Senior Director Sales Excellence, Enablement and Operations

Hitachi Solutions is a global Microsoft solutions integrator passionate about developing and delivering industry-focused solutions that support our clients to deliver on their business transformation goals. Our industry focus, expertise, and intellectual property is what truly sets us apart.  We have earned, and continue to maintain, a strategic relationship with Microsoft.  Recognized for our achievements - teaming with our clients to deliver innovative digital solutions and services - is how we have achieved year after year recognition.

As their trusted advisor, we support our clients to deliver on their strategic business initiatives as they unify, automate, and modernize their data and operations to increase efficiency, reduce costs, and enhance their customer’s experience. Our over 3,000 team members across 14 countries, and our 18 years of 100% focus on Microsoft technologies and business applications, is how we deliver excellence through expert services and industry-focused cloud solutions.  

A part of Hitachi, Ltd., our company has a long and rich history of innovation, financial strength, and international presence of one of the world’s largest companies. Since 1910, Hitachi, Ltd. has been a leader in manufacturing innovative products and solutions that support industry and social infrastructure around the globe supported by 303,000 employees in over 100 countries and across 864 companies.

Senior Director Sales Excellence, Enablement and Operations

Location: USA 
Department: Sales & Marketing
Reports to: EVP Sales & Marketing
Role Type: Full-Time, Executive Leadership

Overview

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.

Key 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

Required

• 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.

Preferred

• 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.

Success Measures

• Increased sales productivity and win rates.
• Reduction in ramp time for new sales hires.
• Predictable and accurate forecasting.
• Improved pipeline quality and velocity.
• Enhanced alignment and engagement with Microsoft.
• Scalable processes and technology foundations that support growth.

Why Join Hitachi Solutions?

• Step into a high-impact role that builds upon a foundation of deep industry expertise.
• Leverage your reputation and knowledge to drive innovation and transformation for leading organizations.
• Be part of a globally recognized team committed to excellence, collaboration, and growth.

We are an equal opportunity employer. All applicants will be considered for employment without attention to age, race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

Base Salary Pay Range*: USD $192,000 – USD $259,000

*The current applicable Base Salary Pay Range for this role is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills relevant to the role, internal equity, alignment with market data, or other law.  

Other Compensation / Benefit Overview

In addition to Base Salary, the successful candidate may be eligible to participate in the following plans / programs, upon satisfying all hiring requirements:

• Bonus Plan
• Medical, Dental and Vision Coverage
• Life Insurance and Disability Programs
• Retirement Savings with Company Match
• Paid Time Off
• Flexible Work Arrangements including Remote Work

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Beware of scams

Our recruiting team may communicate with candidates via our @hitachisolutions.com domain email address and/or via our SmartRecruiters (Applicant Tracking System) [email protected] domain email address regarding your application and interview requests.  

All offers will originate from our @hitachisolutions.com domain email address. If you receive an offer or information from someone purporting to be an employee of Hitachi Solutions from any other domain, it may not be legitimate.