Microsoft

Director of Sales Excellence

Microsoft • $130K — $251K *
Chicago, IL 60629In-Person
Enterprise Technology
5 - 7 years of experience
Reposted Today
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Job Overview by Ladders

Qualifications

  • Bachelor's Degree in Business, Marketing, Sales, Finance, or related field with 7+ years of relevant experience or equivalent experience.
  • 5+ years utilizing data to drive business results and inform decisions.
  • 5+ years managing stakeholder relationships.

Responsibilities

  • Own and develop the Segmentation framework, integrating market insights and operational viability for Sales Planning.
  • Translate segmentation strategy into actionable coverage and capacity recommendations, utilizing analytical models.
  • Facilitate cross-functional collaboration, aligning inputs from various business units and stakeholders to drive consensus on segmentation.
  • Create and refine assessment processes to evaluate segmentation effectiveness and adapt to evolving business needs.
  • Partner with Sales Planning to ensure operationalization of segmentation outputs in planning processes.

Benefits

  • Health and wellness benefits package.
  • Generous paid time off and vacation policies.
  • Professional development and continuous learning opportunities.
Full Job Description
Overview

As Director of Sales Excellence, you will be responsible for program leadership for Segmentation at MSA, holding end-to-end accountability Segmentation Strategy. Partnering across functions, you will shape segmentation strategy and translate business priorities into client movement that fuels growth while leveraging data driven insights to refine strategy and guide executive decision making. You will serve as a trusted advisor to senior leaders. The role will also be accountable for building a robust measurement framework that will determine the effectiveness of the program cycle over cycle.

This role sits at the intersection of sales strategy, finance, and operations, offering the opportunity to influence executive decision-making and shape MSA's segmentation approach. You will shape a high-visibility program that will fuel the future of our account team set up and enable a truly omni channel advertising segmentation model.

Responsibilities
  • Own and evolve the Segmentation framework that underpins coverage, capacity, and resource-allocation decisions, synthesizing strategic direction, market insights, investment priorities, and field feedback into a scalable, actionable model that stays aligned to business strategy and operationally viable for Sales Planning.
  • Translate segmentation strategy into coverage and capacity recommendations, developing the analytical models that connect segments to seller deployment, account coverage, territory design, and capacity scenarios, while partnering with Investment Planning and business leaders to inform resource-allocation decisions.
  • Drive cross-functional alignment as the central coordination point across business teams, engineering, product, Global Commercial Strategy and Operations (GCSO), the MSA Leadership and field stakeholders - gathering inputs, reconciling competing perspectives, and building consensus on segmentation decisions and tradeoffs.
  • Build the signals, modeling, and assessment processes that collect inputs, test and refine models, and evaluate outcomes, continuously improving the framework as business needs evolve.
  • Enable downstream planning by partnering with Sales Planning and related teams to ensure segmentation outputs can be operationalized through book setting, quota setting, capacity planning, and other planning motions.


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, Marketing, Sales, Finance, or related field AND 12+ years experience in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field
    • OR equivalent experience.
  • 5+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.
  • Experience with Sales Planning, segmentation, quota setting, or related sales operations functions in a global or highly matrixed sales organization.
  • Demonstrated success translating business strategy into scalable operating models, programs, and governance frameworks that drive measurable business outcomes and inform future strategic decisions.
  • Proven ability to influence senior executives, and navigate ambiguity, balancing competing stakeholder priorities to make high-impact business decisions.
  • Experience leveraging AI, automation, data, or process redesign to transform business operations and improve organizational effectiveness.


#MicrosoftAI

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.

About Microsoft

Microsoft is an American multinational corporation that develops, manufactures, licenses, supports, and sells a range of software products and services. Microsoft’s devices and consumer (D&C) licensing segment licenses the Windows operating system and related software, Microsoft Office for consumers, and the Windows Phone operating system. The company’s computing and gaming hardware segment provides Xbox gaming and entertainment consoles and accessories, second-party and third-party video games, and Xbox Live subscriptions; surface devices and accessories; and Microsoft PC accessories. Its phone hardware segment offers Lumia smartphones and other non-Lumia phones. Its D&C segment provides Windows Store, Xbox Live transactions, and Windows phone store; search advertising; display advertising; Office 365 Home and Office 365 Personal; first-party video games; and other consumer products and services as well as operating retail stores. Microsoft’s commercial licensing segments license server products, including Windows Server, Microsoft SQL Server, Visual Studio, System Center, and related Client Access Licenses (CALs); Windows Embedded; Windows operating system; Microsoft Office for business, including Office, Exchange, SharePoint, Lync, and related CALs; Microsoft Dynamics business solutions; and Skype. Its commercial segment offers enterprise services, including premier support services and Microsoft consulting services; commercial cloud comprising Office 365 Commercial, other Microsoft Office online offerings, Dynamics CRM Online, and Microsoft Azure; and other commercial products and online services. The company markets and distributes its products through original equipment manufacturers, distributors, and resellers, as well as online.

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Learn more about Microsoft
Size
181,000 employees
Market Cap
$1,762.4 billion
Industry
Enterprise Technology
Net Income
$51.3 billion
Founded
1975
5 Year Trend
+15.5%
Revenue
$153.2 billion
NASDAQ
MSFT
* Ladders Estimates

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