The Small, Medium Enterprises and Channel organization empowers customers through the unique value of Microsoft cloud solutions by building a globally led, digital-first organization that scales through partnerships. Focused on supporting small and medium-sized businesses, the organization delivers digital engagement and partner-led solutions that help customers achieve their business objectives.
As part of local subsidiaries and Digital Sales centers worldwide, our teams collaborate with customers and partners to deliver business value through digital engagement, sales execution, and partner collaboration.
We are seeking a Director Sales Operations to support strategic planning, business execution, and operational excellence across the Small, Medium Enterprises and Channel organization.
In this role, you will collaborate with strategy teams to translate Microsoft's commercial strategy into actionable execution plans, identify opportunities for operational improvement, and support measurable business outcomes.
You will work across regions, areas, and subsidiaries to deliver business insights, streamline sales operations, and support strategic initiatives that improve organizational effectiveness.
This position provides opportunities to influence sales operations strategy, improve business processes, and collaborate with cross-functional stakeholders to support Microsoft's commercial priorities.
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
Business Insights and Performance: Provide data-driven insights to accelerate sales performance across solution areas, support business planning and execution, and drive accountability through standardized reporting. Collaborate with Global Sales teams to address business intelligence needs, simplify tools, and consolidate reporting processes.
Sales Operations and Process Improvement: Drive operational excellence by promoting the adoption of Global Sales Operations Center services, standardizing processes, improving tool utilization, and identifying opportunities to enhance sales productivity and organizational effectiveness.
Segmentation Planning and Management: Lead fiscal year segmentation planning and execution aligned with Microsoft's commercial strategy. Partner with business leaders to provide recommendations, coordinate planning activities, identify risks and opportunities, and resolve operational escalations.
Territory Planning and Management: Lead fiscal year territory planning and manage in-year adjustments to optimize market coverage and align sales resources with business priorities. Collaborate with stakeholders to ensure execution aligns with Microsoft guidance, established timelines, and operational requirements.
Quota Distribution and Management: Lead quota distribution and in-year adjustments to support business performance and revenue growth. Leverage sales performance data to identify trends, recommend improvements, and collaborate with stakeholders to ensure effective quota planning and execution.
Capability Development and Collaboration: Identify opportunities to strengthen team capabilities through training, knowledge sharing, and professional development. Promote cross-functional collaboration, peer learning, and continuous improvement across the global Sales Operations community.
Compliance and Accountability: Demonstrate Microsoft's values of respect, integrity, and accountability while supporting adherence to company policies, processes, and the Trust Code. Proactively identify operational risks, escalate concerns appropriately, and promote responsible business practices.
- Embody our culture and values
Qualifications
Required Qualifications:
- Bachelor's Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences, or related field AND 10+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field OR equivalent experience.
- Master's Degree in Business Administration, Organizational Design, or related field. OR Bachelor's Degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences, or related field AND 12+ years experience in sales operations, project management, analytics, compensation, sales performance analytics, finance/business analyst, process improvement, business development, consulting, finance, marketing, or a related field
- 11+ years of experience applying analytical thinking and creative problem-solving in dynamic environments, with demonstrated ability to prioritize and adapt to evolving business needs OR equivalent experience.
- Experience managing and collaborating with vendor and partner teams, including establishing expectations, defining scope and service-level agreements, overseeing deliverables and quality, and driving accountability across domestic, international, and outsourced operating models
- Experience supporting the small and medium-sized business segment, including sales operations, segmentation, territory and coverage planning, and scaled or high-volume engagement models. Understanding of customer needs, purchasing behaviors, business economics, and the partner ecosystem supporting this segment
Sales Operations IC6 - The typical base pay range for this role across the U.S. is USD $130,900 - $277,200 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 - $303,600 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.
Skills Required
- Bachelor's degree in Business Administration, Marketing, Finance, Sales, Accounting, Information Systems, Social Sciences, or a related field, or equivalent experience
- 10+ years of experience in sales operations, project management, analytics, compensation, sales performance analytics, finance or business analysis, process improvement, business development, consulting, finance, marketing, or a related field, or equivalent experience
- Master's degree in Business Administration, Organizational Design, or a related field
- 12+ years of relevant professional experience if holding a bachelor's degree
- 11+ years of experience applying analytical thinking and creative problem-solving in dynamic environments, with the ability to prioritize and adapt to changing business needs, or equivalent experience
- Experience managing and collaborating with vendor and partner teams, including defining scope and service-level agreements, overseeing deliverables and quality, and driving accountability across domestic, international, and outsourced operating models
- Experience supporting the small and medium-sized business segment, including sales operations, segmentation, territory and coverage planning, and scaled or high-volume engagement models
- Understanding of customer needs, purchasing behaviors, business economics, and the partner ecosystem supporting small and medium-sized businesses
Microsoft Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Microsoft and has not been reviewed or approved by Microsoft.
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Healthcare Strength — Medical, dental, and vision coverage is described as comprehensive, with U.S. plans covering preventive care at 100% and limiting annual out-of-pocket costs. Mental-health counseling, employee assistance, and wellbeing resources are also emphasized.
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Parental & Family Support — Parental leave, family-caregiver leave, childcare assistance, and family concierge services are highlighted as core elements. These supports are presented alongside parenting and family-planning resources.
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Leave & Time Off Breadth — Vacation, holidays, and flexible work schedules are emphasized, with generous time-away policies noted. Leave options extend beyond standard vacation to include caregiver and parental programs.
Microsoft Insights
What We Do
At Microsoft, our mission is to empower every person and every organization on the planet to achieve more. Our mission is grounded in both the world in which we live and the future we strive to create. Today, we live in a mobile-first, cloud-first world, and the transformation we are driving across our businesses is designed to enable Microsoft and our customers to thrive in this world.
