Microsoft Advertising seeks a Director of Sales Excellence to lead a team driving operational excellence, scalable solutions, partner incentives, and growth strategies across China sales channels. The role partners with GM China Advertising Sales and collaborates across Sales, Marketing, Business Planning, Commercial Strategy, Product, Engineering, Finance, HR, and Legal. Responsibilities include delivering revenue and cost goals, defining sales and partner strategies, shaping operating models, governing partner policies, managing quotas, leading business transformation, driving playbook adoption, setting sales execution standards, championing enablement programs, aligning with global GTM strategies, fostering inclusive culture, and acting as a leadership voice. Requirements include 10+ years in sales or related fields, 5+ years using data for business decisions, 7+ years managing stakeholder relationships, 5+ years people management, and preferred experience leading sales operations teams in digital advertising, implementing scalable sales strategies, designing enablement programs, and financial modeling. The position is full-time, on-site in Beijing or Shanghai, China.
What you'll do
Deliver revenue, ExTAC, and cost management goals across portfolio of solutions
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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
Help to shape and influence a seamless operating model from Business Planning, Strategy, Operations to Product and Engineering
Design and govern partner policy and incentive to align with revenue goals
Ensure operational rigor and accuracy in quota settings for sellers and channel partners
Lead business transformation initiatives to modernize processes ensuring agility and scalability
Drive adoption of playbooks and frameworks that improve productivity and customer engagement
Set standards for sales execution including leading and lagging indicators and govern with rigor
Champion seller enablement programs, capability and skill building, establish tracking and metrics review
Drive alignment with global GTM strategies and rhythm of business
Invest in deep relationships with key internal partners and commit to managing the business together across functions
Create an inclusive and accountable culture built on growth mindset and work life integration
Encourage open and diverse conversations that lead to a culture of trust and growth, celebrate accomplishments
Model commitment to giving and receiving feedback for growth and progress
Act as a leadership voice and active ally/participant in MSA or wider Communities
Requirements
10+ 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
7+ years of experience managing relationships with stakeholders, clients, and/or customers
5+ years people management experience
7+ years experience leading cross-functional Sales Operations teams in digital advertising (preferred)
Track record of implementing scalable sales strategies, processes, and automation to modernize operations and improve efficiency (preferred)
Expertise in designing seller enablement programs, playbooks, and capability-building initiatives that drive productivity (preferred)
Experience in designing partner strategies, policy and incentive plan (preferred)
Solid analytical skills and strategic thinking, with capabilities of operating in details (preferred)
Familiarity with leading indicators, metrics and dashboards to monitor seller and business health (preferred)
History of building high-performing, inclusive teams and fostering psychological safety and collaboration (preferred)
Proven ability to restructure teams, drive cultural change, and lead through complex organizational shifts (preferred)
High integrity collaborator who seeks win-win and broader organizational benefit while driving toward goals (preferred)
Experience with financial modeling, ROI analysis, and resource allocation to optimize investments (preferred)
Experience partnering across Sales, Finance, Product, Engineering, and Marketing to align strategies and deliver measurable results (preferred)
Positive, can-do spirit and proactive problem solver (preferred)
Proven track record of exceptional performance, high productivity and meeting deadlines in a leadership role; high personal accountability for self and others (preferred)
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