Sales Excellence Director

Company: Microsoft
Location: Charlotte
Posted on: February 23, 2026

Job Description:

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. As the SME&C Americas Sales Excellence Director for Security, you will be a strategic partner to senior sales leadership in the Americas Operating Unit. Your core responsibilities will be to develop and deliver consistent sales execution rigor across Sales Units, pipeline health, and business insights to accelerate solution area growth and customer value realization. You will be part of the Americas Sales Excellence organization in GS&O. Key to this role is your ability to develop & drive scalable processes, guide and optimize the sales processes, and influence segment and sales leaders to deliver business outcomes. You will collaborate and influence across multiple stakeholders to deliver forward-looking performance recommendations and drive a predictable Rhythm of Business (ROB) with cross-functional teams to ensure quality four-quarter (4Q) rolling business outcomes. You will instill sales process discipline on pipeline health management, guide Sales Leaders on Microsoft sales methodologies, and proactively manage change across the Security business. Responsibilities Applicable to Security Sales Excellence Director in SME&C: Pipeline Health and Management – You will lead 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 the segment and stakeholder groups. 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 partnership. Qualifications Required Qualifications 8 years experience with active participation in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience. 5 years of experience using data to drive business outcomes or inform business decisions. 5 years of experience managing relationships with stakeholders, clients, and/or customers. 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.

Keywords: Microsoft, Burlington , Sales Excellence Director, Sales , Charlotte, North Carolina