Director of Sales Strategy Enablement

Overview

Collaborate with brilliant minds who challenge, inspire, and elevate each other to new heights. As a Director of Sales Strategy Enablement – Small Medium Business, you will focus on the Global Small Medium Business Strategy and Growth team, with a particular emphasis on the upper medium segment. You help shape how we reach, serve, and grow customers by turning complex market signals into clear strategies that drive impact across our global commercial businesses.

You will dive deep into go‑to‑market strategies for the upper medium segment within Small Medium Business, using customer, market, and performance insights to refine how we prioritize opportunities and execute across all commercial solution areas. You will partner closely with stakeholders across segments, sales, marketing, and finance to connect strategy to execution and ensure that customer insights are translated into actions that land effectively in the field.

Your work will help define and continuously improve segment strategy globally, ensuring it is grounded in real customer needs and business outcomes. If you are energized by solving complex problems, influencing senior stakeholders, and shaping how a business grows at scale, this is an opportunity to drive meaningful, visible impact.

At Microsoft, our mission to empower every person and every organization on the planet to achieve more guides how we partner with customers to deliver trusted, impactful solutions. With a growth‑mindset culture, we innovate responsibly and measure success by shared progress, people, teams, and customers. Join us to do meaningful work that changes the world and helps shape what’s next for everyone.

Responsibilities

• Strategy and Insights: Analyze sales initiatives to identify growth opportunities, competitive dynamics, and solution gaps, translating insights into go-to-market objectives for the SMB upper medium segment.
• Cross-Functional Planning: Lead planning across Finance, Marketing, Engineering, and Field Sales, aligning senior stakeholders on global segment strategy and transformation priorities.
• Market Research: Guide research on revenue, markets, customers, and competitors to uncover sales and solution opportunities.
• Program Leadership: Lead cross-organizational sales strategy programs, defining plans, deliverables, and timelines while removing execution barriers.
• Performance Enablement: Define actionable insights and metrics that help sales and partner teams execute segment plans across regions and solution areas.
• Segment Leadership: Own upper medium strategy and execution, turning business priorities into practical plans and cross-functional commitments.
• Sales Model and Go-to-Market: Evolve the upper medium sales model and go-to-market approach.
• Growth and Investment: Build the segment growth plan and investment asks
• Feedback and Performance Management: Maintain continuous feedback and monthly performance tracking to identify risks, opportunities, and improvements.
• AI Innovation: Embed AI in the upper medium strategy to improve planning, customer engagement, sales execution, and performance.

Qualifications

• Required/minimum qualifications
• 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 Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
• Additional or preferred qualifications
• 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.
• Deep understanding of the Microsoft set of products and offerings for SMB, preferably from functioning in a SMB field sales capacity.
• Proficient business acumen and ability to translate strategy into execution.
• Effective communication, collaboration, and executive presence.

Sales Strategy Enablement IC5 - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 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 - $272,300 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

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

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