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.
Pillar
What it means
Sales Execution Leadership
Translate country priorities and growth plans into practical field actions and measurable outcomes.
Pipeline Health & Velocity
Maintain a forward-looking four-quarter view and improve pipeline quality, coverage, progression, and conversion.
Manager & Seller Coaching
Build durable execution habits through coaching on account planning, opportunity management, close plans, and sales methodology.
Rhythm of Business
Run focused, decision-oriented execution rhythms that surface risk, clarify ownership, unblock deals, and track actions to closure.
Connected GTM Execution
Close the loop from marketing, partner and solution-area motions to seller follow-through, customer engagement, and pipeline impact.
Responsibilities
Accountability
What it means & why it matters
A. Trusted Advisor to Sales Leaders
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.
B. Four-Quarter Pipeline Health & Management
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.
C. Sales Execution Rhythm & Accountability
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.
D. Manager Coaching & Sales Fundamentals
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 reinfo
