Overview
You are joining a team that sits at the center of Microsoft’s most complex and strategic deals, where clarity, speed, and disciplined execution matter most. Sales Acceleration exists to help sellers and presales teams move faster, make better decisions, and focus effort where it drives the greatest customer and business impact. In this role, you will shape how governance, decision making, and presales change land at scale—turning complexity into an advantage for the field.
As a Director, Sales Acceleration, you will own end-to-end MCEM governance and presales orchestration across Sales and ISD. You will establish a single intake, prioritization, and decision cadence for presales changes, ensuring faster alignment, reduced inefficiency, and predictable field landing.
This opportunity will allow you to deepen your enterprise leadership impact, strengthen your business and deal acumen, and shape how presales execution scales globally. This role supports flexible work arrangements, with the ability to work remotely in alignment with team and business needs.
Role Context
Sales Acceleration plays a critical role in reducing presales friction and improving deal velocity in an environment where deal complexity is increasing and resources are constrained. This Senior Director role exists to address documented challenges including fragmented decision making, inconsistent change landing, and higher presales cost due to rework.
Operating at an enterprise level, this role ensures MCEM governance is business led, field anchored, and executed through a predictable operating rhythm—rather than being dependent on adhoc forums or individual ownership.
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
- Own and operate end to end MCEM governance, including intake, assessment, prioritization, approval, and deployment of presales changes across Sales and ISD.
- Lead the MCEM PMO and Bi-Weekly MCEM Steerco cadence, enabling clear Go / NoGo decisions and executive alignment on presales changes.
- Evaluate proposed changes based on business impact, stakeholder complexity, cost of implementation, and field readiness, ensuring governance decisions are outcome driven.
- Drive consistent field landing of approved changes through structured communication, deployment cadence, and adoption mechanisms.
- Partner with senior leaders across Sales, Delivery, Architecture, and Enablement to resolve cross functional dependencies and eliminate fragmented decision making.
- Establish and maintain a predictable operating rhythm that improves presales efficiency, reduces rework, and increases clarity for sellers and presales teams.
- Serve as a senior advisor to Sales Acceleration and ISD leadership on presales simplification, investment prioritization, and execution effectiveness.
Other
Qualifications
Required/minimum qualifications
- Bachelor's Degree in Business, Operations, Finance, or related field AND 8+ years experience in Governance, presales operations, business program management
- OR equivalent professional experience.
Additional or preferred qualifications
- Master's Degree in Business, Operations, Finance, or related field AND 12+ years experience in program management, process management, or process improvement
- OR Bachelor's Degree in Business, Operations, Finance, or related field AND 15+ years experience in program management, process management, or process improvement
- OR equivalent experience.
- Demonstrated experience leading enterprise level governance or steering forums with senior stakeholders.
- Proven ability to drive execution and alignment across complex, matrixed organizations without direct authority.
- Experience evaluating business impact, risk, and tradeoffs and communicating recommendations clearly to executive audiences.
- Senior leadership experience in Sales Acceleration, Presales, or Complex Deal Governance.
- Direct field or deal experience with MCEM, presales approvals, or large/complex pursuits.
- Experience driving simplification and change initiatives at global scale.
- Strong executive facilitation skills with a track record of fostering productive debate and decisive outcomes.
- Capabilities for Success
- Enterprise Leadership: Ability to influence and align senior stakeholders across Sales, Delivery, and Presales.
- Business Judgment: Strong understanding of deal economics, presales cost drivers, and execution tradeoffs.
- Governance Excellence: Disciplined approach to intake, prioritization, and decision cadence.
- Field Obsession: Deep empathy for seller and presales realities, with bias for clarity and simplification.
- Execution Rigor: Ability to translate governance decisions into predictable, scalable operating models.
Business Program Management 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
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.
