Job Description

Overview

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.

The Americas Sales Excellence Director for AI Business Solutions (ABS) will be part of a select SME&C team that helps businesses achieve their digital transformation and business goals with Microsoft solutions and partners. Whether your segment is Customer or Partner focused, key to the role is the ability to drive actionable outcomes, guide and optimize the sales process for Segment and sales leaders aligned to AI Business Solutions for the Americas region. You will cross-collaborate with other roles to deliver forward-looking performance recommendations of your segment. We are looking for an outcome-driven sales exellence expert to support the SME&C segment's current and forward-looking business goals. You will drive a predictable Rhythm of Business (ROB) with 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 on pipeline health management, guide Sales Leaders on Microsoft sales methodologies, and collaborate across roles and segments to proactively seek resolution to manage change within your segment. 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 ambiguous environments.

Responsibilities

• Pipeline Health and Management – You will support execution of predictable revenue and consumption growth by segment / solution area and aligned with Microsoft sales methodology standards.
• Sales Execution – You will drive and guide consistent sales excellence discipline, governance and partner insights within and across Enterprise, Global Partner Solutions, and SME&C.
• Sales Execution Transformation – You will implement evolving and new Microsoft Sales strategies, processes and objectives to drive sustainable growth and improved sales performance.
• Planning Engagement – You will partner with segment leads, Finance, Business and Sales Operations (BSO/SOPM) on fiscal year planning workstreams requiring sales excellence support.
• Other- Embody our culture and values

Qualifications

Required/minimum qualifications

• 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 OR equivalent experience.
• 5+ years experience using data to drive business outcomes or inform business decisions.
• 5+ years experience managing relationships with stakeholders, clients, and/or customers.

Additional or preferred qualifications

• Bachelor's Degree in Business, Marketing, Sales, Finance, or related field AND 12+ years experience in a related field.
• 5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.
• Experience selling or driving adoption of AI-powered productivity, collaboration, or workforce transformation solutions.
• Demonstrated success with AI Business Solutions (e.g. Microsoft Copilot, Microsoft 365 Copilot, Copilot Studio, AI agents, Microsoft Dynamics 365, or similar generative AI solutions)

Sales Excellence IC5 - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $165,600 - $272,300 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

https://careers.microsoft.com/us/en/us-corporate-pay

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.