Ebony Tisby
Jacksonville,FL
Summary
Sales Excellence leader with a proven track record of driving operational rigor and predictable business outcomes across complex enterprise sales organizations. Experienced in partnering with leadership to translate strategy into disciplined execution through structured operating rhythms, data-driven insights, and standardized governance frameworks. Trusted advisor to senior leadership across Microsoft’s U.S. Public Sector Industries organization, enabling pipeline health, improving forecast accuracy, and accelerating Azure Cloud & AI growth. Recognized for aligning cross-functional teams, influencing executive decision-making, and delivering insights that strengthen execution maturity and sales performance.
Overview
5
5
years of professional experience
1
1
Certification
Work History
Sales Excellence Manager
Microsoft Corporation
09.2022 - Current
- Scope: Supports execution across 28 Account Team Units (ATUs) spanning three operational units and a $1B+ Azure pipeline, contributing to 20%+ year-over-year Azure consumption growth across Microsoft’s U.S. Public Sector business.
- Partner with sales leadership, finance, and operations teams to drive operational rigor, strengthen forecast discipline, and enable predictable business outcomes across the Azure Cloud & AI portfolio.
- Leadership Impact
- Drive Azure Cloud & AI execution across USPSI by leading core operating rhythms including MBRs, RevOps forums, ECIF enablement sessions, and Azure consumption reviews.
- Develop strategic insights and executive performance materials across SLED, Defense Industrial Base, and Federal segments, enabling leadership teams to identify growth opportunities and strengthen market share.
- Translate complex consumption telemetry, pipeline signals, and delivery insights into actionable recommendations that guide leadership decision-making.
- Driving Execution at Scale
- Support operational execution across 28 ATUs and a $1B+ Azure pipeline, enabling alignment across sales, engineering, and partner organizations.
- Contribute to 20%+ year-over-year Azure consumption growth by improving pipeline governance, strengthening sales execution maturity, and enabling leadership visibility into performance drivers.
- Improve execution maturity by standardizing pipeline inspection practices and strengthening operational consistency across the sales organization.
- Forecast Governance & Pipeline Excellence
- Drive forecast rigor across ATU, STU, and CSU teams by implementing disciplined Review-of-Business (ROB) cadences that improve forecast hygiene and pipeline accuracy.
- Strengthen quarter-end predictability by improving Commit-to-Close discipline, validating milestone delivery timelines, and reducing pipeline slippage across strategic Azure workloads.
- Partner with Sales Operations and Finance to refine Azure consumption forecasting and milestone modeling, improving forecast precision across reporting cycles.
- Cross-Organizational Leadership
- Lead cross-MCAPS coordination across ATU, STU, CSU, FastTrack, and partner teams, aligning consumption planning, delivery ownership, and customer timelines.
- Implement standardized milestone handoff frameworks and operational cadences that improve collaboration between sales, engineering, and delivery teams.
- Simplify complex sales motions by strengthening cross-team alignment and improving pipeline conversion velocity.
- Sales Excellence Enablement
- Enable field teams through training on Azure forecast governance, milestone quality, workload sizing, and consumption planning best practices.
- Drive adoption of standardized sales excellence frameworks that improve data integrity, pipeline credibility, and operational maturity across USPSI.
Business Program Manager
Microsoft Corporation
09.2021 - 09.2022
- Scope: Managed compliance governance and operational oversight across strategic State and Local Government contracts within Microsoft’s public sector portfolio.
- Oversaw large public sector contracts by monitoring contractual obligations, regulatory compliance requirements, and performance metrics.
- Developed operational processes that improved visibility into contractual commitments and strengthened governance across strategic engagements.
- Conducted risk assessments and provided mitigation strategies to senior leadership to address compliance exposure and operational risks.
- Served as primary liaison between sales teams, compliance stakeholders, and customers to maintain reporting cadence and contract governance.
Florida Department of Law Enforcement (FDLE)
- Held progressive leadership roles supporting statewide criminal justice modernization initiatives across operations, project management, and policy administration.
- Planning & Policy Administrator | 2020 – 2021
- Managed large-scale operational initiatives while coordinating internal and external stakeholders across agencies.
- Senior Management Analyst Supervisor | 2018 – 2020
- Led statewide technology modernization initiatives while supervising project managers and technical staff.
- Operations & Management Consultant Manager | 2016 – 2018
- Supervised a team of 10 professionals and led operational improvement initiatives across Criminal History Services.
- Government Operations Consultant II | 2015 – 2016
- Government Analyst | 2012 – 2015
- Earlier roles supporting criminal justice information systems and operational services.
Education
Bachelor of Arts - Political Science
Florida Agricultural & Mechanical University
Tallahassee, FL05.2007
Skills
- Microsoft Azure
- Power BI
- MSX Insights
- MCAPS Analytics
- Microsoft Office Suite
- Sales Analytics & Forecasting Platforms
Websites
Certification
- Florida Certified Contract Manager
- Department of Management Services
- Certified Instructor – Florida Department of Law Enforcement
- FCIC / NCIC System Certifications
Timeline
Sales Excellence Manager
Microsoft Corporation
09.2022 - Current
Business Program Manager
Microsoft Corporation
09.2021 - 09.2022
Florida Department of Law Enforcement (FDLE)
Bachelor of Arts - Political Science
Florida Agricultural & Mechanical University
BUSINESS IMPACT HIGHLIGHTS
- Drive forecast governance and pipeline discipline across a $1B+ Azure pipeline
- Support operational execution across 28 Account Team Units (ATUs) spanning three operational units
- Contribute to 20%+ year-over-year Azure consumption growth across public sector workloads
- Lead operating rhythms including MBRs, RevOps forums, ECIF enablement, and Azure consumption reviews
- Deliver strategic insights supporting SLED, Defense Industrial Base (DIB), and Federal segments
KEY LEADERSHIP STRENGTHS
- Sales Excellence Leadership
- Revenue Operations & Forecast Governance
- Azure Cloud & AI Execution
- Operating Rhythm Leadership (ROB / MBR / QBR / RevOps)
- Pipeline Health & Deal Inspection
- Strategic Business Insights
- Cross-Organizational Leadership
- Sales Process Optimization
- Executive Stakeholder Engagement
- Strategic Program Leadership
- Tools: Power BI
- MSX Insights
- MCAPS Analytics
- Azure
- Microsoft Office