Director, Sales Operations Segmentation Lead

Microsoft•Redmond, WA

10h

About The Position

Join a team that powers Microsoft's global commercial success! The Engineering Enablement & Operations (EE&O) #EOJobs team enables the Microsoft Customer and Partner Solutions (MCAPS) better serve every person and organization’s transformation and economic success. We do this by designing and managing the systems, tools, and strategies that drive commercial excellence spanning compensation, performance insights, planning, skilling, and sales tools. The MCAPS EE&O Revenue Strategy team plays an important role in empowering every person in MCAPS to serve customers by activating and innovating Microsoft’s commercial engine. As a Director, Sales Operations Segmentation Lead and Asia Regional Planning Lead on the MCAPS EE&O Revenue Strategy team, you’ll help shape the future of Microsoft’s commercial sales engine. This team leads the transformation of our end-to-end resource design processes—improving efficiency, enabling AI-driven insights, and helping teams better serve our customers. The Segmentation Lead owns the commercial segmentation strategy endtoend, shaping how customers are segmented, resources are allocated, and coverage models are scaled to drive sustainable growth. This role operates at the intersection of strategy, planning, and execution—defining enterprise guardrails, resolving crossorganizational tradeoffs, and influencing senior stakeholders to deliver durable, scalable outcomes. Success in this role is driven by problem definition, system design, and influence. The Segmentation Lead balances global consistency with regional nuance in a highly ambiguous environment, with decisions carrying material downstream impact on quotas, coverage, seller experience, and tooling.

Requirements

Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 5+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field OR equivalent experience.
6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.

Nice To Haves

Master's Degree in Business Administration or related field AND 5+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organization experience OR Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 7+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience OR equivalent experience.

Responsibilities

Own Segmentation EndtoEnd
Own the full regional segmentation space, including parenting, segment and hierarchy design, segmentation, hygiene, custom revenue allocation, and digital native motions.
Define and evolve segmentation frameworks, principles, and guardrails that enable consistency while allowing for regional differentiation where required.
Ensure segmentation outputs are integrated across planning motions and aligned to enterprise strategy and regional priorities.
Asia Regional Point of Contact
Serve as the primary point of contact for the Asia region on across all resource design processes.
Build a deep understanding of Asia’s regional planning processes, strategic priorities, and operating rhythms, including nuances in regional structure, market dynamics, and execution constraints.
Partner closely with regional leaders to translate global segmentation strategy into regionally relevant approaches while maintaining enterprise guardrails and consistency.
Develop strong, trustbased relationships with Asia stakeholders through consistent engagement, transparency, and credibility—ensuring the region is both heard and aligned.
Act as a bridge between Asia and central teams, proactively identifying risks, surfacing insights, and resolving misalignments before they create downstream impact.
Represent Asia perspectives in enterprise decisionmaking, balancing regional needs with global scale, sustainability, and longterm system health.
Operate as a Strategic Integrator
Partner with Sales, Finance, HR, Engineering, ATU, and Regional teams to align priorities, resolve competing demands, and ensure integrated outcomes.
Navigate tradeoffs across stakeholders and planning motions, recognizing and managing downstream impacts to quotas, coverage, seller experience, and tools.
Serve as a trusted advisor to senior leaders, translating complexity into clear options, risks, and recommendations.
Build Durable Systems and Operating Models
Design operating models, principles, and governance mechanisms that reduce exceptions, improve scalability, and increase predictability over time.
Shift the organization from bespoke solutions toward repeatable, enterpriseready approaches grounded in clear decision logic.
Measure success through sustainability of outcomes, not shortterm delivery.
Advance Tooling and AIEnabled Planning
Influence the evolution of planning tools and platforms in partnership with engineering and central teams.
Champion AIenabled capabilities that reduce manual effort, eliminate redundancy, and unlock new insights through automation and intelligent reporting.
Ensure tooling decisions reinforce enterprise guardrails and longterm system health.