Director of Sales Excellence - Global Channel Sales

Overview

With a vision to “build and sell intelligent cloud and intelligent edge solutions with partners, empowering people and organizations to achieve more,” Global Channel Partner Sales (GCPS) drives revenue outcomes with partners through innovative solutions at scale. The Global Channel Sales (GCS) organization within Global Channel Partner Sales (GCPS) supports partner growth, accelerates cloud and AI adoption at scale, and enables partner success.

Our approach centers on cloud solution acceleration, co-sell execution, and performance accountability, with a focus on measurable impact through partner-led transformation.

The Global Channel Sales organization is seeking a strategic, data-driven Sales Excellence professional. Reporting to the The Global Channel Sales (GCS) Chief of Staff, this role leads the end-to-end Channel Rhythm of Business for internal and partner-facing reviews. This role is responsible for planning and content development for the Global Channel Insights and Action Review and The Global Channel Sales (GCS) participation in other global business reviews.

Working across Global Channel Partner Sales (GCPS) and in partnership with Sales Excellence & Operations, you will lead planning, future-state Rhythm of Business design, and internal channel communication. You will provide reporting, analysis, and planning in support of the Global Channel Sales Corporate Vice President, establish consistent partner-driven business-review templates, and manage relationships with Strategy & Operations and finance partners.

You will establish scalable standards across Channel Sales Excellence to promote consistent sales processes and execution. You will build predictable connections across cross-functional teams, coach sales teams and partners, generate insights that inform sales and partner strategies, and promote effective use of systems and tools. This role combines strategic thinking, operational rigor, comfort with ambiguity, and the ability to influence across the organization without direct authority.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

• Lead the Global Channel rhythm of business, including business reviews, planning, insights, executive preparation, communications, and follow-through. Consolidate key themes, actions, and opportunities across channel business reviews to support effective decision-making.
• Design and evolve business-review processes in partnership with Global Channel Partner Sales, Global Channel Sales, Sales Excellence & Operations, Finance, and other cross-functional teams. Establish consistent business-review templates and planning practices across the organization.
• Provide executive reporting, analysis, and business insights in support of Global Channel Sales leadership. Identify trends, performance gaps, and opportunities across strategic priorities and translate data into actionable recommendations.
• Deliver partner performance and sales insights that support go-to-market strategy, revenue management, renewals, partner activation, and sales execution. Use data-driven insights to identify opportunities and recommend corrective actions.
• Guide sales-execution transformation and strategy adoption across the channel, including sales methodologies, renewal strategies, territory planning, and cloud solution priorities. Provide guidance and coaching based on business and performance insights.
• Promote consistent use of sales processes, systems, and tools that improve internal and partner engagement. Consolidate feedback from supported teams and collaborate with engineering and partner teams to identify opportunities for tool and process improvement.
• Lead planning and execution across key sales operations workstreams, including employee data management, quota planning, territory management, partner segmentation, and partner record management. Partner with Business and Sales Operations and other stakeholders to support timely and accurate execution.

Qualifications

• Required 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

Preferred Qualifications:

• Bachelor’s Degree in Business, Operations, Marketing, Computer Science, or a related field and 10+ years of experience in sales, sales operations, business operations, or the technology industry, or equivalent experience
• Experience leading sales execution, business rhythms, sales cadences, or partner performance management across a global or multi-segment organization
• Experience using data and business insights to inform decisions, identify opportunities, challenge assumptions, and translate complex information into actionable recommendations
• Experience partnering with executive stakeholders and cross-functional teams in a matrixed organization, including communicating recommendations, addressing differing perspectives, and influencing without direct authority
• Experience leading organizational or business transformation initiatives and supporting adoption of new strategies, processes, or operating models.Understanding of business operations, market dynamics, competitive positioning, and the relationships among sales, partner, finance, and operational functions
• Experience developing executive-level proposals, presentations, and business narratives that communicate complex information clearly and support decision-making
• Experience managing multiple priorities and developing scalable plans from concept through execution with attention to detail and measurable outcomes
• Knowledge of Microsoft go-to-market strategies, partner or channel ecosystems, sales processes, or related technology-industry business models

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.

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