Overview
Microsoft Advertising is a worldwide Sales, Marketing and Operations organization on the cutting edge of the digital advertising industry. Microsoft Advertising offers a compelling portfolio of advertising products, innovative solutions and the opportunity to engage with some of the brightest minds in the digital space while contributing meaningfully to our purpose of innovating a new world of advertising possibilities to empower growth for all. Microsoft Advertising is the destination for experienced, collaborative, and passionate digital advertising professionals seeking a rewarding career and lifestyle.
Who We’re Looking For
Microsoft Advertising is seeking a director of Sales Excellence to lead a team to drive operational excellence, deliver scalable solutions that empower sellers and partners, optimize investments and incentive plan for resellers, enable transformative strategies and accelerate growth for all channels. This seasoned leader will partner with the GM, China Advertising Sales and work in deep collaboration with leaders across Microsoft Advertising (Sales, Marketing, Business Planning, Commercial Strategy, Product, and Engineering) and critical partners in Finance, HR, and Legal to grow and scale the business. This leader will be an exceptional coach who leads with calm urgency, rigor, empathy, and the ability to balance between leading strategically and driving as an operator. The ideal candidate will be a power collaborator and influencer with a strong dot-connecting ability.
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.
Starting January 26, 2026, Microsoft AI (MAI) employees who live within a 50- mile commute of a designated Microsoft office in the U.S. or 25-mile commute of a non-U.S., country-specific location are expected to work from the office at least four days per week. This expectation is subject to local law and may vary by jurisdiction.
Responsibilities
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Deliver revenue, ExTAC, and cost management goals across portfolio of solutions – while this is not a sales role, all leaders are accountable to these goals.
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Partner with the GM of China sales to define and execute a sales and partner strategy across China domestic and outbound business, sales motions, partner incentive, sales and sales enablement to support our strategic priorities.
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Help to shape and influence a seamless operating model that flows from Business Planning, Strategy, Operations to Product and Engineering. - as a partner to our Global Commercial Strategy and Operations (GCSO).
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Design and governance of partner policy and incentive to align with revenue goals.
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Ensure operational rigor and accuracy in quota settings for both sellers and channel partners.
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Lead business transformation initiatives that modernize processes, ensuring agility and scalability.
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Drive adoption of playbooks, and frameworks that improve productivity and customer engagement.
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Set standards for sales execution, including leading and lagging indicators and govern with rigor.
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Champion seller enablement programs, capability and skill building, Establish tracking and metrics review ROB and execute best-in-class practices with team.
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Drive alignment with global GTM strategies and rhythm of business.
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Invest in depth relationships with key internal partners and commit to ‘managing the business together’ across functional lines
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Create an inclusive and accountable culture built on adopting growth mindset and work life integration. Encourage open and diverse conversations that lead to a culture of trust and growth, celebrate accomplishments
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Model a commitment to giving and receiving feedback as a part of growth, reflection, and progress for the people and the business.
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Act as a leadership voice and active ally to / participant in our MSA or wider Communities.
Qualifications
Required Qualifications:
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10+ years experience with active participation in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field
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OR equivalent experience.
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5+ years of experience using data to drive business outcomes or inform business decisions.
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7+ years of experience managing relationships with stakeholders, clients, and/or customers.
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5+ years people management experience.
Preferred Qualifications:
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7+ years’ experience leading cross-functional Sales Operations teams in digital advertising.
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Track record of implementing scalable sales strategies, processes, and automation to modernize operations and improve efficiency.
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Expertise in designing seller enablement programs, playbooks, and capability-building initiatives that drive productivity.
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Experience in designing partner strategies, policy and incentive plan.
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Spolid analytical skills and strategic thinking, with capabilities of operating in details.
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Familiarity with leading indicators, metrics and dashboards to monitor seller and business health.
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History of building high-performing, inclusive teams and fostering psychological safety and collaboration.
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Proven ability to restructure teams, drive cultural change, and lead through complex organizational shifts.
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High integrity collaborator who seeks win-win and broader organizational benefit while driving toward goals.
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Experience with financial modeling, ROI analysis, and resource allocation to optimize investments.
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Experience partnering across Sales, Finance, Product, Engineering, and Marketing to align strategies and deliver measurable results.
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Positive, can-do spirit and proactive problem solver.
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Proven track record of exceptional performance, high productivity and meeting deadlines in a leadership role; high personal accountability for self and others.
#MicrosoftAI
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.
