, and cadences that sustain revenue accuracy and operational compliance throughout the fiscal year
- Determines quota shift calculations for segmentation and parenting changes in partnership with GSOC, ensuring downstream quota and coverage impacts are understood and planned
- Owns the fiscal-year segmentation strategy for Elevate, translating business priorities and company policy into a coherent, executable coverage model
- Defines the future-year segmentation and parenting strategy in alignment with leadership team (LT) priorities, business goals, and company policy
- Drives LT communication and alignment on segmentation strategy, trade-offs, risks, and recommendations
- Owns and implements the in-year parenting change process end to end — capturing proposed changes from sellers; reviewing, validating, and approving proposals; proposing, validating, and approving cross-org parenting changes between MCAPS and Elevate in partnership with MCAPS and Area BSO teams; and partnering with DMS to leverage their tools and resources for proactive parenting recommendations and data quality clean-up Partners with the broader Business Sales Operations (BSO) and planning community to land segmentation as part of the integrated FY planning process (segmentation, territory, quota, account planning, and blueprint)
- Assesses the downstream quota, blueprint, and coverage impacts of proposed segmentation changes so they are understood
- Owns alignment to the global business rules, quality bar, and SLAs for in-year segmentation and parenting requests across the Americas, EMEA, and Asia. Reviews and confirms GSOC-calculated quota shifts for in-year segmentation and parenting changes, safeguarding accurate movement of quota and attainment with each account
- Tracks in-year requests that fall outside current policy and therefore cannot be executed in-year, ensuring they are validated, documented, and carried forward for execution during the fiscal planning process
- Holds approval and decision authority on segmentation and parenting outcomes, with vendor partners preparing and driving requests to submission readiness
- Ensures accurate, timely segmentation and parenting so revenue is attributed to the right segment, sellers are aligned to the right accounts, and customers are served by the right coverage model
- Drives global consistency in business-rules interpretation, reporting standards, and communication across all regions
- Owns employee assignment business rules and SPM (Sales Performance Management) configuration for Elevate
- Drives proactive audits, including the plan participation report (in partnership with WWIC), territory assignments, and seller taxonomy
- Leads territory design, ATU Group setup in SPM, and Sales Group Hierarchy setup
- Delivers analytics and balancing of territories against blueprint to ensure equitable, well-structured coverage
- Provides escalation, quality oversight, and direction for the Sales Operations vendor team executing in-year allocations, parenting, employee data management, quota submission/tracking, revenue sweeps, SMB sweeps, and analytics
- Sets standards, prioritization, and quality controls; reviews vendor output and resolves complex, high-impact, or disputed cases
- Partners with the regional vendor leads (Americas, International, SMB, and Analytics & Operations) to ensure global alignment, consistency, and shared best practices
- Coaches and uplifts vendor capability, embedding continuous-improvement practices across intake, execution, reporting, and communication
- Delivers trustworthy program reporting and analytics on pipeline health, revenue trends, segmentation/parenting status, and operational risk
- Supports weekly and monthly Rhythm of Business (RoB) and In-Application Reporting (IAR) data views for leadership
- Proactively identifies and implements process improvements across intake, execution, reporting, and communication
- Champions adoption of tools and capabilities (e.g., Copilot, Power BI, SPM, Excel, SharePoint) to drive efficiency and data quality
- Partners with Sales Excellence, Finance, HR, GSOC, WWIC, Corporate, and segment leaders to align priorities and execution
- Owns a consistent communication cadence of clear, business-ready updates on status, actions, risks, and decisions needed across regions
- Acts as the connective tissue between strategy and field execution, ensuring sellers and leaders can rely on accurate operations
- Embody our culture and values
- Provide ad hoc sales, market, and business analysis or strategy as required
Skills
- * Bachelor's Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences, or related field AND 8+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field + OR equivalent experience
- * Master's Degree in Business Administration, Organizational Design, or related field, or related field. + OR Bachelor's Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences, or related field AND 10+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field
- * Experience operating across multiple regions and time zones (Americas, EMEA, Asia) and driving global consistency
- * Hands-on proficiency with sales operations tooling and data, including SPM / MINT Studio, Power BI, Excel, SharePoint, and Copilot
- * Demonstrated experience in segmentation / parenting, account and territory data, quota operations, and revenue excellence
- * Experience providing oversight to, or coordinating delivery through, a vendor or extended team
Benefits
- Certain roles may be eligible for benefits and other compensation.
Company Overview
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