Senior Director Sales Excellence, Enablement and Operations

Hitachi Solutions•Irvine, CA

6h•Remote

About The Position

As the Senior Director Sales Excellence, Enablement and Operations , you will be the strategic and operational leader driving the performance, productivity, and professionalization of our global sales organization. You will architect the methodologies, processes, systems, and enablement programs that empower our consulting sales teams to succeed in a complex, fast‑paced Microsoft ecosystem. This role is critical to scaling our growth as a premier Microsoft technology systems integrator. You will partner across Sales, Marketing, Delivery, Alliances, and Finance to build a data-driven, high-performance, and customer-obsessed revenue engine.

Requirements

12+ years of experience in sales leadership, sales operations, enablement, or revenue excellence roles.
Proven success supporting or leading sales organizations in Microsoft consulting, cloud services, or enterprise technology integration .
Deep understanding of the Microsoft ecosystem (Azure, M365, Dynamics 365, Power Platform) and co-sell motions.
Expertise in sales methodologies (e.g., MEDDIC, Challenger, Solution Selling) and enterprise B2B consulting sales cycles.
Strong command of CRM systems and sales tech (Dynamics 365 required; Power BI preferred).
Experience scaling revenue operations in a high-growth consulting or SI environment.
Exceptional communication skills and executive presence.

Nice To Haves

Prior leadership of multi-disciplinary teams (enablement, operations, analytics).
Experience with services pricing, complex bid management, and deal desk functions.
Microsoft certifications or Partner ecosystem experience.

Responsibilities

Sales Excellence & Strategy Lead the development and ongoing refinement of our sales methodology tailored for Microsoft services, cloud transformation, and industry-specific consulting engagements.
Partner with executive leadership to define sales methods and process, templates, tools, and training, enablement and support, and annual planning.
Establish a culture of accountability and continuous improvement through consistent performance measurement, coaching frameworks, and best‑practice playbooks.
Provide accurate, reliable, timely reporting and transparency for sales data and activity.
Drive alignment with Microsoft’s priorities, solution areas, and co‑selling motions to maximize partnership opportunities and incentives.
Sales Enablement Own the full sales enablement lifecycle—onboarding, skills development, product/solution education, certification pathways, and ongoing readiness.
Build scalable, role-based learning journeys for account executives, solution sellers, technical sellers, and sales leaders.
Collaborate with Delivery, Solution Architecture, and Product teams to equip sellers with compelling assets, competitive positioning, case studies, pricing guidance, and proposals.
Implement modern enablement tools and content systems that improve salesperson productivity.
Sales Operations Lead revenue operations functions including forecasting, pipeline hygiene, and reporting.
Oversee CRM and sales technology stacks to ensure data accuracy and streamline workflows.
Drive operational rigor through standardized sales processes, governance, and performance dashboards.
Partner with Finance for revenue planning, budgeting, and executive reporting.
Ensure deal execution excellence, including approvals, pricing models, and contract quality.
Analytics & Insights Build a data-driven decision culture through advanced analytics, predictive modeling, win/loss insights, and metrics that tie directly to revenue growth.
Identify leading indicators of performance and proactively recommend strategies to optimize sales effectiveness.
Deliver executive-level reporting that translates data into actionable insights.
Team Leadership Build, mentor, and lead a high-performing team across enablement, operations, and sales excellence functions.
Foster cross-functional alignment and collaboration across Sales, Marketing, Delivery, HR, Finance, and the Microsoft partner team.
Drive organizational health, talent development, and succession planning within the revenue organization